AlienVault “Alien Nation” Partner Program Overview · opportunities to grow their business...

AlienVault®

“Alien Nation” Partner Program Overview

Reseller Edition

Your Success is Our Mission!

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A L I E N V A U L T P A R T N E R P R O G R A M O V E R V I E W

Table of Contents

AlienVault Partner Program Overview ------------------------------------------------------------------------ 4

Margin Assurance for Deal Registration Official Guidelines --------------------------------------------- 6

Partner Benefits ------------------------------------------------------------------------------------------------- 7

Partner Requirements ------------------------------------------------------------------------------------------- 8

Brand Guidelines ------------------------------------------------------------------------------------------------ 8

Partner Enablement --------------------------------------------------------------------------------------------- 9

Partner Resources ----------------------------------------------------------------------------------------------- 10

Frequently Asked Questions --------------------------------------------------------------------------------- 12

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Welcome to AlienVault Unified Security Management!IT organizations of all shapes and sizes have embraced AlienVault® Unified Security Management™ (USM) to reduce the cost and accelerate security visibility and threat detection. Your customers need access to security solutions that offer significant time to value while increasing their overall security posture. At AlienVault, we are committed to unifying best-of-breed technology with shared intelligence for a truly open and collaborative approach to security.

About AlienVault

Founded: 2007

HQ Global: San Mateo, CA

HQ EMEA / APAC: Cork, Ireland

Ownership: Privately held

Customers: 3,000+

Our Vision

AlienVault’s vision is to bring underserved companies a security solution that is complete, simple and affordable. Why? Because not all organizations have the money, staff and time to invest in big, expensive security products. Yet, today’s compliance and threat management challenges require that all organizations invest in security. AlienVault’s Unified Security Management (USM) platform gives “the rest of us” a solution that stands up to the most sophisticated, expensive, enterprise-level security products. Unlike any other security solution on the market, AlienVault’s USM platform dramatically reduces the cost and complexity related to buying and deploying all of the essential security controls required for comprehensive security visibility.

Partnering with AlienVault

The AlienVault Partner Program enables leading VARs, system integrators, MSSPs and corporate resellers to sell and support AlienVault solutions in the global marketplace. The program is designed to help partners create new opportunities to grow their business quickly and make it more profitable.

As an AlienVault partner, your company gains exclusive access to resources that will drive both license and service business, create new opportunities, increase profitability and close deals faster. Our comprehensive program provides your company with the tools you need to become a trusted advisor to customers and gain a long-term competitive advantage in your security practice.

Contact Us to Learn More: [email protected]

mailto:partners%40alienvault.com?subject=

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AlienVault’s Partner ProgramAlienVault’s award-winning partner program is built on a partner-first premise and is in a class by itself. AlienVault is committed to offering our partners the opportunity to profitably build a business based on USM. Our partner program is designed from the ground up and allows our community to offer highly differentiated and value-based technology while rewarding commitment with predictability and interest with education.

The AlienVault Partner Program is built to allow you to focus on delivering value to your customers. AlienVault offers best in class education, marketing support, profitability and protection so you aren’t distracted while you take care of your customers.

AlienVault Certified Solution Engineers (ACSE)

A major advantage for any partner looking to stand out from the pack is technical certification from AlienVault. Partners are encouraged to have employees on staff who have earned the AlienVault Certified Security Engineer (ACSE) certification. ACSE validates skills in planning, designing, implementing, and operating AlienVault USM. Achieving this certification assures that the security engineer at your company has the technical skills you’ll need to be a trusted advisor with your customers. To learn more about the new ACSE certification, visit www.alienvault.com/certification.

Program Highlights

• Zero Conflict

• Margin Assurance for Deal Registration

• Low Barrier to Entry

• Incentive Opportunity

• Technical and Field SalesTraining

• Dedicated Account Team

• Joint Marketing Opportunities

• NFR Program

• Renewal Opportunities

• Access to Partner Portal

• Exclusive Use of AlienVault Partner Logos

http://www.alienvault.com/certification

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What is AlienVault’s Zero Conflict Promise?

AlienVault commits to ensuring an entirely transparent, predictable and fair approach to our channel partners. Our commitment is to ensure we’re never selling against our partners who are actively engaged in a sales cycle.

