Zero Networks is doubling down on the IT channel, announcing a full transition to a 100% channel-first go-to-market strategy alongside a significant expansion of its global partner ecosystem.
The zero-trust security vendor said the move comes as demand grows for identity-driven containment designed to limit lateral movement and reduce the blast radius during cyberattacks—an increasingly urgent priority for both SMB and enterprise customers.
Zero to Sixty program updates target partner profitability
As part of the shift, the company is rolling out enhancements to its Zero to Sixty partner program to simplify zero-trust and segmentation engagements for MSPs, VARs, and systems integrators.
Program updates include a new tiering structure designed to reward partner investment and performance with higher margin opportunities.
Zero Networks has also revamped its discounting and deal registration framework to reduce friction and provide price protection across deal sizes.
“When I joined around three years ago, maybe 20 percent of our business was through the channel. Today, we’re entirely operating through the channel,” VP of Sales and GTM, Adam Hofeler, told Channel Insider. “We see a lot of forward momentum, and it was time to update the program we had in place to reflect that.”
Why Zero Networks is also expanding enablement, training, and marketing support
Tiering and deal registration changes aren’t the only moves Zero Networks has made with this new series of program updates.
Additional investments include:
- expanded sales and technical enablement tracks
- new self-service training resources
- modernized partner portal with improved deal registration, training access, and performance tracking
Marketing development funds will be more closely aligned with strategic, high-engagement partners.
“We want to invest in the partners who are excited to grow with us, and we want to incentivize the deals they’re closing to reward that growth,” Hofeler said.
For MSPs in particular, the vendor’s pitch centers on delivering identity-driven containment without the deployment overhead typically associated with traditional network segmentation projects—potentially shortening time-to-value and reducing operational complexity.
“We really see the channel embracing what we do and how we do it, and I think it’s crucial we stick to our three pillars for operating in the channel: we build trust, we make our partners profitable, and at the end of the day, our technology works for the end-user customers,” said Hofeler.
MSP growth and global distribution expansion
As Hofeler noted, the company reports significant growth in its channel ecosystem over the past year. Zero Networks also reported 45% year-over-year growth in MSP partnerships, as service providers look to integrate identity-based containment into managed security offerings.
Hofeler said the growth is due in part to more organizations being aware of their security and compliance needs than before, thanks in part to the steady push in regulatory demands now impacting businesses.
“I think more companies now are looking for what we offer, and our competitors on legacy technologies don’t offer the approach to networking and identity we do,” said Hofeler, who also emphasized that partners are resonating with the company’s brand messaging as they seek out new solutions to bring to their customers.
On the enterprise side, Zero Networks continues to expand relationships with major North American partners, including Presidio, Optiv, GuidePoint, Trace3, SHI, AHEAD, and World Wide Technology.
The vendor is also expanding its footprint across Europe, Australia, and Japan through distributors and regional partners, including Exclusive Networks and Marubeni.
Zero Networks is one of several vendors that have updated their channel programs this year to better meet partners’ worldwide needs. Catch up on other news, including Palo Alto’s program changes, by subscribing to our newsletter.