alert logic partner connect program guide€¦ · • a modern managed network intrusion detection...

ALERTLOGIC.COM / U.S. 877.484.8383 / U.K. +44 (0) 203 011 5533

ALERT LOGIC®

PARTNER CONNECT PROGRAM GUIDE


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The explosion of cyberattacks, continual evolution of emerging threats and complexity of secure IT transformation programs has

driven customers and partners to embrace Alert Logic to reduce the risk, cost and complexity of protecting their business-critical

applications and customer data from a security breach.

Industry analysts recognize the value Alert Logic provides to customers – including Leader in the global Forrester MSSP Wave, 2018,

and Challenger in Gartner’s 2018 Magic Quadrant for Intrusion Detection and Prevention Systems. Alert Logic and 350+ partners

help over 4,000 customers improve their security posture at the lowest total cost of ownership. Companies of all sizes, especially

small and mid-market size, are finding this particularly challenging – they want (and need) enterprise-level security, but don’t have

the resources (budget, expertise, headcount, time) to be able to do it all themselves.

Over half of these customers have improved their security and compliance through Alert Logic

partner relationships. These customers have leveraged their partners’ ‘trusted advisor’ status to

address protecting & securing their business-critical application workloads from threats with Alert

Logic security platform and services, often integrating them into a more comprehensive solution

for the customer. A great win for our partners and their end customers.

We are passionate about providing our partners’ customers with an integrated solution that is

cost effective, quick to deliver value, and scalable to meet their current and future infrastructure

needs. In conjunction with our partners, Alert Logic provides:

• A unique approach to security by connecting market-leading technology and operational service delivery

• Expert ‘defenders’ monitoring around the clock 24x7 globally

• Real-time threat intelligence to improve security and compliance postures at the lowest TCO

• Insight and access to best practices associated with securing an end customer’s IT infrastructure

“WE USE ALERT LOGIC IN OUR SOLUTIONS BECAUSE IT HELPS OUR CUSTOMERS GET BOTH BEST-OF-BREED TECHNOLOGY AND SERVICE AND A COST-EFFECTIVE WAY OF SECURING THEIR PLATFORM TO INDUSTRY LEADING STANDARDS.” RACKSPACE


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WHY PARTNER WITH ALERT LOGIC?Partners have always been at the core of Alert Logic’s Go-to-Market strategy and the launch of our Partner Connect Program plays

testament to that. It accelerates VARs, MSSPs, Systems Integrators and Cloud Consulting practices (and more) to sell and support

our market-leading managed security services to their customers. The program is designed to deliver success-based incentives and

compensations as they generate new opportunities to grow our partners’ customer base. Through this partnership, Alert Logic

offers:

• An opportunity to add a comprehensive package of security services with immediate appeal to existing and potential

customers

• The ability to tightly integrate security services into our partners’ current solutions generating higher margins and

increased end customer stickiness

• The leverage of a significantly stronger value proposition to close business sooner

• A way to enhance our partners’ brand with best-of-breed Alert Logic security solutions and services

Alert Logic is committed to offering our partners the opportunity to build and grow their security practice based on our integrated

security offering, while rewarding their commitment to the program and delivering customer satisfaction across the customer

lifecycle. We provide our partners with exclusive resources that will help them drive their recurring revenue stream fast – including

training, marketing resources, access to quick-start kits and more:

PARTNERING MADE EASYWe offer a global team of sales, marketing, engineering professionals in addition to online resources for content,

pricing, troubleshooting, and more. We have a dedicated partner support team that includes channel managers,

training, resources, and a partner dedicated end customer success team.

PROGRAM CUSTOMIZED FOR SUCCESS

Flexible program tiering to help our partners deliver what their customers want, including customizable playbooks

and incentives – we can build a customized plan that works for partners.

LOW CUSTOMER INVESTMENT AND PROFITS FOR PARTNERSThe Alert Logic managed solution allows our partners’ customers to focus on their business, while we support them

to manage their security and compliance operations, with a low-investment, quick-to-value security model.

