Channelyze
Bfore.ai: Case Study
Abstract
Bfore.ai had an existing channel that they were working with and needed a solution to be able to manage their increasing distributor and reseller reach. Channelyze was introduced to Luigi Lenguito at Bfore.ai by one of many distributors already working with Channelyze.
About Bfore.ai
Bfore.Ai is the First and only Predictive CyberSecurity Solution in market. Thanks to our patented technologies, the PreCrime™ suite helps firms protect their networks and brands from cyber threats. Our Predictive Cyber Threat Intelligence helps firms stop attacks before they even reach their network, and thanks to PreCrime for Brands, protection can be extended to customers, employees and partners also off network.Challenges faced by Bfore.ai
[Luigi]: We are growing very fast thanks to the innovative value proposition of our offerings and signing partners and distributors without really having the time to build a dedicated partner program.
Having been involved in partner programs and onboarding for leading vendors, I was acutely aware of the challenge in front of us both from a financial, but more importantly from a time and resource intensity perspective. We needed to focus on our customers, prospects and products and couldn't waste time and resources in reinventing the wheel of a software-based channel solution.
The introduction of Channelyze
[Luigi]: We were lucky in that one of the distributors suggested Channelyze to us as they had already adopted it. It has been “love at first sight”. Thanks to my experience I could immediately see the time, resources and cost saving of adopting this solution over what the rest of the market offer. It is very user friendly; the starter-tier pricing is very supportive for a startup like us, and the pricing tied to the count of partners aligns with our growth interest. Moreover it’s clear the management team has expertise and understanding of the needs of a software vendor, and is a sounding board for our own strategy.
How Channelyze helped overcome problems
[Luigi]: We have been able to set it up in less than half an hour, with most of the time tied to configuring our products catalogue. The onboarding is straightforward for our distributors and partners. We can already see the potential with leads management and deal registration handling. As we start small this is a very cost-effective solution, but we are looking forward growing into the bigger tiers as we keep growing our business.
Unique Channelyze features important to Bfore.ai
[Luigi]: I think Channelyze really aligns with the need of a modern software vendor. Key features for me:
- management of renewals and different payment schedules (monthly/annually)
- 2-tier distribution model management, with an entirely configurable partner tier system
- 2-tier distribution model management, with an entirely configurable partner tier system
- User friendliness: while the Channelyze team are keen with training and collaborative set-up, we found we could self-start and configure the tool on our own too. Still, their help proved very valuable in optimizing certain set-up choices where their insight and experience helped shape some of our program decisions.
Channelyze value proposition for Bfore.ai
[Luigi]: Channelyze is by far the best value for money on the market. I’m glad we found it so early and spared ourselves the pain of going by the incumbent vendors.
Bfore.ai's partner program
[Luigi]: We have a mix of Direct, Reseller and Distribution-led markets. Notably we prefer direct for our core market of security vendors and global accounts. We have premium resellers in key geographies like European countries and Distribution for areas where the local presence and business agility are required – notably Russia+CIS, SouthAsia and Latin America. Channelyze enable us to manage all of this with ease as we have been able to tailor the regions definition, the tiers and the program features.
We also see potential for more fine tuning as we can offer incentive for deal registration. I have worked at leading vendors with their own tooling for partner program management and I could only dream of the ease of use, simplicity and potential of Channelyze.
Channelyze is built to suit vendors of all sizes. From vendors just moving into channel sales to the large vendors already working with multiple routes to market.
To find out more about Channelyze and how it can help your company grow, register for a demo.