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Tanium Expands Partner Program to Reward Channel Partners Driving XEM Adoption

Tanium updates its Tanium Partner Advantage program with changes designed to reward partners investing in growing customers, service offerings, and market expansion

Partner Spotlight

Tanium Partner Advantage (TPA) is a global partner ecosystem program designed to reward and support partners in the cybersecurity and IT operations markets who are committed to developing a long-term, profitable relationship with Tanium.

The program, originally launched in 2020, spans a wide range of partner types, including independent software vendor (ISV) alliances, global and regional system integrators, value-added resellers (VARs) and solution providers, managed services providers (MSPs), and consultants who want to participate in various business motions, including resell, managed services, and referrals.

Our long-term goal with TPA is to build a thriving partner ecosystem that delivers new annual recurring revenue (NARR) growth to partners, drives technical competency, and delivers successful customer outcomes through verified service offerings. Through building a world-class partner organization, establishing a new, enforceable program construct, and providing dedicated internal resources to business and territory planning, our mission is to enable partners to build successful customer outcomes.

TPA also features training to ensure high skill levels, a personalized portal experience customized for each partner employee and their role in the partnership, and a rewards-based approach to partner tier progression.

When we updated the program, it was in response to both partner and customer feedback and our desire to be a vendor of choice for industry-leading partners that comprise our ecosystem. We’ll continue to enhance our channel programs, enablement offerings, and incentives as the market evolves.

Key new and updated elements of Tanium Partner Advantage

The original TPA program was resell-centric, with limited incentives for partners outside the supply chain. It was designed to reward partners equally, with limited differentiation in programmatic benefits for partners who invested heavily in their Tanium practice.

This year’s changes are strategic and intentionally engineered to reward partners who:

  • Are skilled at integrating Tanium into their product portfolio to drive new customer adoption or enter new markets
  • Invest in pre-sales and post-sales enablement so they can position and deliver Tanium like an expert
  • Build differentiated, high-quality, Tanium-powered services focused on providing positive business outcomes for customers
  • Develop joint industry- or geo-specific solutions or innovative go-to-market offerings powered by the XEM platform

By updating TPA, we are improving the partner experience to drive repeatable, profitable growth in their markets. For existing partners, these changes should be rewarding in terms of bringing in new business. For prospective partners, the enhanced TPA program means they can join us as we gain momentum. They, too, can grow their businesses and service offerings for their clients.

When we launched TPA, we intentionally avoided the hierarchy of a tiered program. We required maximum flexibility and agility to respond to our early adopter partners and support the initiatives we were testing in the market. As our go-to-market strategy has evolved and strengthened, we’re introducing a 4-tier program that provides partners with clearer guidance on the monetary and strategic rewards for participation and the corresponding expectations for each tier (Global Strategic, Strategic, Premier, and Authorized).

Simultaneously, we expanded our MDF/BDF investment program and other new benefits for our largest partners. We introduced a new back-end rebate program that provides even greater rewards for partners bringing new logos to Tanium. Lastly, we announced a lucrative referral program for those partners who see the benefits of Tanium for their customers but prefer to avoid involvement in the deal transaction.

Verified Services offer differentiated market opportunities with Microsoft and ServiceNow

In May, we introduced a new Partner Services Verification Program and a number of new resources built to equip sales and engineering teams with training delivery options to help them grow their Tanium business. The solutions featured in the launch include two new training and certification offerings related to our ServiceNow and Microsoft joint-technology innovations and integrations with an array of training, assessments, and demo resources. Additional service offerings will be announced later this year.

The new program recognizes and rewards partner organizations that build capabilities and capacity to deliver joint solution offerings between Tanium and key technology alliances. Launch partners included AHEAD, Avanade, Ernst & Young, Plat4mation, and WWT. These partners completed pre-requisite training and a robust verification process for their one-time and recurring integrated services. Partners interested in Tanium’s Partner Services Verification Program can find more information about the requirements and process here.

The success we’ve seen with customers and prospects illustrates how these innovations can drive differentiated solutions in the market. This “meet-in-the-channel” strategy offers our partners a sizeable services revenue opportunity that aligns with their current offerings and unique industry expertise.

I encourage prospective partners to join our vibrant and growing community and give Tanium a chance to help grow your cybersecurity and IT operations business and services.

Moving forward with our channel partners

You can learn more about the Tanium Partner Advantage program here. Current TPA members can get more details on the Partner Portal.

Tony Beller Headshot

Tony Beller

As Senior Vice President of Global Partner Sales, Tony Beller is responsible for leading Tanium’s next phase of channel growth and expanding a robust service provider and partner ecosystem that spans industry-leading Global System Integrators, MSPs, and distribution partners.

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