INDUSTRY-WIDE RECOGNITION Gartner, Forrester Research, and 451 Research are among the many industry analysts that have praised the unique

Alert Logic security offering fusing technology, security experts, operational delivery, and threat intelligence.

END CUSTOMER & PARTNER-LED SUPPORT OPTIONSFlexible support options where either our partners or Alert Logic can provide the front-line support to customers as

they get provisioned onto the service, and ongoing customer support, incident response, and remediation advice.

24X7 MANAGED SECURITY OPERATIONS CENTER (SOC)Staffed by GIAC-certified experts, our SOC extends our partners’ end customers’ internal IT capacity by analyzing

and identifying over 80,000 security incidents every month.


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THE ALERT LOGIC OFFERINGAlert Logic offers an integrated suite of security tools and compliance controls with proactive analytic services and threat intelligence

for any environment - cloud, on-premises, hosted, or hybrid infrastructure.

• Managed detection and response monitoring services combining managed security services such as threat detection

analytics, 24x7 threat monitoring, and WAF tuning with ongoing development of scanning, detection and blocking

logic

• Advanced, real-time threat intelligence via threat hunting, and supervised machine learning for detecting multi-

stage, multi-vector application attacks

• Out-of-band anomaly detection of suspicious application transactions, user behavior, and web application attacks

• A modern managed network intrusion detection system (IDS)

• Continuous no-touch AWS vulnerability scanning and exposure management in AWS

• Container security to detect attacks buried in network traffic

• Security compliance reporting and attestation for PCI DSS Compliance, GDPR Compliance, SOC2, HIPAA, and SOX

• Log management and daily log review and analysis for malicious user behavior, server-side ransomware detection,

post-compromise forensics and compliance

• Cross-platform vulnerability management - all from an easy-to-use console

ALERT LOGIC PARTNER CONNECT PROGRAMThe Partner Connect Program is a new and comprehensive partnering approach that focuses on integrating our market-leading

technology, security expertise and threat intelligence with our partners’ products and service offerings to their customers. The

program rewards partners that extend the Alert Logic value with additional services.


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Refine

RecruitQuote-To-Cash

Go-To-Market Onboard

Alert LogicPartnerProgram

RECRUIT• Application• Business Case Development• Approval• Program Placement

ONBOARD• Welcome/Program Intro• Kick-off Meeting with Partner’s Principals

– Align on Strategy• Kick-off Meeting with Partner’s Key

Stakeholders - Align on GTM• Initial Training/Certification

GO-TO-MARKET• Integrate Solution Development• Sales Team and Customer Mapping• GTM Development & Execution• Formal Business Reviews• Ongoing Training /Certification

QUOTE-TO-CASH• Deal Registration• Design Validation & Pricing Desk• Deal Desk• Provisioning and Service Enablement

REFINE• Partner Advisory Board(s)• Program Enhancements and Strategy

Re-Alignment• Partner Lifecycle Growth• Partner Portal and Resource Center

Updates

PARTNER CONNECT PROGRAM LIFECYCLEThe partner connect program provides partners with a proven model for delivering the resources, training, sales, and technical

support to ensure our partners succeed during the entire lifecycle of their partnership with Alert Logic. Beginning with the

recruitment stage to all the way through to the refinement stage of the lifecycle, each step helps the partner maximize the benefits

of the partnership and achieve joint goals.


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PARTNER PROGRAM SEGMENTS The diversity and flexibility of the Alert Logic portfolio has enabled Alert Logic

to define key partner program tiers and benefits to suit our partners’ business

model, and customer priorities.

Any partner that has a customer requirement for security can work with

Alert Logic:

A partner may be an MSSP delivering managed security services to their

mid-market customers and looking to extend their threat detection and response

capabilities. With Alert Logic’s additional services they can augment their current

offering to deliver new revenue streams; or expand current service catalogues to

embrace more opportunities for selling into their existing clients and improving

customer attachment and profitability.

A partner may be a VAR providing solutions & advice to customers and need a managed

threat detection and response offering that can help their customers improve their security

and compliance posture across their hybrid infrastructure, from one platform.

A partner may be a Systems Integrator or Cloud Consulting Practice with customers

looking to embark on a complex migration program and security is a significant but small

component of that which you want to refer directly to Alert Logic.

