Wallix, a European cybersecurity software provider and Access and Identity Solutions expert, is strengthening its Channel First strategy by consolidating its partner support system, the Business Partner Program, which is the pillar of its indirect sales business model. In addition, it will support the growth objectives announced in its development plan, known as the Unicorn 25.
On this occasion, Wallix is also launching a program dedicated to IT and cloud service providers – the MSPs (Managed Service Providers).
MSPs are key players in the digital transformation of businesses and represent a growing market. According to Fortune Business Insights, valued at US$243.33 billion in 2021, it is estimated to reach US$557.10 billion by 2028, growing at 12.6%.
Wallix’s distribution network currently includes more than 300 partners (distributors, reseller integrators, global integrators (GSIs), and consulting firms). With the previous development plan – Ambition 21 – the objective was to commercially cover 80% of the world market, relying on partners with a strong regional influence.
To reach €100 million in revenues and a 15% operating margin by 2025, as set out in the Unicorn 25 plan, Wallix now values the performance of its partners and supports them in the implementation of their business plan built for Wallix PAM4ALL. Furthermore, Wallix's unified solution goes beyond securing privileged accounts and protects, according to the principle of least privilege, all digital access, whether human or machine.
Wallix can also help its partners increase their skills to address the industry's specific needs. The industry is a strategic sector for Wallix and is at the heart of the Unicorn 25 plan. Indeed, the industrial cybersecurity market is estimated to be worth US$15.5 billion, with a global growth rate of 15.8% by 2027, according to VPA Research.
Wallix has had strong expertise in this sector for many years and has just launched its OT security by Wallix brand. The partners who wish to do so can now benefit from specific training to have the double expertise: IT (Information Technology) and OT (Operational Technology).
IT and cloud service providers, or MSPs are an important areas for Wallix. It is a high-potential market that will contribute to achieving the objectives of the Unicorn 25 plan and those of the following years.
On the one hand, Wallix can address MSPs with an offer that is particularly well adapted to their needs and those of their customers. On the other hand, many IT resellers are adopting a new business strategy and becoming MSPs. Wallix accompanies this transformation from beginning to end.
For MSPs, cybersecurity is becoming a real competitive advantage. As a result, organisations will turn to providers who can meet the highest performance, security, and data protection requirements (GDPR, SecNumCloud, PAMS, HDS, PCI DSS, etc.), and provide the best cybersecurity solutions on the market.
Wallix allows MSPs to guarantee the security of their access to their IT infrastructure while offering a packaged solution known as Wallix PAM4ALL, recognised as the best PAM solution on the market by the analyst firms Gartner, KuppingerCole, Quadrant Knowledge Solutions, and Frost & Sullivan and labelled Cybersecurity Made in Europe.
To support MSPs, last year, Wallix announced that it was strengthening its sales strategy for this target group and has now taken a further step. The particularity of Wallix is to consider MSPs as full partners and not as customers. As a result, MSPs directly benefit from a dedicated partner program, which gives them access to resources adapted to help them create innovative service offers, including Wallix PAM4ALL, to conquer new markets.
For example, MSPs have access to training for their engineering, sales, and customer support teams and marketing content designed specifically for them to help them grow their business with Wallix. They will then be able to offer different sales approaches to their customers (buy-sell) or managed services (MSP) regardless of the IT or OT environment. End customers will be able to benefit from the offer that best suits their needs at the time.
“The strengthening of our Channel First strategy is a key step in the development of Wallix. It is imperative to maintain the links with our partners who have the ambition to accompany us in this growth. We are therefore evolving our Business Partner Program to offer our partners the support they need to meet their objectives while making it a point of honour to facilitate their work as much as possible, whether in the relationship with our teams or with their customers,” says Laurent Gentil, Channel Director at Wallix.
“I am pleased that our MSP offer is taking a real turn and is taking shape through the creation of a dedicated partner program that integrates the Business Partner Program, to always respond more closely to the needs of organisations," adds Ronan Croguennec Head of Practices CSP and MSP at Wallix.