Why Join Our Partner Circle Program?

[MUSIC PLAYING] The One Identity Partner Circle is the program that we created, really to drive the strategy of growth with our selected partners. It embraces tiers of partners, silver, gold, platinum. Plus we bring in gold partners, we have a category called plus. And plus recognizes the delivery partners that work for One Identity. It also signifies to our customers those partners who have got the capability to deliver services for the technology that's being sold. One of the interesting things when I first got to One Identity, they said, Roger, we're working to find out how good our program is. And as I went through their list of questions and detailed information, I got a real appreciation for how strong the program was. And CRN kind of validated that with a five-star rating on our program, which is five out of five stars. You can't beat that. And then we get it again this year. Our approach in increasing our relationship with our partners are things like Unite, which we just had recently in Budapest. Also we had a very large event in Singapore that I was able to attend. We have something similar in October for North America. So that's a great way to get close to our partners and get to know them better. We've also taken our professional services organization and have them focused a lot around partner enablement and to help just assist them in the process of getting very, very comfortable with our technology. What we've seen is, where the partners have provided materials to us to incorporate into our training documentation, they provide feedback on the product documentation itself. But most importantly, we're at the point now where we're starting to leverage the partners to actually deliver training for us. So it's turned into a kind of a lifecycle of us building training, partners commenting on training, and then partners taking the training and then doing training themselves. So it's really important to us to have partners involved in the whole process. Partners are essential for us. And it's evident in our commitment that we've made. We are mandated to grow, but to grow profitably. And we just simply can't hire enough salespeople or have enough marketing dollars. And our partner ecosystem is critical for that success. We're really focused on the few and the proud, not trying to recruit everybody out there, but really look for deep technical expertise, but also partners that have sales muscle and reach.