The Cloud Channel Has Come of Age

Security MEA speaks to Lee Finck, the Vice President of Worldwide Channels at Neustar, about the company’s Cloud Security Partner Programme

Please tell us about Neustar’s Cloud Security Partner Programme?
The Neustar Cloud Security Partner Programme provides partners with an unmatched opportunity to provide their customers with a rich and well proven portfolio of security solutions. Neustar’s rapid growth in mitigation capacity against ever-higher scaled DDoS attacks is well timed and will complement European partners’ existing solution stacks. Partners also have access to a mature and leading family of DNS solutions, web performance management tools, and IP Intelligence.

How do you on-board partners to the programme?
Our dedicated partner management assets will facilitate training, enablement and portal access. Registering opportunities is fast and easy through the Cloud Security partner portal. One size does not fit all, and we will customize a regime of on-boarding activities to fit our partners’ go-to-market strategy and goals. A business plan is co-developed so we understand and measure our commitments to each other.

What is the benefit of the Cloud Security Partner programme?
VADs who become Neustar Partners can look forward to the rewards of working in a high growth sector of the security market. Our Cloud Security Partner Programme includes substantial partner discounts, a registration programme that doubles standard discounts, training, support, and teaming with account management and SE’s. New accounts are protected with a 48 hour SLA via our registration portal and our chosen partners benefit from the opportunity to work with a leader and high-capacity partner in a hyper-growth segment battling large scale DDoS attacks.

How do you compare your partner programme with similar program from competitors?
Speed and simplicity are the hallmarks of Neustar’s programme. Partners have been quite clear that traditional core programme elements remain most important, such as a single, dedicated, and experienced partner manager, protected discounts through registration, and field teaming without conflict with fast response times.

These are more critical than the minutia of some of today’s hard-to-navigate partner programmes. Furthermore, Neustar partners benefit from more than a decade of proven security and data services to enterprises and governments. In other words, quality of service need not catch up to the programme announcements. Neustar Cloud Security Services are all ‘best-of-breed’, with unmatched SLA commitments, besting stacks of additional services from competitors sold like department store add-ons.

Are any training programs part of the partner programme you run?
Neustar partners have access to its Sales Engineering teams, portal content and account management assets to facilitate customized training plans focused on chosen solutions in our Security Services portfolio.

How has your partner programme evolved over the years?
Neustar has enjoyed strategic partnerships focused on complementary products over the years but has not, until now, launched a scaled partner programme with a team of proven channel veterans. The market timing is ideal, as partners encounter new threats to mitigate for their clients daily, and ‘Cloud Channel’ has come of age.

Do you receive any inputs from your channel partners to better the programme each year?
Neustar will be rolling out its Partner Advisory Council later this year. We are constantly seeking feedback from our partners on how to make our programme and offerings better.