In my 28+ years working in InfoSec/Cyber Security running worldwide sales, partners, OEM, and overall BD teams for several startups and mature cybersecurity companies, I observed a true paradigm shift in how companies short-list and procure software. The traditional multi-tiered buying channels are quickly being disrupted by SaaS providers and the rapid growth of Cloud Service Providers (CSP) with marketplaces. Truly, buying and the consumption behavior for security related software has quickly been changing from large enterprise-type contracts, to “pay-as-you-go” models with the rapid conversion to SaaS and CSP utility-type pricing plans. So, in keeping with this evolutionary transformation in selling and buying patterns, it’s also time that partner ecosystems and programs are designed to embrace this change…let the organizations try, select, and buy vs a traditional sell-to model. The future of the “buying journey” is today!
At Pangea, we’re embracing security Independent Software Vendors (ISVs) partners with an opportunity to reach a whole new addressable market of the Application Builders of Cloud-based and mobile applications to become the consumer by having the partner solutions wrapped with a Pangea API for all their application projects. “Shift left” is also the common practice from many of these System Integrators (SIs) app builders today that have the people and processes to “turn-key” their customers' apps creating a symbiotic relationship for all parties.
This new and unique approach will allow Pangea ISV partners to create new, incremental revenue while also extending to a target market that they traditionally haven’t approached. Once our partner is integrated, this can create an annuity stream that continues to grow over time while also extending their services to be globally accessible and regionally intelligent via AWS. This will help our partners extend capabilities and the complexity of GDPR data service resilience, redundancy, and performance while also having Pangea handle all the billing and pricing! This is a Bottoms-Up approach delivering true value to both our partners and their customers while removing friction from the sales process and reducing the actual cost of sale of customer acquisition. Further, an integration partnership with Pangea will make Cloud and mobile apps more “sticky” reducing customer churn rates. Pangea will also help our partners generate net-new customers while growing their recurring mDAU, MAU, MRR, and/or ARR with a no or low- touch approach while keeping those customers long-term!
Pangea’s partner program also includes co-marketing partners; whereby, our mutual solutions complement each other driving ease-of-use for our offerings while generating new “logos” for both parties. The potential for co-marketing partners are almost unlimited based on so many use cases for Cloud-based and mobile applications, which are the predominant type of applications created today. Additionally, key SI partners are also paramount to the Pangea partner ecosystem since several Tier 1 and regional SIs develop and manage thousands of customer applications along with a myriad of SLAs to truly build security into applications that provide and maintain regulatory compliance. So, “shifting left in the development cycle is truly the right approach (yes, pun intended).
At Pangea, we make partnering with us simple! We’ll help with onboarding, technical integration, marketing alignment with an indirect extension to multi-cloud marketplaces without the heavy lifting to manage this huge and growing channel. Pangea will also provide consistent reporting, trending analysis, and account management assignment. The program will continue to expand and evolve to truly create a partnership…not just a “handshake”.
We all live and conduct business in a new, adapted economy with remote workers (builders, buyers, etc.) being the “new norm”. So, selling and partnering must also adapt to not only survive, but thrive!
So if you’re interested in learning more about potentially becoming a partner, how to integrate, and join our journey with Pangea, please send a note to partners@pangea.cloud.
