Armis has introduced the
Armis Select Partner Program with a clear break from traditional channel design. Instead of tiers and fixed requirements, the program is built around choice. Partners can sell, deliver services, build joint solutions, or combine all three based on how they run their business. The goal is to make it easier to engage with Armis in ways that reflect how security providers actually work today.
Moving Away From One-Size-Fits-All Channel Models
The redesign is a response to channel programs that reward status more than real contribution.
Patrick McCue, Senior Vice President of Global Partners at Armis, told ChannelE2E that flexibility and simplicity were the main drivers behind the change.
“The redesign was implemented to move away from a traditional model and a one-size-fits-all approach. Our goal is to offer partners more flexibility and simplicity, ensuring that our program aligns with their specific business needs,” McCue said.
Rather than using tiers to signal value, Armis is shifting how partners earn benefits. “To ensure high-value partners aren't subsidizing low-commitment ones, we’ve shifted from status-based perks to performance-based incentives,” he added. In practice, that means rewards are tied to engagement and outcomes, not titles or levels.
Performance Matters More Than Tiers and Status
For many partners, especially MSPs, MSSPs, and service-led providers, tiered programs can create friction. Cyber exposure management often involves integration, ongoing monitoring, and advisory work that does not line up neatly with resale volume. By tying incentives to actions, Armis is giving partners more room to differentiate through services rather than transactions alone.
This also matches how customers consume security today. Organizations expect partners to help put tools into operation, prioritize risk, and deliver ongoing value across expanding attack surfaces. Supporting multiple routes to market reflects that reality.
A Repeatable Managed Service
The program redesign also focuses on MSPs that need consistency at scale. Managing dozens or hundreds of customer environments leaves little room for custom builds. McCue said Armis has adjusted both pricing and enablement to support repeatable delivery.
“Armis has evolved into a repeatable managed service by offering deeper discounts, expanded enablements, and enhanced partner benefits designed specifically for scaling a managed services practice,” he said.
Support has been built into the model as well. “We have introduced a dedicated Partner Success Team that provides a custom, ‘white glove’ approach to ensure MSPs have the strategic support they need to succeed at scale,” McCue added. The emphasis is on reducing friction as partners onboard customers, expand usage, and grow managed offerings.
The Armis Select Partner Program points to a partner-first strategy centered on participation rather than labels. Removing tiers lowers barriers while still rewarding deeper involvement. For partners, the takeaway is straightforward: more control over how they engage, clearer alignment between effort and incentives, and a structure designed to support managed services as a core business, not an add-on.
