Interview
What is the Rubrik Transform Partner Program? Te Rubrik Transform Partner Program will enable partners to become trusted data security advisors and help improve the cyber readiness, resilience and recovery for their customers. It leverages a points-based scoring system and customisable incentive plan to reward top-performing partners, equipping them with important resources to win in the ongoing battle against modern cyber threats. Before launching, we conducted extensive research into what
partners really care about by speaking directly with our top partners across the world. We sought to understand what they are looking for and developed a programme based on this feedback. What we want to achieve is higher profitability for the partners, more value added for our customers and alignment to our vision of securing the world’s data.
Te programme leverages a points-based scoring system. How does it work? Te main aim of the points system is to reward partners,
regardless of their size, type or historical status. It provides a level playing field, especially for some of our boutique, more specialist partners. Feedback we received highlighted that despite some partners not being the size of larger international ones, it doesn’t mean they aren’t driving value for our business. Te points-based system recognises that value. Any partner is able to accumulate points based on specific activities outlined in the programme to achieve Authorised, Elite or Elite+ tiers. Unlocking tiers allows partners to reap associated benefits, from discounts and sales incentives all the way through to business development investments and marketing development funds.
What was the catalyst for developing the programme? We recently conducted research into the current security landscape. Our Rubrik Zero Labs State of Data Security report found that only five percent of organisations were able to return to business continuity or normal operations within one hour of discovering a cyberattack. Ransomware is one of the biggest threats to our economy. It is
a universal problem and no company or government is immune. Our partners share the same commitment of providing support to customers by strengthening their security posture against this threat, and are therefore crucial to our ongoing mission of securing the world’s data. With the Rubrik Transform Partner Program, we are
demonstrating that we’re continually investing in our partners’ success and, of course, rewarding those who are succeeding. We’re 100% channel focused, pure and simple. We already have great relationships with our partners and have
experienced significant channel momentum in recent years. Our aim is for the Transform Partner Program to only strengthen these relationships further through increased flexibility and diversification when it comes to incentives and rewards.
What is the future of cloud data? How is the cloud evolving? Te challenge is that cloud computing, which was meant to create an environment with a single pane of glass for easy visibility and governance, has become a fragmented, hybrid environment.
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As such, data sprawl is common and will continue to be so as more advanced technologies hit the mainstream and require the capacity and compute that the cloud provides. Enterprises need a standardised approach to envelope and protect all data wherever it lives – whether enterprises, SaaS or the cloud.
What can channel partners expect to see from Rubrik in the coming months? Rubrik already provides partners with a comprehensive set of enablement tools including technical, sales, and marketing resources. We’ve also made a number of channel hires globally in the last year. We’re continuing to build this function and programme out further.
How does Rubrik see channel partnerships evolving? Many vendors’ partnership programmes are outdated and we’ve seen somewhat slow innovation in this area over the last decade. It’s really important that vendor organisations prioritise their channel partners by continually evolving their programmes – and that’s what we’re doing with the Rubrik Transform Partner Program. Many partners that are in the value-added resale space have
traditionally sold hardware. We all know that margins on hardware are reducing, so partners are increasingly laser-focused on their bottom line. Another challenge partners are facing is how to differentiate
themselves in an increasingly crowded market. We are seeing vendors recognise this and focus on rewarding value-added activity from partners and not just rewarding sale and size. However, it’s not just about revenue, offering multiple avenues for rewards that aren’t solely based on this will be something we’ll see more frequently.
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