Imperva has adopted a channel-first approach to get its security products in front of more mid-market customers.
The outfit is introducing a self-service product trial option and then sharing the leads with partners. Imperva is making subscription payment plans an option for its channel to put in front of customers.
The new subscription plans are supposed to streamline a partner’s sales process, eliminate the need for complicated sizing exercises and allow resellers to increase margins by reducing the overall cost of the sale.
Imperva EMEA channel programmes senior manager Barnaby Wood said that throughout 2020, Imperva experienced unprecedented growth in acquiring new customers in the mid-market, driven by our channel partners who took the opportunity to replace alternative application security vendors with Imperva
“Our partners value our channel-first strategy which eliminates the needless competition and frustration they experience working with alternative vendors that deal direct.”
Wood said the mid-market move demonstrated to the EMEA channel that Imperva was committed to helping them gain growth.
