WALLIX Adapts its Business Partner Program Locally to Strengthen its Leadership and to Win New Markets
- The significant increase of international sales during the first half of 2020 (+11%) shows the dynamism of the WALLIX Business Partner Program.
- The Business Partner Program is now adapted by region in order to respond to the specificities of each market and maintain a competitive advantage.
- WALLIX redefines its sales model to focus on partners with important geographic impact who are able to deliver its portfolio of unified Identity and Access Security solutions.
Paris, 9 October 2020 – WALLIX (Euronext ALLIX), a European publisher of cybersecurity software and expert in identity and Access solutions, initiated its development plan in 2018 – the Ambition 21 plan – to become a European champion in cybersecurity. This growth plan is based, among other things, on the international expansion of its Business Partner Program. Today, WALLIX announces the reinforcement of its Business Partner Program in local regions to maintain its leadership in key territories: France, Germany, MEA, BENELUX, United Kingdom/Nordic countries, and North America, and to win new markets: South Africa, India and Australia.
WALLIX Business Partner Program: A Successful Model
The strength of the Business Partner Program is based on its rich package: the WALLIX Academy (skills advancement), a PRM platform (Partner Relation Management), which centralizes program tracking and monitoring tools, the Customer Success (support available 24/7), a documentation library for a better understanding of the WALLIX solutions and joint marketing activities for the most committed partners.
Although the COVID-19 crisis has disrupted some markets, the significant increase of international sales during the first half of 2020 (+11%) shows the effectiveness of the partner program. WALLIX counts today 170 partners worldwide, 375 individuals certified, and has won 600 more customers in 2 years, for a total of 1200 clients. In particular, WALLIX has signed strategic partnerships with Exclusive Networks (Italy), Bechtle (Germany), Guidepoint (United States), Orange Cyberdefense (France), and the ATOS group (worldwide), to strengthen its presence in Europe and North America.
Stefan Rabben, Sales Director Germany at WALLIX, explains: “We are very proud that our Business Partner Program is bearing fruit. We have been able to increase the skills of our partners on our solutions since the enrichment of our catalog and we have helped them to secure new business opportunities. Despite the significant impact of the health crisis, our international revenue is growing. This underlines the effectiveness of our Channel strategy and the strength of our network throughout the world, particularly in Germany and Central and Eastern Europe.”
WALLIX Business Partner Program: What developments can be expected in the future?
Based on these initial successes, the objective now is to strengthen this program in each region. With the current dynamics of the cybersecurity market, WALLIX wishes to further establish its presence in existing markets but also to conquer new territories. To do so, the Business Partner Program is now tailored to each region in order to respond to the specificities of each market (regulations, business sectors…) and maintain a competitive advantage. For each of these regions, WALLIX has redefined the sales model to now focus on partners with significant geographic impact who are able to deliver its portfolio of unified Identity and Access Security solutions.
As a true success story of the Business Partner Program, the Germany market has 36 partners, 65 individuals certified on WALLIX solutions, and 91 new customers since the extension of the partner program to the international market in 2018. As such, WALLIX has decided to redefine its approach with new specialist distribution partners capable of integrating access and identity security solutions but also governance and auditing solutions, and no longer only WALLIX Bastion, WALLIX’s historical offer of securing privileged accounts (PAM). This redefinition is shared with all WALLIX partners in the region, such as Bechtle, Spike Reply, Timetoact, IPG, Microcat or Materna, who maintain a close relationship with WALLIX. Similarly, WALLIX is studying the adaptation of its partner program for the United Kingdom/Nordics and North American regions before the end of 2020.
Jean-Noel de Galzain, CEO of WALLIX, says: “The WALLIX partner program is a success because it allows our customers to benefit from a local ecosystem in all the countries where we are present, to help them to implement our solutions and ensure a reactive local support. In the future, we will go even further by redefining our regional approach with new partners able to help us respond to the specificities of each market, especially in regulated sectors (Healthcare, Industry, Financial Services, Cloud providers…). With WALLIX Bastion, a certified solution and our new range for identity and access security and for industrial equipment (OT), WALLIX has also new strategic partnerships in order to make cybersecurity accessible to the greatest number of people, from big to mid-size companies, from SMBs to healthcare institutions, for any organizations that need to secure their digital future.”
A software company providing cybersecurity solutions, WALLIX Group is the European specialist in privileged account governance. In response to recent regulatory changes and the cybersecurity threats affecting all companies today, WALLIX’s solutions help users defend against cyber-attacks, theft and data leaks linked to stolen credentials and abused privileges. It is the first market solution to have been awarded first-level security certification (CSPN) by France’s National Cybersecurity Agency (ANSSI) and thus meet all of the criteria for regulatory compliance. Listed on the Euronext under ALLIX and distributed by a network of more than 170 resellers and trained and accredited integrators, WALLIX accompanies more than 1200 companies in securing their digital future.
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