Venafi Leverages CloudShare to Make Their Channel Partner Training More Effective

Getting integration partners set up and running has always been a difficult-to-manage project for software companies. While SaaS may solve some of the setup issues on the customer side, getting partners what they need is particularly challenging—especially for enterprise-grade software companies that specialize in out-of-the-box product integrations within the security and IT space.

That’s exactly what Venafi—a machine identity management solution for Global 5000 companies—faced as they sought to expand their ecosystem across dozens of partners.

AWS just didn’t cut it for channel partner training programs

Initially, the company tried using Amazon Web Services (AWS) to deliver their virtual environments to channel partners. But the process of creating and sharing these Proof of Concept (POC) environments, managed by the Customer Support team, proved to be costly and resource-intensive. It created a bottleneck in the process without providing any visibility to usage within the channel partner environments.

More specifically, the AWS approach resulted in:

• A cumbersome setup process with a bottleneck within the Customer Support team.
• No visibility into real-time partner interaction within the environment.
• High maintenance costs for the homegrown solution.

“We wanted a single price that included everything; not one that you never really know how much it costs in the end with all the additions. During the evaluation process, our preference was CloudShare because they offered an all-inclusive price that did not require us to pay separately for additional services or features.”

— Paul Cleary, Ecosystem Architect, Venafi

CloudShare: A Dependable Alternative for Integration Partners

Venafi ultimately chose CloudShare’s all-in-one solution for its out-of-the-box functionality, its unique dedication to Venafi’s success—not to mention it provided the exact use case Venafi was looking for.

With CloudShare, Venafi slashed environment setup time and maintenance, eliminated Customer Support overhead, and increased their partners’ efficiency and activity within their POC environments. Venafi gained:

• Greater visibility into partner usage
• Insight into their ROI on partner training software
• Reduced overhead and time on setup
• Improved partner sales efficiency
• Increased activity in POC environments

Download our latest case study, How Venafi Increased Partner Activity & Efficiency With CloudShare, to learn how Venafi brought their partners up to speed with more efficient, accessible and visible environments.