Could you please explain the key features of the new G DATA partner programme?
Nikolas: Our new model isn’t solely focused on turnover. There are many partners who are keen to make a bigger impact together with us and actively drive our collaboration forward. However, this commitment doesn’t always translate immediately into turnover. That’s why we also reward our resellers’ efforts.
Many partners are now building up services, developing their own solutions and taking on increasing responsibility for their customers. The channel is moving away from purely selling licences. As a result, some traditional resellers have become Managed Service Providers (MSPs) or even Managed Security Service Providers (MSSPs). That is why we have introduced the so-called ‘Engagement Score’ to recognise these activities. These include, for example, newsletters or social media posts. In this way, we reward not only the achievement of a revenue tier, but also the journey towards it.
Why have we developed a new partner programme now, rather than five years ago?
Nikolas: Now is the right time for the new partner programme because both the market and the role of our resellers have changed. Companies are facing ever-greater challenges in IT security, but are often unable to tackle them on their own. That is why IT service providers and managed service providers are becoming increasingly important.
With our new XDR solution, we’re offering partners a platform that enables them to scale their services efficiently and provide their customers with state-of-the-art protection. At the same time, as a German company, we’re committed to handling data responsibly. This is an important issue for many customers. With the new partner programme, we’re therefore creating exactly the conditions our resellers need for successful growth.
Why is the link between turnover and commitment important? Isn’t a good level of revenue enough on its own?
Nikolas: Turnover is an important metric, but it doesn’t tell the whole story. A partner can be highly committed. They carry out joint activities with us and are clearly committed to G DATA, without necessarily reaching the next turnover threshold straight away. It is precisely this commitment that we want to highlight and reward.
Joint initiatives create added value for both sides: whether it’s a webinar, a trade fair appearance or a case study. The partner gains visibility amongst their customers and, together, we strengthen our market presence. That’s why we look not only at static revenue thresholds, but also at what happens between the individual partner tiers.
However, it is important to note that commitment is not an obligation. Anyone who is satisfied with the existing model can continue to work with us as usual. For all resellers who wish to achieve more together with us, we are creating additional opportunities and further incentives.
How do you encourage your existing partners to get involved in the new partner programme and take an active role?
Nikolas: We actively reach out to our resellers and introduce the new programme. At the same time, we’re delighted whenever a partner approaches us of their own accord and says: ‘This is exactly the kind of partnership I’m looking for.’ Transparency is key here. Resellers can track at any time which activities they’ve already carried out and how their Engagement Score has developed. They can see at a glance what additional benefits or margins they’ve earned as a result.
Ultimately, however, it’s not about persuading or obliging partners to do anything. We want to create attractive opportunities to expand our collaboration and offer tangible added value in return. Those who wish to get more involved can benefit directly from this. Those who are satisfied with the current model can continue to work successfully with us.
How do system integrators and MSPs in particular benefit from the new model?
Nikolas: System integrators and MSPs benefit above all from the fact that we provide them with technologies and services that enable them to scale their business efficiently. With our XDR and MXDR platforms, partners not only gain a modern approach to security that correlates and analyses threats across different systems, but they can also decide for themselves how much of the value creation they wish to undertake themselves and where they wish to draw on our support.
Fast response times are crucial, particularly for small and medium-sized enterprises. That is why, at G DATA MXDR, we adopt a full-response approach. This means that we not only detect and report threats, but also respond immediately where necessary. In this way, we take the pressure off our partners’ teams and help them offer their customers a higher level of security without having to build up their own resources to the same extent. The new model complements this approach. It creates additional incentives for partners who wish to grow alongside us, develop new services and support their customers in the long term.
What does the term ‘cyber trust’ actually mean – particularly when it comes to our partners? Were we not trustworthy before?
Nikolas: Of course we were trustworthy before as well. A company that has been in business for 40 years must have built up trust over a long period of time and continually reaffirmed it. However, past successes are not enough to remain relevant in the future. I have to prove this principle anew every day – through reliable products, clear agreements, a partnership-based approach and by standing by our word.
That is exactly what we mean by CyberTrust. Under this umbrella, we bring together not only our cyber defence portfolio, but also our promise: in an increasingly complex threat landscape, we stand reliably by our partners’ side. They do their part, we do ours. Together, we provide the protection our customers need.
Why are long-term partnerships in IT security so important today?
Nikolas: Long-term partnerships are invaluable to us. Our resellers are much more than just sales partners. They are our direct link to the market. They know their customers, understand their challenges and provide us with honest, well-informed feedback.
In IT security in particular, this exchange is more important than ever. Requirements are constantly changing, and no one can keep track of these developments on their own. Our resellers help us to set the right priorities and to continuously develop further. That is why we see our partners as an essential part of our success. They are not only our gateway to the market, but also a key driving force behind the future of G DATA.
What feedback have you received from the channel so far?
Nikolas: The feedback from the channel has been extremely positive so far. Many partners have told us that we’re heading in exactly the right direction with the new programme.
The reason for this is simple: these days, it’s no longer just about rewarding turnover. Those who succeed are the ones who tackle challenges together, share knowledge and support their customers over the long term. It is precisely this spirit of partnership that our new model reflects. That’s why we keep hearing that we’ve struck a chord with the times. This feedback reaffirms our approach and, at the same time, motivates us to further expand our collaboration with our partners.
Why is now the perfect time to join the G DATA partner network?
Nikolas: Demand for sovereign cybersecurity solutions has never been higher. Businesses are looking for trustworthy partners and technologies that combine security, data protection and digital sovereignty.
That is exactly what G DATA stands for. Anyone who joins our partner network now will benefit from this trend. Together, we are shaping a market that is currently undergoing fundamental change.
Anyone interested can find more information about the new partner programme online.