Our promise is that our partners will always have an unfair advantage in respect to their pricing. If AlienVault discovers we are engaged in the same account as our partner (at any stage), we will joint-sell with the partner using a Customer Acquisition Plan. Additionally, Support, Subscription Renewals and New product sales will follow the original partner where opportunities were originally approved through Deal Registration.

Discounts on Deal Registration

AlienVault’s channel-friendly sales approach emphasizes building relationships with valued partners. The AlienVault Partner Program gives you the necessary skills to position, sell and implement AlienVault solutions to organizations across the globe. The program is designed to help you identify opportunities and grow your business by taking advantage of the following benefits and increase predictable margins along the way.

AlienVault serves both the mid-market and enterprise customer and as such wants to ensure that incentives for those smaller deals remain very rich. This holds true for those partners operating in other currencies as well, i.e. EURO. AlienVault places significant value in our partners who also share an affinity in a transactional business.

Margin Assurance

AlienVault strives to ensure that partners are properly compensated for their efforts. AlienVault commits to delivering profitable solutions and has established a consistent and predictable margin promise for deals registered by partners. Margin assurance enables partners to work aggressively to secure the business with AlienVault even in the most competitive selling scenarios. These margins will be assured prior to any discounts by AlienVault so partner efforts are rewarded in a consistent way. Talk to your AlienVault Channel Account Manager for details on how the Margin Assurance Program for Deal Registration can allow you to build a predictable and profitable business with AlienVault.

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Margin Assurance for Deal Registration Official GuidelinesOpportunity eligibility criteria:

1. The opportunity is not being pursued by AlienVault at the time the Partner submits for Margin Assurance / Deal Registration;

2. The opportunity is not registered by another Partner;

3. Before registering a deal, the Partner has made reasonable pre-sales efforts related to the deal, such as meeting with the decision-makers, qualifying the opportunity, helping the end-user to quantify the project budget with AlienVault products or services and helping the end-user to define the project requirements to include AlienVault products or services.

4. The opportunity must include the following information:

1. Customer Name (First & Last Name)

2. Phone

3. Email Address

4. Budget

5. Approximate Close Date

Registration Process

1. Partner must submit deal for review via email to the AlienVault Channel Account Manager or [email protected]. The first Partner to submit a deal that meets all program criteria will be approved for that end-user opportunity.

2. If a deal is approved, AlienVault will notify the Partner by e-mail. AlienVault strives to notify Partners of its decision within 2 business hours.

3. If a deal is declined, AlienVault will notify the Partner by e-mail, and will include the reasons for such decision.

Exclusivity and Exceptions:

1. A deal that is approved by AlienVault provides the registering Partner with exclusivity against AlienVault’s Territory Rep efforts for that end-user opportunity, subject to the following exceptions, under which AlienVault, at its discretion, may deny, remove, or rescind Partner’s deal registration opportunity and / or deal registration access:

a. If the end-user requests that AlienVault quote or bid on the opportunity;

b. If the end-user has rejected the registering Partner’s bid or quote;

c. If the Partner is not actively working the deal (for example, by failing to respond to the end-user’s or AlienVault communications);

d. If the Partner does not close the deal within 60 days, and no extension has been granted;

e. If the Partner does not exclusively propose and exclusively bid AlienVault products or services identified in its registration

f. If AlienVault is under a legal or contractual obligation to quote or bid on the opportunity, or if failure to quote or bid on the opportunity could subject AlienVault to legal liability;

g. If the Partner is not able to fulfill the opportunity (for example, by failing to have sufficient credit available for the end-user opportunity); or

h. If the end-user chooses to fulfill its bid requirements under a contract vehicle which is not held by the registering Partner, or in a manner that prevents the registering Partner from being able to fulfill such requirements (e.g. due to socioeconomic set-asides, etc.)



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AlienVault Partner Benefits

Technical Support

• Pre-Sales Engineering Support

• Access to extensive knowledge base

• Free web-based technical training

• Free basic technical support (business hours)

Sales Enablement

• NFR Software licenses / hardware appliances are eligible at special pricing

• Deal Registration Program

• Detailed competitive intelligence

• Product Collateral

• Access to Partner Portal

• Dedicated SE Support for presales

• Frequent AlienVault Updates

• Access to training webinars

• Joint sales calls / visits for larger qualified proposals

• Bid / Tender support

Marketing:

• Joint Marketing Initiatives / event

• Opportunity to Access Market Development Funds (MDF)

• Access to co-branded marketing templates / material

• Sample marketing materials and newsletter content for repurposing

• Exhibition support / joint webinars

Fast Track ProcessOur approach is to turn thought leadership into awareness and partner lead generation.

