Tanium Expands Partner Program to Reward Channel Partners Driving XEM Adoption

UPDATE: This post, originally published on June 24, 2024, has been updated to reflect the general access launch of the Partner Service Verification Program, which was soft launched in May 2024.

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 mission is to equip partners to deliver successful customer outcomes. To do this, the TPA’s long-term goal 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 and Specializations. Tanium partners are equipped with a world-class partner organization, a new rigorous program construct, and dedicated internal resources for business and territory planning. TPA also features customized training plans, a personalized portal experience, 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.

The Partner Services Verification Program offers differentiated market opportunities for Tanium partners

We’re thrilled to officially launch Tanium’s Partner Services Verification Program, rewarding partners who excel in delivering outcome-driven services with Tanium and integrated services with our key tech alliances: Microsoft and ServiceNow.

This program not only aligns customers with top Tanium service providers but also aids partners in achieving quicker time to value through our joint Services Promotion, Activation, and Maturation Plan.

This program is designed to create value for, through, and with our Tanium partners to help effectively scale our joint offerings in the market, driving a greater return on investment for our partners.

We’ve made it easy for service partners to create net-new offerings that leverage Tanium solutions, which provide the real-time data and visibility that cross-functional teams need to collaborate and proactively reduce risks and complexities.

Key new and updated elements of Tanium Partner Advantage

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 through access to new Tanium resources (or another word for that) and technologies. For prospective partners, the enhanced TPA program means they can join us as we continue to gain momentum. They, too, can grow their businesses and service offerings for their clients.

When we launched TPA in 2020, 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. Additionally, 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 license transaction or want to focus on services.

In addition to these changes, we have announced a brand-new program that enables our partners to build, market, and deliver Tanium-powered services.

How does a Tanium partner become a Verified Service Provider?

Partners who wish to become a Verified Service Provider may choose from two verification paths: Service Specialization and Verified Service Offering. Both options allow partners to sell and deliver Tanium services directly and receive subcontracting opportunities from Tanium or others.

Services Specialization

Tanium Services Specializations are Tanium-defined services, which currently include Cloud Deployment, Support, and MSP-Endpoint Management. This option is available for Premier tier partners and above.

Verified Service Offering

Tanium Verified Service Offerings (VSO) are partner-defined services powered by Tanium, which currently includes a Tanium VSO, Tanium & ServiceNow VSO, or Tanium & Microsoft VSO. This option is available to Strategic tier partners and above.

Both Services Specializations and Verified Service Offerings require partners to prove their capabilities and capacity to deliver the service through pre-requisite certification and training requirements, as well as a Services Verification Review. Services Specializations and VSO are granted to partner organizations for a 24-month period with a review after 12 months.

Program background

In May of this year, we introduced this program to a select group of launch partners, including 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 program’s benefits, requirements, and processes here.

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.

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 look forward to partnering with our valued community in the TPA to grow their cybersecurity and IT operations business and services with our new Partner Services Verification program.

Moving forward with our channel partners

Learn more about current Tanium partners, including verified service providers, with the Tanium Partner Finder.

Current TPA members can get more details on the Partner Portal.

Interested in learning more about the Tanium Partner Advantage program? Visit our Become a Partner page.