Some partners may be experts in a completely different arena, such as cyber resiliency

consulting, or cyber risk insurance, or law firms that have clients looking for security

expertise.

Whatever partner profile our partners may have, there is an Alert Logic program to suit them.

Referral Reseller

Technology Alliance

“ACHIEVING SECURITY AND COMPLIANCE DOESN’T HAVE TO BE DIFFICULT FOR YOUR CUSTOMERS - ALERT LOGIC SECURES ITS PARTNERS’ CUSTOMERS, FUSING AN AWARD-WINNING THREAT MANAGEMENT PLATFORM, EXPERT INTELLIGENCE AND AN ELITE TEAM OF 24X7 PASSIONATE SECURITY PROFESSIONALS.” CHRIS RAJIAH, SVP GLOBAL CHANNEL AND ALLIANCES


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PARTNER CONNECT RESELLER PROGRAMThe reseller program is tiered to reward the amount of investment we jointly put into driving Alert Logic business, and the revenue

growth that results from that investment. To help our partners accelerate their Alert Logic business, all partners are rewarded with

immediate access to deal registration, on-demand training, and marketing resources & campaigns through the Alert Logic Partner

Resource Center (PRC).

SELECT

The reseller program has 3 tiers, with all partners starting at the Select tier – based on minimum annual opportunity creation and

revenue commitment target.

PREMIER

This tier is tailored for resellers where we have collectively built their Alert Logic business into a proven and sustainable revenue-

generating model; with tight alignment on go-to-market strategy and execution. Premier resellers benefit from increased registered

deal margins, assigned sales, marketing and technical resources, a dedicated partner page on www.alertlogic.com and access to

co-marketing funding.

ELITE

This level is the premium tier within the Alert Logic Partner Program for Resellers. Partners who reach Elite status have experienced

the highest level of collaboration with Alert Logic, meeting and exceeding revenue goals, accelerating customer acquisition,

investing in sales and technical training, and actively promoting Alert Logic to generate a constant revenue stream. In this tier our

partners are providing front-line support to their customers; in return, these partners will be receiving the greatest discounts for

registered deals, prioritized for marketing funding, and backed by a dedicated customer operations team that covers all functional

areas of service delivery and support.

PARTNER CONNECT REFERRAL PROGRAM

AMBASSADOR

The Ambassador Referral level provides a simple, easy and profitable way to refer Alert Logic business to meet our partners’ customers

security requirements. They’ll get access to competitive referral margins with industry-leading incentives, deal registration, access

to the Partner Resource Center, training resources and various marketing/promotional materials. Referral fees are paid out on a

single deal, with a multiplier for additional deals.

STRATEGIC

Strategic referral partnerships are available upon request. This program is for our partners who see the opportunity to generate

high-volume, high-quality referrals. We make it easy for them to identify and register the best possible candidates for our security

services, leveraging their relationships and strong commitment to the success and security of their business.


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RESELLER

PROGRAM BENEFITS & REQUIREMENTSSELECT PREMIER ELITE

DISCOUNT-BASED

FINANCIAL BENEFITS

Sales Incentives and Rewards ✓ ✓ ✓Own-Use Discount ✓ ✓ ✓

Additional Discount for Support Delivery ✓ ✓ ✓Access to MDF Program Funding ✓ ✓

SALES & MARKETING BENEFITS

On-demand Marketing Campaigns and Collateral ✓ ✓ ✓Customized Sales Tools - Playbooks and Battlecards ✓ ✓

Assigned Sales, Marketing and Technical Lead ✓ ✓TRAINING BENEFITS

On-demand Sales & Technical Training ✓ ✓ ✓Live Sales and Technical Training Sessions ✓ ✓

SME Bootcamp Availability ✓ ✓ GENERAL BENEFITS

Welcome Kit ✓ ✓ ✓Partner Portal Access ✓ ✓ ✓

Partner Advisory Board Participation OPPORTUNITY ✓Assigned Executive Sponsor ✓

REQUIREMENTS

Minimum New Bookings and MRR/year ✓ ✓ ✓Minimum New Opportunities/year ✓ ✓ ✓

Signed partner agreement with Alert Logic ✓ ✓ ✓Deal Registration ✓ ✓ ✓

Regular Business Reviews ✓ ✓Alert Logic Certification - Customer Provisioning & Onboarding ✓ ✓ ✓

