Aqua Security revamps its partner program – Security

Earlier this year, Aqua Security tapped Jeannette Lee Heung as Senior Director of Global Channel and Alliances to make changes to its channel strategy – and it is doing just that.

The cloud security provider unveiled a “completely revamped” partner program on Tuesday, with Lee Heung saying the previous program “didn’t benefit” channel partners as much as it should have.

The new program, called Aqua Advantage, features a series of changes, such as more in-depth training and support services, dedicated partner managers, joint marketing development, and better business and technical alignments, according to a press release. of the company.

Additionally, Aqua Security, which has raised $265 million since its inception seven years ago and landed a $1 billion valuation last year, has created a completely redesigned partner portal with updated training, marketing and other materials sought after by channel players, the company said. The new portal will provide information in a “faster and clearer” way.

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Chris Zamagias, recently appointed Head of Channels for Aqua Asia-Pacific, said: II am delighted to be able to work with top-notch consulting and delivery partners to ensure continued, long-term success for our mutual customers. WeBe strategic with our partnerships and base them on clients’ expertise and track record of success. CMD Solutions is one of the first fully Aqua-certified premier partners in our growing ecosystem.

Lee Heung, who was recruited into the company last winter, along with other top sellers from across the industry, have all been recruited to help privately held Aqua Security reach the next level of revenue.

In Lee Heung’s case, she came from rival Palo Alto Networks, where she was the head of the cybersecurity giant’s Prisma Cloud Global Ecosystem. Among his new tasks at Aqua Security is improving relations with the company’s channels.

In an interview with CRN US, Lee Heung said the new Aqua Advantage program is “more structured and built on business results.”

As for Aqua Security’s previous partner program, she said it had “no structure” and was not a “mature” offer for partners.

“The old system was not benefiting customers and partners as much as it could,” she said, adding that there was a need to completely overhaul the previous program and replace it with something else.

Lee Heung said she has worked closely with hundreds of chain players and technology partners to create what she called an “entirely new ecosystem” that is meant to benefit each other in the long run.

In a recent interview with CRN, Dror Davidoff, co-founder and CEO of Aqua Security, said that approximately 50% of Aqua Security’s revenue comes from this channel. But recently about 70% of his new customers have come through the channel, and he said he wants to increase that number to 85%.

“The company is growing and we want to do a lot more with the channel,” said Davidoff, whose company is also headquartered in Tel Aviv, Israel.

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Ryan H. Bowman