Channel Roadmap

The ever-growing channel ecosystem is complex and embodies an abundant range of technology vendors. The recent world events have accelerated pace businesses adopt new technologies to continue operating. Channel partners seeking the right solution for their customers in the current vendor landscape can find it daunting.

We have found partners are overwhelmed by the endless list of established and emerging technologies flooding the market – spanning cloud, security, digital and others. Adding the shift of business needs and demands of the unique future work models, it is creating ambiguity and uncertainty.

Through the Channel Roadmap, a bespoke content hub housing strategic priorities from technology vendors for 2022 and beyond, partners can find the guidance on the key technologies and markets to pursue, to help build a blueprint for future success.


Clifford HengAPAC Channel Manager

Asian IT security leaders are faced with a growing number of challenges in their roles. From mitigating cybersecurity risks around remote access and privileged accounts to defending against ransomware attacks. Others need to meet compliance mandates or are looking to adopt Zero Trust. As trusted advisors to their clients, BeyondTrust partners are finding success with our portfolio of Universal Privilege Management solutions as their customers look to tackle the above challenges and more.

Helping Asian Businesses to Move Forward

The last two years have seen a dramatic acceleration in Digital Transformation. Organisations across Asia have adopted new ways of working, heavily reliant on remote access. Increased government regulations across the region have been a direct response to the greater cybersecurity risks created by remote working. In particular, critical infrastructure is now a target globally of cyber actors looking to take advantage of the cybersecurity holes left by inadequate solutions accessing Operational Technology.

As a result, more organisations are turning to leading PAM solution providers, such as BeyondTrust, to help mitigate risks build their cyber security defences.

BeyondTrust customers and analysts recognise the value of our Universal Privilege Management model, which provides the most complete approach to securing every privileged user, asset, and session.

How BeyondTrust Can Help Your Clients

Exploitation of insecure remote access pathways, phishing attacks, and credential and privilege abuse are common attack vectors and each plays a big role in attacks such as ransomware. BeyondTrust provides blended threat protection against these threat vectors, helping prevent or mitigate ransomware and other external and internal attacks.

BeyondTrust Privileged Password Management reduces the risk of compromised privileged credentials for both human and non-human users. The solution enables automated discovery and onboarding of all privileged accounts, secure access to privileged credentials and secrets, and auditing, monitoring, and management of all privileged sessions.

BeyondTrust Endpoint Privilege Management combines privilege management and application control to enforce least privilege and ensure just the right level of privilege at the right time on Windows, Mac, Unix, Linux, and network devices. The solution also protects against tricky fileless attacks.

BeyondTrust Secure Remote Access enables organisations to leverage privileged access security controls—including least privilege and credential management—to all remote access, whether for employees, vendors, or service desks. This can be particularly valuable in providing access to third parties for remote monitoring and maintenance of operational technology.

Working together, these BeyondTrust PAM solutions can dismantle ransomware and other threats at many stages of the attack chain.

As trusted advisors, BeyondTrust partners should discuss with their clients how strategies such as the Essential Eight and Zero Trust can mitigate the risk around various cyber security attacks, including ransomware. BeyondTrust can support their efforts with assets and knowledgeable team members should those resources be needed.

A channel-first organisation, BeyondTrust recognises the significant value that partners play in educating and supporting customers on their Privileged Access Management journey. Furthermore, partners can take advantage of BeyondTrust Technology Alliance Partnerships, such as the one with SailPoint, that enables organisations to successfully track, manage and secure all identities across their environment.

Partners are supported by an experienced team of sales, technical and channel professionals. BeyondTrust also has sales and technical certifications to help partners make the most of PAM-centred discussions with clients. There is also marketing support and MDF eligibility for Platinum, Gold and Silver tier partners.

To learn more about partnering with BeyondTrust, visit


Daniel SimSr. Director, Channel Business, Asia

Vertiv partners, distributors and resellers are a vital part of our business as they allow us to reach more customers across a wider geography, enabling us to bring our solutions to more businesses. This year, our channel business remains to be a very strong growth area for the company, not only in Southeast Asia, but globally as well.

We have made it our goal to drive value and make Vertiv the vendor of choice for our partners. We do this by innovating and using the latest tools available today to make it easy for our channel partners to do their business with us.

Over the past 12 to 15 months, we have implemented several key changes and upgrades to the Vertiv channel business, including:

  1. Relaunching the Vertiv Partner Portal, which is now gamified and interactive, making it easier and hassle-free for our partners to access essential tools and sales resources;
  2. The new Vertiv Incentive Program, or VIP, which provides enriching rewards for our partners;
  3. A new Partner Locator tool that provides an avenue for our partners to generate leads by making it easier for customers to search and find them;
  4. Continuous on-boarding and sign ups of new distributors across the ASEAN region;
  5. Improve ease of doing business through a single interface or platform accessible to all our partners; pre-sales, post-sales and technical training to equip and enable our partners

This year, we’ve seen huge transformation not only in our society but also in the way we do business. Because of these disruptive changes, we need to continue to be innovative to ensure that we able to support our partners and resellers in making it easy to drive infrastructure solutions to grow their business. This year and the years ahead, Vertiv is committed to further enhance and strengthen its channel program for the benefit of all our partners in the region.

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