Tines doubled down on channel expansion with an eye toward growing its North America base as enterprises look for help stitching together fragmented IT and security stacks. The workflow automation vendor saw partner sales drive more than half of its year-over-year revenue growth and is planning to increase the size of its ecosystem by 25% this year, according to a Wednesday announcement.
“Customers need help connecting the tools they already rely on,” Jessica Degenhardt, Tines’ director of channel partnerships, Americas, told Channel Dive. “In complex environments, they lean on trusted partners to understand where workflows are breaking and how to get more value from existing investments.”
The company recently tapped Degenhardt, who has held positions at Veeam, Arctic Wolf, HYCU and, most recently Palo Alto Networks, to lead its North American channel program.
Tines has added 75 partners to its ecosystem this year with a focus on services and delivery capabilities in security and IT operations.
“The biggest opportunity is helping partners turn disconnected tools into coordinated outcomes, while building repeatable services around the investments customers have already made,” said Degenhardt.
Rather than replacing existing IT, enterprises want to integrate disconnected systems.
“Tines fixes a problem most companies have already paid for — tools that don’t work well together,” Degenhardt said.
The channel expansion comes amid an IT services industry push to automate security orchestration, IT service desk and coding. Tines aims to deploy a unifying layer across those environments.
“Most platforms still try to keep workflows inside their own stack. That’s not how enterprise environments operate,” Degenhardt said.
Tines’ platform blends deterministic automation, human decision points and AI-driven actions — an approach aimed at increasing speed without sacrificing control.
The strategy opens up cross-domain opportunities spanning security, IT operations, cloud and infrastructure for partners.
“No single vendor solves the whole stack,” said Degenhardt. Partners already embedded across these categories are best positioned to show customers what coordinated, automated operations actually look like in practice.”
A key piece of Tines’ strategy is a co-delivery professional services program launching with five strategic partners, aimed at expanding services revenue as Tines becomes more embedded in customer operations.
“Partners are central to how Tines scales, and the program is being built to reflect that,” said Degenhardt.
Recent additions to the program include access security vendor 1Password, highlighting increased demand for identity-driven automation.
“Identity is where some of the most repetitive, high-stakes manual work still exists,” Degenhardt said. “These are high-frequency processes that should be fully automated — and almost never are.”
Beyond identity, demand is strongest across areas where manual workflows slow operations, such as help desk, cloud management, networking and endpoint and infrastructure security.
“What they all share is the same problem: alerts, tickets, and decisions that move too slowly because manual intervention is still required at every step,” said Degenhardt.
Tines aligned its platform with a hybrid AI strategy that incorporates automation into existing processes.
“AI is only valuable if it actually runs inside real workflows,” said Degenhardt. “What we see is a balanced model — AI alongside deterministic workflows and human checkpoints.”
The platform embeds governance directly into those workflows, with auditability and traceability.
“Customers want AI that runs, governs itself and proves its value,” Degenhardt said. “That’s the conversation that opens doors.”
