The Power of Partnership
One of SailPoint’s highest and most sought after strengths is its world-class partner ecosystem. The need for better and more attention to cybersecurity is at an all-time high. SailPoint’s partner network is one of our most valuable tools and prized possessions when talking about delivery and advisory of our best-in-class identity management platform.
Our partner community helps us deliver on our commitment to unparalleled customer success and satisfaction. They provide the best advice and guidance before, during, and after a SailPoint selection. They work diligently to make sure each opportunity and relationship is well-understood and staffed correctly for the best results.
SailPoint’s Vice President of Worldwide Alliances and Channels, Harry Gould, was just awarded the 2017 CRN Channel Chiefs award. Harry manages over 300 Channel and Alliances partners around the globe. Through this network, we are able to build teams tailored to specific markets and verticals.
Running a successful partner program is no small task. It requires the involvement and constant communication with our partners on every aspect of the customer engagement. Harry has implemented a “no light” partner program to achieve this. “No Light” means that when SailPoint and their partners stand together the customers see no light between them. They all work as a team to deliver whatever is required.
All the training and resources we provide to our internal sales team is available to our partners. We take this “no light” approach so that our partners are truly an extension of the SailPoint team. Our partners’ ability to resell SailPoint products and deliver key implementation services is a market differentiator which is a competitive advantage for our customers. Globally, our partners were able to enjoy a year-over-year increase between 50 to 400 percent in their services revenue. Additionally, our partners resold over 55 percent of all SailPoint licenses sold in 2016.
Our partner strategy has led to considerable growth across markets throughout our worldwide organization. In 2016 we recognized a 139 percent increase in partner sourced opportunities and a 58 percent increase in partner sourced licensed bookings from the previous year.
There is no doubt that our alliances and channel program is an essential element to selling, servicing and supporting our market space. Over the past few years, our teamwork has resulted in a strong track-record of high growth and unparalleled customer service.