Partner Program
EBOOK
Partner Program Overview
2024 Program Year
[Link]/identity-security
Table of Contents
Welcome 3
About CyberArk 4
Why Partner 6
Our Partners 7
The CyberArk Partner Program 8
Getting Started 13
CyberArk’s Mission
Secure the world against cyber threats so together we can move fearlessly forward
conveys our steadfast commitment to enabling a more secure and safe world.
213 Partner Program Overview
Welcome to Cyberark Partner Network
Dear Valued Partners,
Cyber security – and especially Identity Security – is a top As we press forward with innovating and delivering world-class
priority for nearly every organization. This is especially true for solutions, the CyberArk Partner Network is more important than
those driving digital transformation and accelerating cloud ever. For our Identity Security Platform to make an impact – we
adoption. As forces such as cloud, remote work and reliance on need YOU!
third-party relationships continue to dissolve the traditional
We’re committed to providing the best partner program in
security perimeter, there is a greater need for embracing a Zero
the industry and continuously look for ways to improve your
Trust approach to protect what matters most. Factoring in the
capabilities and profitability while delivering market leading
very real issue of continued attacker innovation, leads to a clear
solutions to our joint customers. To further support you and
and evolving sense of urgency.
your customers, we are also building out new routes to markets,
As we meet these critical business challenges head-on, we such as MSP offerings and AWS Marketplace support to further
continue our focus on providing an innovative approach to Identity deliver value to you and your customers.
Security, centered on privileged access management. Not only do
Matt Cohen
Our partners are a true extension of the CyberArk family, and
we help organizations defend against increasingly targeted attacks,
we owe it to you to provide transparent and predictable outcomes
but we also enable digital businesses by supporting the rapid
for your customers – and profitable solutions for YOUR business.
adoption of new technologies with a security-first approach. Chief Executive Officer at CyberArk
Thank you for being a CyberArk Partner, and we look forward to
As the global Identity Security leader, CyberArk has built on its
many years of growth together.
privileged access management market leadership and extended
the reach of our portfolio – from the endpoint to multi-cloud
environments to the DevOps pipeline. We are busily expanding
the CyberArk Identity Security Platform – including our growing
SaaS portfolio – for our mutual customers.
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13 Partner Program Overview
Who Are We
CyberArk is the global leader in Identity Security. Centered on
privileged access management, CyberArk provides the most
comprehensive security offering for any identity — human or
machine — across business applications, distributed workforces,
hybrid cloud workloads, and throughout the DevOps lifecycle.
The world’s leading organizations trust CyberArk to help secure
their most critical assets.
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13 Partner Program Overview
Comprehensive Identity Security Platform
By reinventing the standalone IAM approaches into a comprehensive Identity Security Platform that provides integrated solutions to secure all identities with the right
level of privilege controls and appropriate type of access, we enable organizations to stay a step ahead of attackers.
We have reimagined what it means to secure workforce After pioneering and leading the market for the past Based on our foundation of privilege controls we’ve
users by recognizing that the legacy approach of MFA 20+ years, we’ve done it again with our modernized created a way for developers to work at the speed of their
and SSO alone is simply not enough in today’s threat view of PAM. We’ve extended our PAM capabilities development – securely. By provisioning zero standing
landscape. It is only through applying the right level of from traditional IT users to cloud ops and third parties privilege access in multi- cloud environments, scoping
privilege controls across all workforce users and their who need flexible access controls to all of their target just-enough permissions to adhere to the principle of least
endpoints that organizations can meet the security resources. It isn’t just about vaulting and standing privilege access, while enabling native workflows, we’ve
needs of the modern workforce. privilege access – it’s also about applying the right introduced, for the first time, a truly secure way for
level of privilege control and access type with zero developers to access cloud services and workloads. When
standing privilege and just in time access. combined with our simpler-to-buy and deploy approach
for securing the applications these developers are building,
we’re rewriting the ability to secure not only developers
but also machine identities – identities that continue to
exponentially increase across our enterprise customers.
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13 Partner Program Overview
Why Partner with CyberArk
Our Unified Identity Security Platform
Built for the dynamic enterprise, the CyberArk identity security platform enables secure
access for any identity — human or machine — to any resource or environment from
anywhere, using any device.
