SKYBOX SECURITY PARTNER PROGRAM GUIDE

Skybox® Security provides your enterprise customers with the powerful security analytics and management solutions they need to eliminate attack vectors and safeguard their business. With unparalleled visibility and contextual intelligence of the attack surface, Skybox solutions drive effective vulnerability and threat management, firewall management and continuous compliance monitoring. Skybox partners with the leading security resellers to offer solutions that address the challenges of complex IT environments. Expand your product offerings, gain a competitive edge, reach new markets and maximize your revenues by partnering with Skybox Security.

WHY PARTNER WITH SKYBOX SECURITY? • Worldwide leader in the fast–growing field of security analytics • Customer base of the world’s largest corporations in a wide range of sectors—including financial services, energy, retail, technology—plus a host of large government agencies • Fast upward trajectory, with revenues, workforce and customer base growing at 50 percent per year for the past five years • Innovative, high–value, award–winning technology recently cited by CRN as one of the “25 Coolest Network Security Vendors” and Skybox® Horizon among the “30 Cool New Security Products” launched at RSA • Integration with more than 90 different security products and technologies (many of which you’re probably already selling), giving you great upsell opportunities with your customers • Pre–sales, sales and post–sales training is available globally

PROGRAM HIGHLIGHTS • Get online training and tools to help your sales and technical teams sell more effectively • Learn how to qualify, sell and close business more efficiently • Score rewards with competitive profit margin and deal registration discounts

 

SKYBOX SECURITY OVERVIEW

The Most Powerful Security Analytics Skybox Security arms enterprises with a powerful set of security management solutions that provide unprecedented visibility of the attack surface and key Indicators of Exposure (IOEs). Our solutions unify data by integrating with 90+ security technologies. With analytics, network modeling and attack simulation, Skybox provides security pros the insight needed to quickly prioritize and address vulnerabilities and threat exposures in the context of the business environment, increasing operational efficiency by as much as 90 percent. Established in 2002, Skybox has worldwide sales and support teams serving an international customer base of Global 2000 enterprises and government agencies.

NEW PARTNERS If you are interested in becoming a partner, please submit an online application through our website at www.skyboxsecurity.com/partners.

QUESTIONS OR CONCERNS Please email [email protected].

 

SKYBOX TECHNOLOGY PARTNERS

Skybox is dedicated to delivering innovative and award–winning security solutions as evidenced by our established technology partnerships with leading innovators. Through product integration and development of complementary product offerings, our technology partners play a critical role in meeting our customer’s security needs. Established in 2002, Skybox is a privately held company with worldwide sales and support teams serving an international customer base of Global 2000 enterprises and government agencies.

BENEFITS FOR SKYBOX TECHNOLOGY PARTNERS • Market and Customer Expansion With Skybox solutions, technology partners can expand the relationship with their existing customers as well as secure new ones. • Strong End–to–End Solutions With the analytical and decision–support features of our solutions, technology partners can dramatically improve the workflow and ROI of many complementary security products including vulnerability scanners, patch management, intrusion prevention and security information, firewalls and event management solutions. • Best–of–Breed Analytics Skybox is driving the security analytics market with its patented and field–proven technologies: attack simulation, normalization, access analysis, vulnerability management and more.

PARTNERSHIP TIERS

The Skybox Partner Program offers two distinct reseller tiers to fit your organization’s need. This flexibility is key to the success of our global partners and enables faster achievement of our mutual business goals.

 

PREMIER RESELLER The Skybox Security Premier partnership level is the point of entry for all Skybox partners and provides the tools and flexibility to fit your organization’s unique business needs.

ELITE RESELLER The Skybox Security Elite partnership level is by invitation only and based on revenue target, certification achievements and mutually–agreed–upon investments in the market.

PROGRAM BENEFITS

PREMIER

ELITE

PROFITABILITY AND INCENTIVES Product discounts

✓

✓

Participation in deal registration program

✓

+3% discount

Renewal preference

✓

✓

Sales–qualified lead distribution

✓

Priority¹

Eligibility to participate in Skybox incentive programs²

✓

✓

Online technical training certifications

✓

✓

Online sales training certifications

✓

✓

By invitation only

✓

✓

✓

Software only

Software and hardware

Sales tools (i.e., battle cards, case studies, call scripts, etc.)

✓

✓

Strategic field account mapping

✓

✓

TRAINING AND EDUCATION

In–person technical training³ ENABLEMENT AND TOOLS Invitation to Skybox Security Partner Portal NFR program participation

PROGRAM BENEFITS

PREMIER

ELITE

MARKETING AND SALES SUPPORT Option to be listed on Skybox Partner Locator

✓

✓

Monthly partner communications

✓

✓

Skybox branded partner logos

✓

✓

Case–by–case basis

✓

Access to proposal based co-marketing activities Skybox Executive Sponsor

✓

Allocated Skybox Sales Account Manager

✓

Allocated Skybox Technical Account Manager

✓

Annual Skybox product roadmap review

✓

TECHNICAL SUPPORT 24/7 online portal access

✓

✓

24/7 online knowledge base access

✓

✓

Access to Skybox Support Hotline

✓

✓

Certified to provide tier–1 support

✓

¹ Incentive program eligibility is dependent on registration via the Skybox Security Partner Portal. ² Partners who have demonstrated the ability to follow up and support Skybox Security sales–qualified leads will be given priority. ³ Certifications and other prerequisites are mandatory in order to be eligible for in–person technical trainings.

PROGRAM REQUIREMENTS

PREMIER

ELITE

Yes

Yes

N/A

Depends on Geography

>1/month

>5/month

Sales training certifications

>1

>2/geo

Technical training certification

>1

>2/geo

1/year

1/quarter

Promotion of Skybox Security on website

Yes

Yes

Annual business/marketing plan

Yes

Yes with QBR

Maintenance of active demo system

No

Yes

Proven participation in POC process

No

Yes

Become an authorized Skybox Security Reseller (either direct or through a Skybox Authorized Distributor)

Annual Skybox Security revenue Joint customer meetings

Co–branded email marketing campaign