Alert Logic Certification - Customer Operational Support ✓ ✓Alert Logic Certification - SOC Support Services ✓

PARTNER CONNECT PROGRAM OVERVIEW – RESELLER PARTNERS


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REFERRAL

PROGRAM BENEFITS & REQUIREMENTSAMBASSADOR

COMMISSION-BASED

FINANCIAL BENEFITS

Generous Compensation for Closed Referrals •Sales Incentives and Rewards •

Own-Use Discount Available for Qualifying Partners •SALES & MARKETING BENEFITS

On-demand Marketing Campaigns and Collateral •TRAINING BENEFITS

On-demand Sales & Technical Training •GENERAL BENEFITS

Welcome Kit •Partner Portal Access •

REQUIREMENTS

Minimum New Opportunities/year •Signed partner agreement with Alert Logic •

Deal Registration •

PARTNER CONNECT PROGRAM OVERVIEW – REFERRAL PARTNERS


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PARTNER CONNECT TECHNOLOGY ALLIANCE PROGRAMTechnology Alliances, such as AWS and Azure are great examples where customers of these platform

providers have a strong need to adopt additional security controls above their platform security offering.

Alert Logic works closely with its Technology Alliance Partners to extend value propositions and create

mutual value through collaboration on programs and go-to-market strategies. The Alert Logic Partner

Connect Technology Alliance Program is by invitation only and is a way to translate the enormous amount of opportunity with our

partners into real value for the markets we collectively serve.

PARTNER CONNECT PROGRAM HIGHLIGHTS

THE PARTNER RESOURCE CENTER (PRC)

The Alert Logic Partner Resource Center is the central hub of the Partner Connect Program and provides access to resources & tools

to support our partners - whether that is help getting started with selling Alert Logic, e-learning and enablement tools, marketing

and demand generation campaigns, or core functionality including Deal Registration, MDF funding requests and business planning

templates. The PRC is updated frequently so we recommend partners to access the portal on a regular basis to stay up to date and

current on the latest resources to help you drive demand. Log in Here: https://partners.alertlogic.com

DEAL REGISTRATION

Deal Registration is a critical component of our program. All business opportunities need to be registered and approved through

the Partner Resource Center (PRC) to receive compensation. Once approved, the partner opportunity has deal protection, and Alert

Logic will work closely with our partner to provide the best possible solution.

TRAINING AND ENABLEMENT

Our training and enablement programs are geared to support our partners through the entire partner lifecycle – from signing up to

the Alert Logic Partner Connect Program, onboarding, demand generation, closing sales deals, through to customer provisioning

and realizing customer value. We provide enablement in several key areas: 1] sales and field enablement, 2] technical support

enablement, and 3] service delivery enablement.

Sales and Field Enablement: For convenience, on-demand sales and technical training modules are available for our partners to

access in Alert Logic University, via our PRC, along with Knowledge Base articles in the Alert Logic Community. If our partner is a

Reseller Elite or Premier partner they can also gain access to customized training for both partner sales and solutions engineers,

along with customized playbooks and battlecards. In-person training is also available – either at an Alert Logic office or at the

partner offices – for both of their sales and SE teams.

SME Bootcamps: Several times a year, Alert Logic will host top Partner technical resources in a focused bootcamp learning

environment to provide a deep dive training on the changing threat landscape, and how Alert Logic security solutions & services

can provide the greatest protection for our partners’ customers.


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DEMAND GENERATION

Quick start program: Available to all new partners this quick start program provides a packaged guide to training/enablement,

demand generation and promotional offers to accelerate to a partners’ first closed deal.

On-demand marketing campaigns and collateral: We share our top performing demand generation programs with partners so

that they can leverage them directly. We have a wide variety of easily-accessible marketing campaign materials for partners to use

including battlecards, campaigns-in-a-box, co-branded collateral, datasheets, and end-customer presentations.

