Establishing trust between Elastic and its partner is what sets the brand apart

Andrew Habgood
VP of Channels and Alliances - Elastic

As partners play a key role in the GTM strategy, Elastic needs to ensure that their journey with the company is fulfilling and rewarding.  Partners also benefit from the power of the community that Elastic has built on its heritage of open source.

Partners play an active role in our vibrant community to ensure the success of our customers. By taking a customer-centric approach, Elastic understands the importance of ensuring that when our partner ecosystem thrives, we can better fulfill the business goals of our customers. We are committed to providing the best service and support for our customers on their journey; this happens when we have partners building successful businesses around Elastic.  

In the APJ region, our partner program has become a critical component of our go-to-market (GTM) strategy and we are making significant investments on many fronts.  Elastic’s partner engagement extends beyond the partner team and this involves and includes many different levels and teams ranging from our senior leadership, sales, solutions architecture, customer success, services, and marketing teams. 

To ensure that we deliver the best results for our customers, partners are brought into conversations early on during joint account planning or discovery workshop sessions to align on customer expectations and requirements. We also know that partners reach many more customers than our own sales team, and in those “partner-led” customers we want to ensure that we are there to support the partner with the resources they need to be successful. Our partner portal is an important source of engagement and communication allowing partners to access all of the latest resources, receive enablement material, register deals, and much more. 

We want to help our partners to scale and grow by enhancing their Services and Sales capabilities and build a business around the solutions and capabilities our customers need. This investment in skills is beneficial to our partners as it ensures that they are set up for success in the long term, and beneficial to Elastic as it ensures our customers succeed on their technology journey. The Elastic Partner Program is designed to offer a spectrum of incentives and investments, and give flexible choice to partners in how they wish to engage - as a reseller, MSP, Systems Integrator, OEM, or other persona. The tiered program provides referral rewards, deal registration discounts and other incentives as partners deepen their engagement with Elastic.