Our People
CyberArk is focused on finding the best and brightest individuals who fit into and embody
the CyberArk culture. In doing so, we have created a company that is passionate about
innovating and working together with Partners to serve our customers.
The CyberArk C3 Alliance
Benefit from more than 100 certified partnerships with leaders in enterprise software,
infrastructure, and security solutions. Comprised of forward-thinking security and IT
technology experts, the C3 Alliance is committed to integrating best of breed solutions
that work together to minimize attack surface vulnerabilities and maximize the ability to
deter and respond to attacks while keeping operations running smoothly and efficiently.
Our Program
Accelerate your growth and provide a modern approach to Identity Security anchored on
privilege to protect against advanced cyber threats. The CyberArk Partner Program (CPP) is the
common foundation to support our Partners. We are dedicated to providing you with the best
program to help you market, sell and deliver our industry-leading Identity Security solutions.
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13 Partner Program Overview
Our Partners Global Strategic Alliances
CyberArk collaborates with global technology and services companies to
The CyberArk Partner Network connects partner organizations provide customers with strategic advisory and solution integration services.
into one of the industry’s largest networks of security focused
Value Added Resellers (VARS)
organizations working together to address today’s most critical
privileged access security challenges.
IT experts that resell products to support CyberArk customers often adding
When you join the CyberArk Partner Program, you have access their unique services and technical capabilities for customer success. This
to training, tools, and resources. And you become part of a includes resellers, consulting and services partners, and Distributors in
global network that works together to drive business growth. emerging markets.
As you achieve your business goals, participate in the program
at the level that suits your unique needs to access more Distributors
benefits, and develop your relationship with us and other
Resell products primarily to the VAR community providing CyberArk
partners in the network.
information, quotes, presales support, and after-sales services.
Managed Services Providers (MSP)
Includes outsourcing and global service providers who take on the full IT,
application, or business process adopting CyberArk solutions to enhance
and secure service delivery.
Managed Security Service Providers (MSSP)
Offer fully managed CyberArk solutions for/to customers.
713 Partner Program Overview
Program Tiers Demonstrate highest level of revenue contribution and have
invested significantly in sales and technical skills development
How Tiers Work and accreditation.
• Must meet revenue threshold • Receives the greatest discounts
The CyberArk Partner Program (CPP), a robust foundation designed to
requirements and maintain the • Broadest set of business development,
empower our Partners.
highest level of pre- and post sales and marketing benefits to
The CPP ensures a unified and predictable program experience for Partners, sales competency. accelerate profitable success.
with rewards tailored to the value you provide to customers and your
dedication to our partnership.
Within this framework, you have the option to align your business and
engagement models seamlessly under one program with a single agreement.
As a member of the CPP, you have access to training, tools, resource and you Demonstrate contribution to revenue & commitment to
become part of a global network that works together to drive business growth. working with CyberArk to drive revenue and commitment
to the resources necessary to achieve enablement.
As you achieve your business goals, participate in the program at the level that
suits your unique needs to access more benefits, and develop your • Required to meet revenue thresholds • More extensive subset of benefits with
relationship with us and other partners in the network. and sales and technical competency. sales and marketing tools and resources
• Receives additional discounts
The CPP has three membership tiers: Authorized, Certified, and Advanced.
Achieving a higher tier provides you with greater economic opportunities,
as well as differentiation and recognition within CyberArk and in the market.
Partners advance through the tiers by attaining tier-specific revenue and
meeting / maintaining enablement requirements.
Entitled to participate in the CyberArk enablement
and certification program.
• No annual revenue or • Basic benefits and
certification requirements minimum discounts
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13 Partner Program Overview
Benefits and Requirements Summary
The following tables summarize the program benefits and requirements for CyberArk Partners by partner tier. Note: Pricing for CyberArk products sourced through a CyberArk
distributor will be as determined by the commercial relationship between the distributor and the CPP Partner.