Program sales incentives and rewards: We regularly offer program sales incentives to support accelerating closed/won registered

deals. These can take the form of additional payments to our partners’ sales teams, or through additional margin.

Access to MDF program funding for joint marketing campaigns: Reseller Elite and Premier partners can access MDF funding

for joint marketing campaigns. Reseller Select and Referral Ambassador partners can request funding based on a business and

marketing plan.

OPERATIONAL SUPPORT

Assigned sales, marketing, and technical lead & dedicated channel and client services resources: Top tier partners will be

assigned to a specific and dedicated support team upon signing the partnership agreement. These Alert Logic cross-functional

teams that have experts committed to providing our partners with a first-class experience and demonstrating tangible value to

them and their customers. Across the sales and customer lifecycle, these Support teams are there to help our partners – whether

for closing a deal, provisioning a new customer, or demonstrating the ongoing value of support services. For the highest tiers, an

Executive Sponsor from Alert Logic will be committed to the continued success of our partners’ business.

Partner Advisory Board Participation: To ensure the Partner Connect Program and Alert Logic GTM offerings are supportive

and focused on helping drive new business together, we will invite selected partners to participate in our partner advisory board.

We will host our top partners to discuss, strategize, and brainstorm ways to maintain our joint market leadership, strengthen our

partnership, and continue to offer highly competitive solutions for our partners and their customers.

“Own-Use” Discount: We encourage all our partners to experience Alert Logic for themselves, as a customer. If our partners do

purchase Alert Logic for their business, we will apply an additional discount to the sale.

HOW TO BECOME A PARTNERTo register for our Partner Connect Program, all Partner Applicants must go through a Partner Application Process. This will ensure

their company is onboarded correctly and the Partner Resource Center (PRC) will be optimized to suit their unique business needs.

• After filling out our initial application, one of our Channel Sales Managers will reach out to schedule a Discovery Call

with our partner and their team. This call will help set partnership expectations and give them the opportunity to

learn more about the program, tiers, as well as highlight the many ways our partners and their customers can benefit

from the program.

• Approved partners will be sent a standard electronic agreement that corresponds to their Partner Connect Program

type and tier. Requests for a higher tier will be considered provided they are supported by a comprehensive business

plan.

• Once the agreement is signed our partners will be provided full access to the Alert Logic PRC.

© 2018 Alert Logic, Inc. All rights reserved. Alert Logic and the Alert Logic logo are trademarks, registered trademarks, or servicemarks of Alert Logic, Inc. All other trademarks listed in this document are the property of their respective owners.

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PARTNER TESTIMONIALS

MEET THE TEAMPartners should keep up to date with their Alert Logic channel management team – check out who’s who on the PRC.

USEFUL RESOURCES • Partner Application: https://www.alertlogic.com/become-a-partner/

• Partner Resource Center: https://partners.alertlogic.com

• Alert Logic Support: https://alertlogic.zendesk.com

• Alert Logic Partner Connect Program Team: Contact [email protected]

“Alert Logic offers best-of-breed services and tooling that really complements Ensono’s existing portfolio, we want to be able to offer our customers a coherent security service and by partnering with Alert Logic, we’re really able to do that.” –Michelle Roberts, Director of Hyperscale Cloud Partners, Ensono

“Alert Logic continually

demonstrate advanced capabilities

and a similar mindset to ANS,

offering an application centric

approach to security and leveraging

next generation technologies such

as machine learning.” –Andy Barrow, CTO, ANS Group

“Alert Logic is the leading cloud

security service provider, together

we consistently help customers

increase the innovation velocity by

ensuring they can land workloads

securely in the cloud.” –David Kress, Hyper-growth Sales Leader, Cloudreach

https://partners.alertlogic.com/English/

https://partners.alertlogic.com/English/Partner/home.aspx

https://partners.alertlogic.com/English/

https://alertlogic.zendesk.com

mailto:partners%40alertlogic.com?subject=Alert%20Logic%20Partner%20Program

alert logic partner connect program guide€¦ · • a modern managed network intrusion detection...

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