Apple management and security solutions firm Jamf is launching a global partner program this week to scale its business reach and focus on cybersecurity.
The Jamf Global Partner Program now reaches partners in over 70 countries worldwide, said Liz Benz, chief sales officer, Jamf, and the goal is to increase the business's scale and reach through the channel.
"We see a great opportunity with the reseller channel, and with MSPs, too, to help us on our scaling mission," Benz told ChannelE2E. "We're focused on expanding our partner base and actively recruiting new partners to join the program. Our goal is to lean into the channel so that we can reach more customers. We go to market in many different ways; through resellers, managed service providers, carriers, etc. And our aim really is to incorporate all of those go-to-market programs to increase our value proposition for partners and end-users," Benz said.
The program leverages a points-based system that rewards partners and equips them with the necessary resources they need to grow their businesses while helping organizations of all industries and sizes to succeed with Apple, and Benz said the partner program was tailored to address the needs of partners of any size, vertical market focus and end-customer demographic, too.
"It's really targeting the whole gamut of customer sizes. We service commercial and education, healthcare, government and all of those industries, and anything from the very small organization to very large Global Fortune, 100 companies, and then the same thing through K-12 and higher education. So, you know, our partner program and our partner ecosystem really mirrors what our what our customer base is in that we want everyone of any size to be able to get what they need to grow business," Benz said.
“Too often in this industry, there’s a disconnect between organizations and partners on what should be defined as a success metric, but with the tailored nature of the Jamf Global Partner Program, that alignment is easy,” said Lucy Randall, commercial director at UK systems integrator Jigsaw24. “They took everything from partner roles to geographical differences into account, ensuring that the activities and rewards are relevant and useful for our organization. That’s the kind of attention to detail we look for, and it seems we’ve hit the jackpot with Jamf.”
By introducing a points-based program, Jamf said it removes complexities while still offering the right benefits to the right partners at the right time, based on their unique value propositions and business models. Partners are able to accumulate points through identified investment actions (such as completing sales trainings and certifications) in addition to performance actions (such as closing deals that directly drive revenue).
With clear tier definitions and access to Jamf’s wide range of tools, content and enablement resources available in the new Jamf Partner Hub partner portal, advancing from one tier to the next is simple, rewarding and impactful to Jamf partners, the company said. The Partner Hub allows the partner community to monitor deal registration status, check on upcoming customer renewals, complete training certifications and other co-selling functionalities.
Benz said the goal over the next few months will be to monitor progress in the program, make sure it's appropriate for partners' needs and listen to their feedback. One particular area of interest is in partners who serve the cybersecurity market, as that space is growing rapidly, she said.
"Because our customer base is so abroad, we definitely are aiming to make sure that we've got that demographic 'mirrored' in our partner program. So everything from very small niche partners are just as important to us as the very large enterprise partners that we've got," she said. "We are also always looking for partners that can help service the security part of our market, because security can be really complicated and and our partners are the experts -- especially MSSPs," she said.
