ALTR Looks To Diversify Partner Base With New Program

ALTR looks to expand its channel community beyond security VARs and SIs with a new program that compensates partners for identifying and referring net new opportunities.


The Austin, Texas-based data security startup said the new ALTR Stackable Margins program will make it possible for cloud architects, application development partners and AWS-focused SI to get involved in deals as a consultant without having to execute the transaction themselves, according to Brian Stoner, vice president of channels and alliances. “I wanted this program to be as innovative as our technology,” said Stoner, who became ALTR’s channel chief in October 2019 after nearly three years at endpoint security pioneer Cylance. ALTR currently has 38 consulting, resale and referral partners, and Stoner said the company is looking to double that over the next year in addition to forming tighter relationships with its existing partners. The company also wants to go from having partners spotting 30 percent of net new opportunities when Stone started at ALTR to 70 percent of net new opportunities a year from now, he said.