Dive Brief:
- Huntress expanded its reseller channel through alliances with Ingram Micro, Vertosoft, Liquid PC and QBS Software, according to a Tuesday announcement. The cybersecurity platform provider added distribution to its MSP-focused partner program in March.
- The distributor partnerships extend Huntress’ reach into a large Microsoft installed base via Ingram Micro and across the public sector agencies serviced by Vertosoft. Liquid PC and QBS Software unlock access to value-added resellers and MSPs operating in the cybersecurity space.
- “We built our business with small and midsize businesses through the MSP route to market and we’re not doing anything to disrupt that,” Tuan Nguyen, VP of channels and alliances at Huntress, told Channel Dive. “Now we're looking upmarket where you have other routes to market, such as the resale channel.”
Dive Insight:
The Huntress partner program revamp followed closely on the heels of Nguyen’s appointment last year. Nguyen cut his teeth as a channel executive at Juniper Networks, where he spent 13 years, and in a two-year tenure at Salesforce-owned integration platform Mulesoft.
It also comes at a time of shifting boundaries within the channel. Acquisitive MSPs are moving into the value-added reseller space and VARs are building out their tech advisory practices, leaving pure-play service distributors in a precarious position.
“The lines are blurring as MSPs are starting to resell and resellers are trying to get into the MSP space,” Nguyen said.
Meanwhile, partners now play a pivotal role in the cybersecurity market, where more than 90% of global spending flows through channel firms, according to Q4 2025 research by Omdia, a Channel Dive sister company. Four of the five top cybersecurity vendors updated their partner programs in the last year to drive growth, the research firm said.
Huntress is a midsized player aiming to broaden its base. The company is targeting the 99% of businesses that fall outside of the Fortune 1,000, according to Nguyen.
While the Huntress partner program retains a familiar tiered structure, margins and discounts are allocated separately. “If you're going to source us an opportunity, or if you're involved in heavily influencing the customer decision to purchase Huntress — even if you're coming in at the end of the sales cycle for fulfillment — we will reward you independent of your tier,” said Nguyen.
The pivot to resellers was driven by shifts in buyer behavior, as AI tools make inroads with procurement teams.
“Buyers are using LLMs to get much more educated,” Nguyen said. “That’s where the reseller ecosystem is so important because we need that kind of neutral third party advocating on our behalf.”
