Partners are Integrating Security Solutions

Chris Moore, SVP, Global Channels and Ajith Ramnath, Senior Partner Manager, India and SAARC, both at CyberArk, shared insights on the partner programme

- BHARTI TREHAN

How is CyberArk driving the growth of its channel partner ecosystem through its channel partner programme?

Chris Moore- I'll give you a global perspective. We've seen substantial growth through channel partners over the past few years and we aim to continue that trajectory. One way we're achieving this is through programme enhancements. First, we're focusing on encouraging our existing partners to promote more of our portfolio beyond privilege solutions. This includes adjacent products, which have seen double-digit growth, helping us better serve our customers.

Secondly, we're driving partners toward providing services. CyberArk doesn't aim to be a services organisation. Rather, we want our partners to deliver and successfully manage these services. This approach allows us to engage effectively with global SIs and regional service partners, thereby driving service revenue and enhancing customer experience, leading to stronger customer success and ecosystem growth.

Third, we're emphasising emerging go-to-market avenues, such as AWS and the global marketplace. This is an area of particular focus in India, where we've seen nearly 100% quarter-on-quarter growth in AWS transactions, driven by increased customer interest in Cloud migration and transformation. Additionally, our MSP business is expanding as customers seek vendors for fully managed identity security and lifecycle services.