Channel chiefs, Channel partner programs, Cloud Security

Hybrid Cloud Security Firm Uptycs Launches Channel Program

SASE

Hybrid cloud security platform provider Uptycs is launching a channel-first partner program. To drive its channel and cybersecurity focus the company has recently hired Mark Fitzmaurice as VP of worldwide channel sales. Fitzmaurice is launching and leading the development of the program.

Fitzmaurice is a longtime veteran of the channel and has built and directed successful channel programs at Ironscales, ExtraHop and Infoblox.

While Uptycs technology is in demand as hybrid cloud use grows -- cloud-native application protection platform (CNAPP) and services are an important category in today’s market – Fitzmaurice said the channel partner program and channel relationships are just as important as the technology.

“We are trying to differentiate in this space -- not just on technology, but on our channel program,” he told MSSP Alert.

Uptycs New Partner Program: The Benefits

Uptycs’ new partner program, called Upward, will offer the following benefits to partners:

  • Deal registration and healthy partner margins  
  • Self-paced, online accreditations for partner sales teams 
  • Proposal-based market development funds (MDF) 
  • Not-for-resale (NFR) software for partners’ internal use to drive experience and innovation  
  • Instant-on cloud deployment options for evaluations and new customers 
  • Partner-led services opportunities, including cloud risk assessments and customized views against customer-specific compliance mandates  
  • SecOps optimization and managed detection and response (MDR)  
  • A growing ecosystem of technology alliances partnerships, made easier by Uptycs’ open, API-based approach to hybrid cloud security 

Uptycs Upward: Plans for 2024

Fitzmaurice is launching Uptycs Upward channel partner program with about a dozen partners out of the box and the plan is to grow to about 100 partners by the end of 2024, Fitzmaurice told MSSP Alert.

“We don't want to overpopulate, because that could lead to conflict. We want to fuel lots of opportunities.”

In a prepared statement timed for the launch of the program, Fitzmaurice said the following: 

“We are committed to delivering the most generous program of any CNAPP vendor, ensuring higher margins and opportunity for partners that source new business and deliver valuable services to our mutual customers. We will continue to invest heavily in our partners, and those who make commitments to Uptycs will see matching commitments from us.” 

Uptycs chief revenue officer Mike Campfield also expressed his commitment to the new partner program in a prepared statement:

“I’m thrilled to be launching our global partner program, and that the entire Uptycs organization has fully embraced our go-to-market strategy as 100% partner-centric as we expand into international markets. Partners are already seeing the benefits of our action-based approach to hybrid cloud security. Unlike others in the market, we go beyond the passive measures of visibility and vulnerability identification, providing our customers with the ability to remediate and harden their environments so they can achieve a more proactive security footing.” 

Uptycs: Market Differentiators

The company said one of its key differentiators is the partners’ ability to quickly deliver hybrid cloud security solutions via the AWS Marketplace by tapping into the power of channel partner private offers (CPPO). Beyond the benefits of CPPO including leveraging the clients’ AWS cloud spend, Uptycs is an AWS SaaS Quick Launch partner. This now allows for near-immediate deployment of Uptycs for rapid discovery, audit, and security of AWS – and a fast path to expand into multi-cloud, on-premises, and container-based workloads, the company said. 

The Upward program will begin in North America and EMEA, and expand globally into Asia Pacific, Australia/New Zealand, Latin America, and other areas.

Jessica C. Davis

Jessica C. Davis is editorial director of CyberRisk Alliance’s channel brands, MSSP Alert, MSSP Alert Live, and ChannelE2E. She has spent a career as a journalist and editor covering the intersection of business and technology including chips, software, the cloud, AI, and cybersecurity. She previously served as editor in chief of Channel Insider and later of MSP Mentor where she was one of the original editors running the MSP 501.