Tanium’s Tony Beller on Building AEM Lab with WWT & More

Global tech services provider World Wide Technology (WWT) and endpoint management vendor Tanium are collaborating to leverage each other’s strengths, bringing new offerings to market. 

We spoke with Tanium’s SVP of Global Partner Sales, Tony Beller, about deepening the relationship with WWT and other strategic partners as Tanium continues to scale.

Tanium establishes lab experience with WWT to show ‘real-world value’ of AEM

The two companies recently launched a Tanium AEM lab environment within WWT’s Advanced Technology Center (ATC), providing partners and customers with firsthand experience with Tanium’s various solutions.

The organizations say the lab enables hands-on validation, faster time-to-value, and seamless integrations across key ecosystems, including ServiceNow and Microsoft.

Beller says the labs are a way for both companies to demonstrate how their technologies and offerings address customer needs in a tangible, outcome-driven manner.

“Our partnership with Tanium is critical in providing our customers with seamless access to the most comprehensive IT and security solutions to drive efficiency and resilience amidst increasing complexity,” said Chris Konrad, the vice president of global cyber at WWT. “This collaboration not only empowers our customers with next-generation endpoint management but also redefines what’s possible when industry leaders unite to deliver integrated solutions. Together, we’re creating new opportunities for organizations to secure, manage, and optimize their digital environments more effectively than ever before.”

“Building this with WWT’s ATC, and its data center footprint and sheer technical capacity, allows our joint customers and prospects to see the power of our solutions live,” Beller said. “We’ve already seen the results of this – we closed a deal with a large telco provider after their leadership was able to see results in action through the lab.”

The lab with WWT is also just the latest in a string of hands-on demonstration environments that Tanium has built with partners worldwide. According to Beller, the company is also working with partners like CDW and PwC to bring testing environments to life in the US and across the EMEA and APAC markets.

“We absolutely plan to take this approach and bring it to more customers around the world, and we’ll need our partners to help us do that,” added Beller.

WWT collaboration is just one example of how Tanium goes to market with strategic partners

The partnership demonstrates how Tanium leverages alliances to extend its endpoint solutions into IT service management and cybersecurity workflows. Tanium’s endpoint solution integrates with popular vendors such as Microsoft and ServiceNow to extend its endpoint solution into ITSM, ITOM, and SIEM workflows. 

To Beller, this is just one example of how Tanium is approaching its technology and the needs of its partners.

“When we launched AEM last year, we knew we had to to address how we approached our partners and how we leveraged them to help drive adoption of the product,” Beller said. “Once we did that work, our partners responded, because they began to see the integrations and overall solution as something that could be exponentially more profitable for them.”

Beller also says the labs like the one established with WWT will continue to see growth into new phases as the partnerships deepen over time. To him, this looks like epxanded programs and partners eventually developing vertical-specific solutions and managed services offerings that leverage Tanium’s AEM to deliver higher client satisfaction.

“We don’t want to corner any customer into working with a particular partner, so we want options, but we’re also focused on the approach that less is more,” Beller said. “We’re going deeper and wider with our core group of partners, especially the 20 or so GSIs we have marked as strategic partnerships for us.”

How Beller wants to see Tanium build on strong momentum and high-growth journey

Beller told us earlier this year that he felt Tanium was in a stronger position now, thanks to its partners and alliances with leading providers, than ever before. The company is experiencing what he calls a stage of high-growth, and Beller thinks partners will be the path to continued success throughout the next year. 

He says the company is already investing in new pathways to partner-led sales, with early success from partners like AHEAD showing the possibility of entire sales territories managed entirely by partners.

To ensure no competition between partners and Tanium’s own team, the territories are structured to be fully sold, supported, and managed by those partners. He added that Tanium provides access to the technical and sales training its own team receives and other enablement resources as the company expands how its partners support mutual customers.

Beller also says the company and its core group of GSIs are following the increasing demand for managed services closely, and Tanium believes that its products drive profitability around managed offerings that its partners are investing in.

As Tanium scales its global partner ecosystem, labs like the one with WWT will be key to driving product adoption, managed services growth, and long-term IT security value.