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For Partners
Which partners does My IT Channel work with?
We work with integrators, VARs, risk consultancies, MSPs, established MSSPs and compliance consultancies with technical practices. The program includes 2–6 weeks of technical enablement, deal registration with real protection, senior presales engineering support and technical support throughout the contract lifecycle.
Who our partners are
Partners are companies that resell, integrate or manage cybersecurity solutions for end customers. They cover a broad range: traditional integrators, VARs, risk consultancies, MSPs that have added security, established MSSPs and compliance consultancies with a technical practice. What they have in common is a direct commercial relationship with end customers whom they serve with ongoing support.
My IT Channel’s partner program was designed for partners with a real business, not opportunistic resellers. That means serious technical enablement, explicit commercial protection and an economic model that supports multi-year contracts rather than transactional business.
Why the cybersecurity channel model changed
Five years ago, the cybersecurity channel looked much like the general technology channel: a broad catalogue, price as the main argument and limited technical enablement. That model stopped working for three reasons.
The first is that end customers no longer buy isolated products. They buy architecture. A CISO is not looking for “an EDR”; they are looking for a way to detect and respond to threats 24/7 without building an internal SOC. That involves several products coordinated with operational processes. The partner that wins the conversation is the one that can build the architecture, not the one with the best EDR price.
The second is that partner technical enablement has become a decisive factor. An MSP that sells SOCaaS without ever having operated one loses the customer at the first incident. Practical training, working labs and support on the first accounts are no longer a luxury; they are a requirement.
The third is that the cybersecurity customer lifecycle is multi-year. The initial sale matters less than renewal and account growth. Partners operating with a one-year view lose to those operating with a three-year view.
How our program works
Technical enablement from day one
Each partner receives access to certified training from the portfolio vendors, working labs to test architectures before proposing them to the customer, and operational playbooks that standardize implementation. Enablement is not a two-hour webinar; it is a 3-6 week program depending on the scope the partner wants to cover.
Commercial enablement that respects your process
Commercial materials can be adapted to the partner’s model: reference pricing matrices, contract templates with verified SLAs, anonymized success stories that the partner can use in its proposal, and content for responding to end-customer RFPs. Nothing forces the partner to operate the way the distributor wants.
Deal registration with real protection
When a partner registers an opportunity, that opportunity is protected. Neither the vendor nor another partner can attack the account during the active sales cycle. Any conflicts that arise are resolved by documented registration order, without commercial discretion that penalizes the first party to work the account.
Support from a senior presales engineer
When the customer’s architecture discussions require technical complexity, the distributor’s presales engineer joins the partner’s salesperson. Not to replace them, but to back the technical judgement and accelerate the close. The end customer sees technical rigor and the conversation holds up better.
Technical support throughout the contract lifecycle
The distributor’s support is available in the partner’s and customer’s local language. Cases that require vendor escalation are handled by the distributor rather than sent to the end customer to deal with support in the United States. It sounds like a minor operational detail, but it changes how the partner is perceived by its customer.
Economic model for partners
The following ranges are 2026 market references for LATAM and Iberia. They vary by product, contract size and the partner’s commercial maturity.
| Partner type | Typical gross margin | Average annual ticket per customer | Sales cycle |
|---|---|---|---|
| Traditional reseller | 10-12% on license, 8-15% on renewal | $12K-40K USD | 45-90 days |
| Integrator with implementation services | 15-20% consolidated | $25K-80K USD | 60-120 days |
| MSP with a managed security practice | 25-30% on recurring services | $18K-65K USD | 45-90 days |
| Established MSSP | 35-40% consolidated | $28K-85K USD | 60-120 days |
The higher ranges appear when the partner adds its own services (implementation, managed operations and architecture). The lower ranges appear in a pure resale model. That data sets the strategy conversation with each new partner.
Verticals where the channel captures more value
Some verticals have a longer sales cycle but high loyalty and almost automatic renewals: healthcare, finance, critical energy, multi-site retail and higher education. In these verticals, the partner that wins the customer and supports it well keeps the account for many years.
Others have a short cycle but limited services margin: pure SMB, neighbourhood retail and small professional services. The partner can serve them, but the economic model requires volume.
The honest conversation with each new partner starts by recognizing which of these scenarios it operates in and adjusting the strategy. Selling everything to everyone rarely works.
Partner cases
MSP in Colombia transforms its model. An MSP with 8 active retail-sector customers and 2024 revenue of $600K USD. We designed a managed security services offer with them on top of their installed base. In 3 months they activated the service for 6 existing customers and added 5 new ones. 2025 revenue: $980K USD, with 32% gross margin in the new line.
Integrator in Spain wins a mid-sized bank tender. An integrator with 25 historical customers in the financial sector needed exposure management architecture and automated compliance capabilities to qualify for a regional bank’s RFP. With technical support and adapted materials, they won the contract for $960K USD per year, renewable.
MSSP in Costa Rica goes from 4 to 22 customers in 7 months. A small MSSP with 2 analysts operating basic services. By combining a multi-tenant platform with onboarding automation, they scaled to 22 customers with only 2 analysts in total. Monthly recurring revenue rose from $18K to $228K USD.
Frequently asked questions
What type of partner is the best fit for the program?
Companies with a direct commercial relationship with end customers, their own technical team or a willingness to enable one, and a commercial horizon of at least 12 months. Pure opportunistic resellers are not a good fit for our model.
How long does enablement take after signing the agreement?
Between 1 and 2 days depending on scope. A partner that wants to offer only one product is enabled quickly. One that wants to cover multiple portfolio clusters takes longer.
Can I start with one product and add others later?
That is recommended. Gradual expansion allows the partner to mature the commercial model around one line before adding the next. The architecture conversation with each new partner usually identifies the optimal starting point.
How are conflicts handled when two partners work on the same account?
Deal registration by documented order. The first party to register the opportunity receives protection during the active sales cycle, without commercial discretion or subjective interpretations.
Can the distributor sell directly to the customer over the partner?
Not for accounts with an active registered partner. The commercial model protects the partner. On accounts without an assigned partner, the distributor can assist, but it never bills an end customer; the policy is to support the channel, not undermine it.
Are there minimum annual volume requirements?
Yes, but they are moderate. Partners with zero volume for 12 consecutive months enter review. The goal is to filter out agreements registered without activity, not to remove partners who are building pipeline.
Do you offer financing for partners that are getting started?
Yes, for projects above $25K USD and for partners with an established commercial track record. They are assessed case by case with the channel director, only after the first 3 cash purchases.
Can I resell portfolio products in countries outside LATAM and Iberia?
Geographic coverage is defined in the commercial agreement. The standard covers LATAM (except Guyana, Haiti and Jamaica), Iberia and the United States. Expansion to other markets is assessed case by case, but it is not restricted.
How does the partner integrate with its own CRM?
The partner portal includes deal registration, an asset library, sales playbooks and commission reports. It synchronizes with the partner’s internal CRM when appropriate.
Does this apply to partners that want to build MSSP capability?
Yes, and it is one of the program’s most important growth lines. See the detailed roadmap in MSSP Growth.
Can I request references from current partners before signing?
Yes. We facilitate conversations with active partners of the same profile and geography. It is the most honest way to assess whether the program fits the new partner’s model, subject to the partner’s confidentiality.
How to get started
The initial conversation assesses the partner’s profile, installed base, target verticals and current technical capability. Request it at /partners/ or directly at /solicitar-demo/. Applications are personally reviewed by the channel director with support from the technical team.
Apply as a partner
Complete the form. The channel director personally reviews each application and responds within 5-10 business days.
