Tines Targets Partner-Led Growth in North America

Tines is expanding its channel and technology partner ecosystem as enterprise demand grows for intelligent workflows that connect automation, AI, and human decision-making across security and IT operations.

The intelligent workflow platform announced 75 new technology partners for fiscal year 2026, along with 25% growth in its channel partner network. 

The company said collaborations with partners, including Guidepoint Security, Optiv, Trace3, Thundercat, and SHI, drove more than 54% of its year-over-year revenue.

Tines names new Americas channel leader

As part of that expansion, Tines appointed Jessica Degenhardt as director of channel partnerships for the Americas. 

Degenhardt will oversee the company’s North American channel program, bringing experience from partner leadership roles at Palo Alto Networks, Arctic Wolf, HYCU, and Veeam.

“This is one of those times where we can really work with partners to build their business and grow around Tines and our platform,” Degenhardt told Channel Insider. 

“We know there’s so much value in channel partners, particularly in the trusted relationship they hold with end customers,” she continued. 

Partner program growth follows formal 2024 launch

The move comes as Tines continues to scale its ecosystem following the launch of its first formal channel partner program in 2024. 

Degenhardt told Channel Insider that she believes trust is the foundation of any partner engagement strategy, and that Tines’ leadership is all-in on the channel sales model moving forward.

“It’s important to me that we bring partners in early on conversations and don’t see them just as a transactional vehicle,” Degenhardt said. “When we have opportunities, we want partners to be in on that, and we want to know what partners are seeing in terms of what customers are looking for.”

1Password joins Tines technology alliance ecosystem

Tines also announced 1Password as a new strategic technology partner, joining an ecosystem that includes AWS, HashiCorp, IBM, Jamf, Netskope, Elastic, Cribl, GreyNoise, and Upwind.

The 1Password integration is intended to help security teams move from identity detection to identity response by orchestrating actions inside security workflows. 

Tines said the connection will allow organizations to link signals from the security stack to automated user and access controls in 1Password Enterprise Password Manager, helping teams reduce alert fatigue, accelerate investigations, and contain risk in real time.

Degenhardt said the company’s alliance strategy is also core to its partner approach, noting that Tines wants its partners to work within alliances to build long-lasting customer relationships and drive more effective outcomes.

“We want to be more collaborative from the start, and my first thing is always, ‘okay, where’s the partner,’” she said. “We’re leaning into partners with strong relationships with alliance ecosystems that we’re working with now and that we want to in the future. Everyone comes to the table with information on the customer, and that ultimately works better for everyone.”

Tines focuses on simplicity across security and IT operations

For channel partners, the expansion points to Tines’ effort to make workflow automation a broader ecosystem play rather than a single-platform sale. 

Partners could see opportunities around security operations, identity response, integration services, and workflow design for enterprise customers trying to connect existing tools.

“The way we approach customers now has to be different. It can’t just be that we’re adding one widget to solve one specific problem,” Degenhardt said. “Customers are overwhelmed by the complexity of their tech stack as it is, and they’re looking for simplicity and speed.”

To Degenhardt, channel partners also need vendors who can address customer pain points without adding complexity to existing processes. She told Channel Insider that Tines wants to find partners willing to build and expand their offerings with Tines’ platform at the center.

“I want partners to view Tines as [the platform] connecting the dots when it comes to problems in a customer’s environment,” she said. “Partners are a crucial part of our business model, and we want them to grow on the journey with us.”

We spoke with Optiv CRO John Hurley in March about how the provider is addressing enterprise security challenges at scale. Read the story to learn more about how Optiv is approaching AI security and operational resilience.