Marya Munir comes over from Webroot to lead the execution of VIPRE’s channel strategy – which now includes a program for managed services partners.
Security software firm VIPRE has announced the appointment of a new channel leader, as well as a new channel program designed specifically for MSPs. Marya Munir is the new senior director of channel marketing, with responsibility for VIPRE’s strategic planning, partner enablement, worldwide channel programs, demand generation activities and go-to-market execution for all partners.
Munir was most recently director of worldwide partner and alliance marketing at Webroot. She left there in February, and has been at VIPRE for the last two months. She comes to VIPRE as the company is engaged in a major transformation. That includes a de facto rebranding, as ThreatTrack, which owns the VIPRE software, is gradually changing the name of the company to its best known brand, and plans to put the VIPRE name on its other products in due course. Earlier this year, VIPRE also made a major push to expand upmarket from its traditional strength in the sub-250 seat market, consolidating multiple items in its portfolio into VIPRE Advanced Security for Business. They also reworked their partner program to support this, and launched the new program in January. Now they are adding an ancillary program just for managed service providers.
“This new program fits in the overall partner program umbrella,” Munir said. “There are two unique business models in the channel today – traditional and MSP – and we believe that supporting both is important.”
VIPRE’s partner program has, however, historically been geared towards the needs of traditional solution providers rather than MSPs.
“Support and management of MSPs at VIPRE is relatively new,” Munir noted. “Before this year, it was very ‘one-off’-based. MSPs would purchase the VIPRE solution and use it as part of their technology stack. The partner program was also very reseller-oriented.”
In contrast, the new program is specifically designed for MSPs’ needs.
“We are delivering a sophisticated endpoint security solution at a competitive price point, and for the MSPs, we are adding tools specific for them,” Munir said. The VIPRE Management Console provides seamless remote management, giving MSPs a secured, cloud-based intermediary to provide granular ability to manage agents, provide reports, set commands, and issue policy updates.
“The whole of the program is in place now,” Munir added. “The only other foundational element to come is a new portal. That will be live within the next 30 days, and at that point we will migrate partners over to the new portal.”
The MSP program has a single tier.
“Not having tiers is designed to make it simple, and make it easier for MSPs to do business with VIPRE,” Munir said. “We do have tiering in the reseller program, but it’s more complicated and requires more resources and processing.”
Munir said that the benefits and support are customized for MSPs, and are entirely different from those given to traditional resellers.
“This includes flexible licensing and monthly billing,” she said.
Training is encouraged, but not compulsory.
“The training is significant but is not mandatory, and MSPs don’t need to get certification, Munir indicated. “We also provide the training in an easy-to-consume format.”