Benefits
Commercial
Partner Tier Authorized Certified Advanced
Resell Transaction Benefits
Partner Discount Off List Price (Software)1
Deal Registration Incentive2
Fulfillment3
Incumbency Advantage - Price Protection4
Eligible for Promotions and Incentives as available
Referral / Influence Transaction Benefits
Referral5
Influence6
Education, Services, and Additional Product Benefits
Partner Discount Off List Price for CyberArk Services7
Partner Partner Discount Off Price List for CyberArk Training Products7
1
Resell Discount – Excludes Hardware. Resell discounts are applied to indirect sales deals on a per-deal basis. 5
Referral Incentive - is the benefit for referral to CyberArk, whereby the sales opportunity was Partner sourced (found/originated) by the Partner and
2
Deal Registration Incentive – The Deal Registration discount is applied at the time of deal close for an approved sales opportunity on a per-deal basis for subscription license sales referred to CyberArk with the Partner not reselling the licenses or Partner’s Managed Services..
only. Only the registered partner/deal is eligible for the discount. Requires Partner registration via CyberArk Partner Community and/or CyberArk Approval. 6
Influence Incentive- is for Partners who engage to provide influence or opportunity support.
3
Fulfillment - If a license transaction with a customer results from a Customer and/or CyberArk request to only process the order with no additional activities 7
The Resell Discounts for Education and Services Products represent the corresponding discounts on CyberArk’s local price list for CyberArk branded
4
Incumbency Advantage - Price Protection - The incumbent channel partner is entitled to price protection, for having originally secured the sale. training and services.
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13 Partner Program Overview
General
Partner Tier Authorized Certified Advanced
Business Development
Eligibility to Apply for MSP Track of the CyberArk Partner Program
NFR License
POC License and Demo License
Access to Demo Environment
Discounted Product Licenses for Internal Use
Assigned Channel Account Manager (CAM) Opportunity-based
CyberArk Executive Relationship
Access to Product Management
Access to Technical Support Team
Access to Customer Success Team
Beta access
Sales Support
Access to Partner Community
Access to CyberArk Marketplace
Access to Technical Community
Inclusion on Partner Finder
Field Sales Support
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13 Partner Program Overview
General continued
Partner Tier Authorized Certified Advanced
Enablement
Access Self-Paced Online Training
Access to On-site Sales Training
Access to Public Technical Training
Discounted Private On-site Technical Training
Marketing
Partner Communications
Access to Online Marketing Campaigns
Logo Use
PR Support
Eligible for Market Development Funds (MDF)
Support by CyberArk Marketing Manager
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13 Partner Program Overview
Requirements
Partners must meet the following requirements to participate in the CyberArk Partner Program and take advantage of the corresponding benefits.
Group Tier CPA Partner Agreement CyberArk Markets Named Contact Revenue Attainment Certification Requirements
Mature Markets
Advanced Valid Partner Agreement
Emerging Markets1
Mature Markets
Certified Valid Partner Agreement
Emerging Markets1
Authorized Valid Partner Agreement ALL N/A N/A
1
Emerging Market — LATAM, APJ, Israel, Eastern Europe
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13 Partner Program Overview
Get Started
Partner Agreement & Planning
As a member of the CyberArk Partner Network, each partner is required to execute a contract
agreement prior to admittance into the program. In addition to the agreement, partners will
work with CyberArk to:
1. Establish a business plan (depending upon partner tier) with agreed upon goals and metrics
2. Understand program and business requirements
3. Understand certification requirements
Next Steps
Get off to a great start by:
1. Registering for the Partner Community
2. Familiarizing yourself with the program
3. Connect Technical Community¹ CyberArk LinkedIn Group²
1
The CyberArk Technical Community supports the privileged access security goals of our customers and partners and is where you can find technical documentation, engage with peers in the
discussion area, and access our technical support team. Please note that you must have a registered account on the Partner Community to access the CyberArk Technical Community.
2
The CyberArk Certified Professionals Group is a private LinkedIn group comprised of CyberArk partners who have completed the CDE, CPE or CSP training. The group provides access to company
information, updates on product releases and articles on a variety of technical topics from CyberArk.
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13 Partner Program Overview
CyberArk is the global leader in identity security. Centered on intelligent privilege controls, CyberArk provides the most comprehensive security offering for any identity — human or
machine — across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations trust CyberArk to help
secure their most critical assets. To learn more about CyberArk, visit [Link], read the CyberArk blogs or follow us on Twitter via @CyberArk, LinkedIn or Facebook.
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change without notice.
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