1. AlienVault hosts sales enablement session with your team2. Live webcast to your customer community3. Campaigns with call to action of:

a. Personalized Demob. 30-Day Free Trial

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Most Partners Ask “Just How Well Does this Process Work?”

It’s a great question. AlienVault prides itself not only on tremendous product to a greatly underserved market but also in its operational discipline around lead generation that turns into active pipeline. Our “partnership” is not simply about great technology but our commitment to developing a flexible, adaptable and predictable pipeline with you… AND offering the resources and margin opportunity to convert that pipeline into closed deals.

AlienVault Partner Requirements

• Display AlienVault Logo on website

• Quarterly Business Review

• 1 technical resource trained on staff for every 10 reps (ACSE certification recommended)

• Maintain 4 registered deals per quarter (minimum)

• Regular cadence of marketing campaigns / communications

AlienVault Brand Guidelines The AlienVault Brand Guidelines for Partners document is available within the partner portal. Please reference the document for use of product names, trademarks, copyrights, logos, fonts, icons, screenshots, messaging and PR and social media rules. The guidelines help ensure that partners are communicating consistent messages and using the AlienVault brand correctly. For any questions, reach out to us at [email protected].

In today’s ever challenging market conditions, it has never been more important for end-users to place their hard-pressed IT spend in the hands of resellers who know what they are doing, and can deliver what is required. AlienVault’s brand is a strong indicator of a resellers capabilities, and an important market gauge that carries weight. If a member of a partner’s staff has pursued and obtained ACSE certification, you are entitled to utilize the special logo that represents this achievement.

The AlienVault Partner Program is a country-specific program, meaning that partners make investments and receive branding at the country level. You’re regional CAM can assist you with program specifics / details.

mailto:Partners%40AlienVault.com?subject=

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AlienVault Partner AlienVault Certified MSSP Partner

AlienVault Certified Partner AlienVault Certified Security Engineer

AlienVault Partner Enablement Partner Enablement helps channel partners through an end-to-end approach to designing and developing and implementing their business approach with AlienVault. There are many offerings under the Partner Enablement umbrella, all designed to help partners be more successful. These offerings can be summarized in a few key areas:

1. Sales and Field Enablement

2. Delivery Enablement

3. Technical Enablement

Partners can choose which of these areas they’d like to focus on to optimize their business and differentiate themselves in the marketplace. All of the Partner Enablement trainings, tools and methodologies are benefits that our partners can take advantage of.

The framework supports a continuous approach we’ve put in place. The components from the Partner Program, Training, Tools, Content and Communications – and how they work together in a cycle, enable our partners to understand when to take advantage of what – and how to move to the next step. Regardless of where you are in the sales and implementation lifecycle, the focus is to ensure that you have the training, tools, and marketing content to support you.

AlienVault Partner Logos

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The Ideal Customer Profile

AlienVault’s USM solution is appealing to a broad range of customers, but, we have found a consistent theme that the majority of our customers have in common. When looking for opportunity in either your existing customer base or in your prospecting activities, if the following topics are discussed – think AlienVault.

• Looking for a SIEM (Security Information Event Management) replacement

• Looking for a Log Management Aggregation Tool

• Have a Security Compliance Audit. (HIPPA / PCI / NERC)

• Vulnerability Assessment, Asset Discovery, Threat Detection

• Cyber Security Tool, Security Consolidation Tool, Incident Response Tool

5 Simple Steps to a Customer Win

1. Identify a potential client

2. Register the opportunity for Margin Assurance

3. Engage with your AlienVault Channel Account Manager

a. Demo

b. Scope

4. Engage with your distributor

a. Quote

b. Fulfill

5. ClosePartner Resources

Partner ResourcesAlienVault has created several resource repositories for our partners, one is dedicated to our partner community and one may be leveraged with your end user base. These are:

• Partner Portal: Visit for up-to-date channel resources including on-demand partner training, sales tools, logos & more! www.alienvault.com/partners/partner-portal register for access by following the instructions on the portal login page.

