New channel-first go-to-market strategy for Imperva

Cybersecurity vendor Imperva has announced a new channel-first go-to-market strategy with the unveiling of a new self-service product trial that gives businesses immediate protection to critical assets across web, applications and cloud database environments.

The contacts generated through the trial will be given to the contact’s preferred reseller, or to an Imperva-recommended partner. The company has also announced new subscription plans from Imperva simplify partner sales processes through removing the need for complicated sizing exercises. This aims to allows resellers to increase margins by reducing the overall cost of the sale. In addition, new incentive programmes will be available to participating partners.

Barnaby Wood, senior manager, EMEA channel programmes at Imperva, explained, “Throughout 2020, Imperva experienced unprecedented growth in acquiring new customers in the mid-market, driven by our channel partners who took the opportunity to replace alternative application security vendors with Imperva. Their customers recognised the breadth and depth of Imperva’s application security portfolio which simplifies and manages protection against increasingly complex security threats.

“Our partners value our channel-first strategy which eliminates the needless competition and frustration they experience working with alternative vendors that deal direct. [This] news underscores that Imperva is continuing to deliver innovative products in a way that helps our EMEA channel partners grow their businesses and deliver best-of-breed solutions to customers that lack internal resources yet face greater security risks.”

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Charlotte Hathway

Charlotte is the editor of Comms Business and writes content to inform and educate the Channel about the latest technology and business developments. Got a story? Get in touch – charlotte.hathway@markallengroup.com.

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