Channel Sales Veteran Mark Fitzmaurice leads Uptycs’ new channel-first GTM strategy
Uptycs, the leading cloud security platform for large hybrid cloud environments, has launched Upward, its channel-first partner program. The new program will help Uptycs and its partners bring its cloud-native application protection platform (CNAPP) and services to enterprises seeking to secure their critical workloads, wherever they run.
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“I’m thrilled to be launching our global partner program, and that the entire Uptycs organization has fully embraced our go-to-market strategy as 100% partner-centric as we expand into international markets”
Mark Fitzmaurice, Vice President of Worldwide Channel Sales, a cybersecurity veteran, and a 2024 CRN Channel Chief, recently joined Uptycs to launch and lead the development and company-wide execution of their channel partner program. Leveraging his experience in building and directing successful channel sales programs at IRONSCALES, ExtraHop, and Infoblox, Fitzmaurice has placed unique value on the program’s ability to benefit partners around the globe and grow their relationship with Uptycs. This approach provides partners with the following benefits:
- Deal registration and healthy partner margins
- Self-paced, online accreditations for partner sales teams
- Proposal-based market development funds (MDF)
- Not-for-resale (NFR) software for partners’ internal use to drive experience and innovation
- Instant-on cloud deployment options for evaluations and new customers
- Partner-led services opportunities, including cloud risk assessments and customized views against customer-specific compliance mandates
- SecOps optimization and Managed Detection and Response (MDR)
- Growing ecosystem of technology alliances partnerships, made easier by Uptycs’ open, API-based approach to hybrid cloud security
“We are committed to delivering the most generous program of any CNAPP vendor, ensuring higher margins and opportunity for partners that source new business and deliver valuable services to our mutual customers,” said Fitzmaurice. “We will continue to invest heavily in our partners, and those who make commitments to Uptycs will see matching commitments from us.”
“I’m thrilled to be launching our global partner program, and that the entire Uptycs organization has fully embraced our go-to-market strategy as 100% partner-centric as we expand into international markets,” said Mike Campfield, CRO at Uptycs. “Partners are already seeing the benefits of our action-based approach to hybrid cloud security. Unlike others in the market, we go beyond the passive measures of visibility and vulnerability identification, providing our customers with the ability to remediate and harden their environments so they can achieve a more proactive security footing.”
A key differentiator for Uptycs is the partners’ ability to quickly deliver hybrid cloud security solutions via the AWS Marketplace by tapping into the power of channel partner private offers (CPPO). Beyond the many benefits of CPPO including leveraging the clients’ AWS cloud spend, Uptycs is an AWS SaaS Quick Launch partner. This now allows for near-immediate deployment of Uptycs for rapid discovery, audit, and security of AWS – and a fast path to expand into multicloud, on-premises, and container-based workloads.
“Customers evaluating and purchasing Uptycs via AWS Marketplace through Upward channel partners will have a remarkable experience, deploying our platform in just a few minutes,” said Fitzmaurice. “Our partners have a huge advantage with the smoothest and most painless evaluation experience I have ever seen.”
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Authorized Upward solution providers will allow Uptycs to expand client traction globally starting with North America and EMEA, and expanding into Asia Pacific, Australia/New Zealand, Latin America, and other areas. Beyond program, marketing, and back office investments in the channel, Uptycs has brought on several experienced and cybersecurity-savvy channel business managers to develop the most coveted and engaged cybersecurity and cloud partners across these territories.
Defy Security is a North American, pure-play cybersecurity solution provider that has been working more closely with Uptycs in recent months. “I’m impressed with Uptycs’ all-in commitment to the channel and their deep security coverage across hybrid cloud environments,” said Rich Douros, Vice President at Defy Security. “As our customers migrate more workloads to the cloud and adopt newer technologies like Kubernetes and containers, we can bring in Uptycs for visibility, compliance, and defense to secure all workloads. We look forward to expanding our partnership with Uptycs.”
“Uptycs gives customers the full picture of their hybrid cloud security, enabling security teams to not just respond to threats but to stay ahead of them,” said Ganesh Pai, Founder and CEO of Uptycs. “We want to bring our CNAPP for hybrid cloud security to partners and customers globally, and we believe a channel-first, go-to-market strategy is the key to accomplishing this goal. As a company, we’re dedicated to our partners and customers, and we look forward to making our Upward Partner Program a huge success.”
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