• Resource Library: Check out this library for our latest end-user collateral, webcasts, blogs, etc. www.alienvault.com/resource-center before leveraging this content we encourage you to use custom tracking links which are made available to our partners which enable ‘track back’ capability for your customers or prospects who follow this tracked links. Instructions for use can be found both in the Partner Portal or by contacting us at [email protected].

http://www.alienvault.com/partners/partner-portal

http://www.alienvault.com/resource-center

http://www.alienvault.com/resource-center


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About AlienVaultAlienVault has simplified the way organizations detect and respond to today’s ever evolving threat landscape. Our unique and award-winning approach, trusted by thousands of customers, combines the essential security controls of our all-in-one platform, AlienVault Unified Security Management, with the power of AlienVault’s Open Threat Exchange, the world’s largest crowdsourced threat intelligence community, making effective and affordable threat detection attainable for resource-constrained IT teams. AlienVault is a privately held company headquartered in Silicon Valley and backed by Trident Capital, Kleiner Perkins Caufield & Byers, Institutional Venture Partners, GGV Capital, Intel Capital, Jackson Square Ventures, Adara Venture Partners, Top Tier Capital and Correlation Ventures.

For more information, visit www.alienvault.com or follow us on Twitter (@AlienVault).

Ready for Lift Off? Contact Us: [email protected]

http://www.AlienVault.com

https://twitter.com/alienvault


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Frequently Asked Questions

Why do customers buy AlienVault over the competition?

ANSWER: Customers have become frustrated with the traditional approach to threat detection that SIEM solutions have offered for years. Many customers have come to realize that the “security arms race” cannot continue indefinitely as the economics of securing their organization is stacked so heavily in favor of those launching attacks that incremental security investments are seen as impractical. AlienVault brings a refreshing approach to threat detection and remediation. IT organizations of all shapes and sizes have embraced USM to reduce the cost, improve security visibility and accelerate threat detection and remediation. They need access to security solutions that offer significant time-to-value returns, while improving their overall security posture.

What’s wrong with SIEM solutions?

ANSWER: The dirty little secret in the SIEM industry is that most SIEM solutions have a shelf life of approximately 18-24 months before organizations give up and begin to look for another SIEM solution. Most organizations cannot support these deployments and many SIEM technologies fail not due to technology failures but because organizations simply don’t have the time, money, resources or process to support the technology. It’s the inability of organizations to Implement and Tune the technology and not the SIEM solution itself that threatens the long-term value of traditional SIEM. In other words, the entire category of SIEM is flawed in its approach, especially in the mid-market where resources are often hard to come by. Let’s examine the specific areas that lead to these failures:

Poor Correlation – It is difficult to strike the right balance between correlation rules that catch all possible attacks and correlation rules that produce too many false-positive alerts. Tuning often requires a professional services engagement and on-going expenses, and industry analysts report speaking with customers for whom, “...a year of tuning was required”. This lack of balance will continue to plague the SIEM vendors as the complexity of managing all of the changes in a typical network, including moves, adds, and edits to the data sources (such as servers, devices, and applications) is not something they can solve.

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Organizations rely on the data collection, normalization and retention capabilities of the SIEM for the purpose of correlation. Without very strong (i.e. custom) correlation, detecting and responding to threats is impossible. And, if an organization wants to ensure the fidelity of their correlation logic, it must verify its custom correlation every time there is a change on the network. For example, it’s not uncommon to see a routine update to a data source (for example, due to an OS / firmware update) dramatically impact the fidelity of the correlation rules / alarms / logic. This happens when updates are performed to network devices, servers (physical and virtual), antimalware, applications, and so forth. Organizations are very dynamic, and the network infrastructure is always evolving.

Ease of Use – As stated before, SIEM solutions have been around for almost a decade. These same solutions were built to serve the largest of enterprises where resources and “dedicated” headcount are more the norm. Understanding “whom” these solutions were designed to serve, the vast majority of SIEM solutions are very difficult to use. Sadly, security pros have resigned themselves to accept this as just another part of the job. But that doesn’t have to the case.

Trending and analytics – If the tuning / correlation doesn’t get you the failure, then consumable analytics will. SIEMs often have a selection of canned reports but new report creation is not flexible to adjust to rapidly changing conditions in today’s environments. Canned reports can be useful, and may look great initially, but relying on a canned report to understand the end-to-end implications of a security event from the edge router to the application simply doesn’t work. In a world where threats are increasingly dynamic, reporting must also be dynamic.

