Dive Brief:
- Identity security platform provider Delinea launched its Partner Advantage Program on Wednesday, addressing persistent channel pain points, including margin erosion, channel conflict and ambiguous rules of engagement.
- The new program strengthens protections around deal registrations, teaming arrangements and incumbency discounts during renewals, according to Delinea. Partners also gain access to AI-driven training and certifications through a partner portal.
- “Partners don’t generally care about a new program being launched,” Scott Goree, SVP of channel and alliances at Delinea, told Channel Dive. “What they care about is: do you have great technology? Are you easy to work with? And are you going to protect our margins with protected discounts?”
Dive Insight:
Delinea provides identity security control planes for enterprise security teams seeking to protect data, infrastructure and AI systems. The company acquired platform provider StrongDM earlier this year, adding just-in-time access for developers to complement its privileged access management capabilities.
The firm’s partner program launch comes as AI reshapes the identity security ecosystem. According to Delinea’s 2026 Identity Security Report, 92% of organizations expect AI to amplify identity-related threats in the coming years, and 42% of respondents said AI expansion increased their non-human identity risk in the past 12 months.
“The identity space is where I see the battlefield today,” Goree said. “That’s where growth in cybersecurity is happening.”
Partners can qualify Delinea program tiers based on relationship depth: Elite for leading at scale, Premier for growing practice depth, and Select for building expertise. The company offers specialized tracks for resellers, managed service providers, advisory partners and global system integrators.
Delinea wants to bring partners in early in the sales cycle.
“Partners are our growth engine,” Goree said. “As we build trust with our partners, they’re more likely to bring us in with their customers. That scale and growth trajectory is only achieved through our partner community.”
Goree touted Delinea’s AI capabilities. Partners can access materials through an online portal featuring an AI agent that guides users through on-demand content.
“Enablement has failed the channel for about 25 years,” Goree said. “In the past, it’s been: let’s do a boot camp and train our partners, and then 3 to 6 months later, they’re working on an opportunity and forget what happened in that boot camp. We’ve started to build an AI-developed enablement that allows our partners to enter our portal, enter Delinea University, and access the content that they need when they need it.”
