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Post-M86 acquisition, Trustwave reinvigorates channel partner program

Post-M86 acquisition, Trustwave reinvigorates channel partner program

Security vendor combines aspects from two partner networks into a unified channel initiative

In a move designed to better engage the A/NZ region, Trustwave has unveiled a new channel partner program.

Formally known as the Trustwave PartnerFocus Program, Trustwave APAC executive director, Michael Petitti, says it will to harness the “robust” partner network that came with the M86 acquisition in March.

“M86 had a very strong channel network and Trustwave also has a channel program in place,” he said.

“What we have done here is take the best of both of those channel programs and combined them into one.”

Petitti says that the announcement not only marks the launch of this new program, but also a renewed focus on partners.

“The channel is going to be integral to the success of Trustwave going forward,” he said.

“Especially for the business that we have in the Asia-Pacific region, it forms a very critical part of it.”

Time for opportunity

When asked about the timing of the announcement, Petitti says that Trustwave so no reason to wait in implementing the new channel program.

“By having the announcement as soon as we could, it really demonstrates the commitment that we have to not only making the channel work, but also to the commitment that we have for our partners,” he said.

Petitti adds that the vendor wants partners to understand that there is “plenty of opportunity” for them to expand their business by working with Trustwave.

“We bring a very broad portfolio to the table,” he said.

“So that really gives partners flexibility to address a lot of problems they might be seeing among their customers.”

Reviving robustness

The vendor's broad portfolio in particular is what Petitti foresees appealing the most to the combined network of Trustwave and M86 partners.

“By working with Trustwave and our channel program, all of those solutions that we offer are consumable via the partner model,” he said.

For Trustwave’s business in A/NZ, Petitti said the vendor did not really have a robust channel program up until now.

However, by combining those programs and working on the integration of M86 into the Trustwave business, Petitti says that the vendor will now have a “more robust” channel program to deliver some of the legacy solutions available on the Trustwave side.

“Those are the types of solutions that we see a lot of demand for in the A/NZ market,” he said.


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