Sebastien Pavie, VP Sales EMEA, Cybersecurity and Digital Identity at Thales, emphasizes that the new “Accelerate” Partner Network unifies Thales and Imperva programs, enabling cross-selling, simplified training, enhanced partner support, streamlined discount structures, and consolidated resources to drive partner success.
How would you describe the new unified “Accelerate” Partner Network program?
The new “Accelerate” Partner Network unifies the best aspects of the Thales and Imperva partner programs, streamlining benefits, discounts, go-to-market support, and tiering. This integration simplifies the process for partners, making it easier to sell and implement both portfolios while maximizing opportunities for growth and success.
What improvements have been made to streamline partner support, and how will these changes reduce the time and effort required for partners to get assistance with sales, technical issues, or other challenges? Are there dedicated partner managers or online support portals?
Thales has streamlined partner support by consolidating tools and resources into a unified partner portal, providing easy access to sales and marketing materials, technical documentation, and simplified training. This integration reduces the time and effort required for partners to get the assistance they need. Additionally, with a larger, combined support team, partners now benefit from more dedicated partner managers and expanded partner support staff, ensuring faster response times and enhanced guidance for sales, technical issues, and other challenges.
How does the “Accelerate” program’s incentive structure compare to previous programs, and what specific changes have been made to improve partner profitability and margins? Are there performance-based bonuses, rebates, or other incentives tied to specific product lines or deal sizes?
The “Accelerate” program introduces a harmonized discount structure for hardware, software, and cloud services, ensuring predictable margins for partners by basing discounts on the Net Customer Discounted Price. To improve profitability, the program offers incremental discounts for partners who create and register deals, rewarding them for driving the sales process. Additionally, rebates are available for deals with new logos, providing further incentives for business growth.
Beyond financial rewards, the program offers exclusive recognition and differentiation opportunities. Partners participating in both Thales and Imperva programs are matched to the highest partner level, ensuring they receive the best possible benefits. Furthermore, partners can achieve new Partner Specialties that highlight their expertise in professional services, technical support, sales leadership, co-selling, and more, allowing them to stand out in the market based on their strengths and focus areas.
How does the program address potential channel conflict between existing Thales and Imperva partners, and what measures are in place to ensure fair and equitable distribution of opportunities?
The “Accelerate” program minimizes channel conflict by ensuring a fair and transparent opportunity distribution among partners. With 85% of business flowing through the channel and less than 10% overlap between existing Thales and Imperva partners, the risk of direct competition is significantly reduced. To further protect partners, the program offers Protected Deal Registration Discounts, rewarding those who create and register new pipeline opportunities. This approach ensures that partners receive proper recognition and support for their efforts, fostering a collaborative and equitable channel ecosystem.
How does the unification of Thales and Imperva solutions within the “Accelerate” program create a more compelling offering for partners and their customers, and what specific cross-selling opportunities does this unlock?
The unification of Thales and Imperva solutions within the “Accelerate” program creates a more compelling offering for partners and their customers by combining award-winning platforms for application security, data security, and identity & access management into a single, cohesive solution. This integration enables partners to present a more comprehensive narrative, particularly in the area of data security, where they can now provide capabilities such as discovery, control, protection, analysis, and visualization.
Additionally, the program enhances flexibility and simplicity for partners by allowing them to engage with Thales and Imperva in a manner that suits their preferences. Partners can choose to sell any product within the unified portfolio while benefiting from a consistent discount structure and uniform training requirements, which opens up significant cross-selling opportunities and streamlines their partnership experience.
Can you elaborate on the specific new training modules or certifications available and how they will equip partners to sell and implement the combined Thales and Imperva portfolio effectively? Are there specialized tracks for different partner tiers or specializations?
Thales offers free, role-based training for pre-sales teams, ensuring that all partners follow a structured learning path regardless of the portfolio they sell. This approach provides partners with the necessary knowledge and skills to be successful in their roles. All partners begin with the Thales Portfolio Overview, followed by 12 specialized product training paths tailored for sales and sales engineers. Sales engineers can further enhance their expertise by completing an optional technical certification, which qualifies them for Drive Sales Discounts. For partners specializing in Professional Services and Technical Support, paid post-sales training and certifications are available, equipping them with the advanced technical skills needed to implement and support Thales and Imperva solutions effectively.
What key benefits can new channel partners expect when they join the program?
New channel partners joining the program can expect flexibility, allowing them to choose their focus—whether creating demand, driving sales, or delivering services—while selecting the products they want to invest in. They also benefit from predictable margins, with tiered discounts based on deal engagement, deal registration protection, and renewal incumbency, which is particularly valuable in the Middle East’s tender-driven market. Free training and certifications for sales and pre-sales teams help partners build expertise, while sales resources, including deal support from Thales teams and access to sales collateral, enhance business opportunities. Additionally, partners gain access to marketing funds and campaign assets through the Partner Portal, further supporting their growth and success.
Are there any specific programs or incentives designed to help new partners join the Thales and Imperva portfolio and quickly become successful?
Thales and Imperva offer several programs and incentives to help new partners quickly integrate into their portfolio and achieve success. One of the key initiatives includes free on-demand training and certifications for both sales professionals and sales engineers, ensuring that partners gain the necessary expertise to effectively promote and implement Thales and Imperva solutions. Additionally, the deal registration program provides partners with direct support from Thales sales teams and engineers, enhancing their ability to secure and close deals successfully.
To further empower partners, Thales and Imperva also provide sales playbooks and valuable resources designed to help identify new business opportunities and drive growth. These initiatives collectively enable partners to accelerate their success and establish a strong foothold in the cybersecurity market.
What is the typical timeframe for the onboarding process, from initial application to becoming an active partner?
The onboarding process for resellers is fast, typically allowing them to go from application to transacting or submitting deal registrations within just one day, ensuring quick access to Thales and Imperva solutions.
What are the key performance indicators (KPIs) will Thales use to measure the success of the “Accelerate” program, and how will partner performance be evaluated within the program framework?
Thales measures the success of the “Accelerate” program through new and renewal revenue and the number of partner individuals who complete training and accreditation. Partner performance is evaluated through an annual review at the end of the fiscal year, with the possibility of mid-year promotion if resellers meet the criteria for a higher tier. Given the growing demand for professional services in the Middle East, partners in the region have a significant opportunity to expand their offerings and enhance their business potential within the program framework.