The “Rules-based” approach – When a correlated security event is presented to the security analyst, it’s reasonable to expect the analyst to limit his or her investigation to the data sources reported by the alert. A “Rules-based” approach supports only a go-forward view of security data--if you get a correlation rule wrong, you can’t adjust the model and reanalyze the data, because events that didn’t match the old rule have already been discarded. Not the desired outcome, and certainly not for what these traditional SIEM solutions cost.

Cost – SIEM is expensive. It’s expensive because large enterprise organizations continue to pay hefty prices for these solutions. SIEM has, in most cases, been cost-prohibitive for the mid-market customer who is looking to secure their organization. Costs associated with a traditional SIEM deployment include:

Initial Licensing Costs

• Implementation / Optimization Costs

• Ongoing Management Costs

• Renewal Costs

• Integration of data sources from disparate security technologies

• Training of personnel / incoming personnel

The hidden costs are what usually result in the demise of the traditional SIEM deployment--the very real and painful costs associated to deploying, integrating, using, managing, training, tuning, cursing, and potentially expanding the deployment.

These are the areas that have led to such dissatisfaction with the traditional SIEM approach. These are very real and evident in almost every organization that has had experience with SIEM. AlienVault only had to listen to its customers to know that something had to change. This was the primary driver in introducing the Unified Security Management (USM) platform.

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Which partners are eligible to register deals?

All active partners are eligible for deal registration, which provides higher discounting and the “unfair advantage” in any given deal. If you’re unsure whether your status is “active”, please contact us at [email protected]. Our Deal Registration Program rewards channel partners who actively identify, develop, and win new business opportunities. This program incorporates deal registration that is designed to protect the partner’s presales investment and enable them to focus on value delivery to win the opportunity.

How does discounting work? Where do I get my pricing?

Our partners are requested to use an authorized AlienVault distributor. All resellers qualify for discounts, but must negotiate pricing with AlienVault approved distributors. Contact your AlienVault authorized distributor or AlienVault CAM for deal registration or contact us at [email protected] so we can put you in touch with the right member of our team.

Do you have a global relationship with any distribution partners?

We are excited to be working with Wetscon-Comstor on a global basis. This partnership will allow our partner community to have consistent representation globally.

If the deal is already registered, can I still get pricing?

Yes. Any partner can obtain pricing an AlienVault approved distributor; however only the partner who has registered the deal will get the max points or margin assurance for the deal. All others will be provided channel-based pricing which is always advantageous over any published pricing.

Why is the customer email address / physical address necessary to process orders?

The customer’s email / physical address will allow AlienVault to:

• Register their AlienVault products

• Use their customer portal (e-mail address is required to log on)

• Reset their license (e-mail address is required for verification)

• Technical Support (e-mail address is required to open a support ticket)

• Updates and Enhancements (e-mail address is required to gain access to and download software)

• Receive any notifications directly affecting their license (new releases or hot fixes which are both free of charge)

• Receive renewal notifications - End users who purchase through a Partner are pointed back to their partner to renew if they so wish

What details are required on orders?

• Maintenance Renewal Orders must include the Renewal Quote #. If the renewal Quote is unknown, please contact AlienVault to obtain it prior to quoting at [email protected]

• End User Contact information:

• Full Company Name

• AlienVault (AV) Customer ID

• Full “ship to” address

• Company Contact

• Contact email address

• Contract phone number



mailto:sales%40alienvault.com?subject=

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How does Margin Assurance for Deal Registration Work?

AlienVault commits to delivering profitable solutions and will establish a consistent and predictable margin promise for Partner-Driven opportunities. In order to qualify for Margin Assurance Partners must:

• Get the deal registered and approved through Deal Registration

• Work exclusively with AV on the opportunity (no competitors)

• Discount pricing strategy must be agreed on in advance of presenting to end user.

• PO from customer must be shared for margin to be assured.

How does the “Zero Conflict” approach work for partners?

AlienVault commits to ensuring an entirely transparent, predictable and fair approach to our channel partners. Our commitment is to ensure we’re never selling against our partners who are actively engaged in a sales cycle always have an unfair advantage in respect to their pricing. If AlienVault discovers we are engaged in the same account as our partner (at any stage), we will joint-sell with the partner using a Customer Acquisition Plan.

Additionally, Support, Subscription Renewals and New product sales will follow the original partner where opportunities were originally approved through Deal Registration.

Contact Us to Learn More: [email protected]


AlienVault “Alien Nation” Partner Program Overview · opportunities to grow their business...

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Transcript of AlienVault “Alien Nation” Partner Program Overview · opportunities to grow their business...