Proofpoint launches revamped global partner network to boost margins and AI-driven security growth

Proofpoint officially unveiled its new Proofpoint Partner Network last week in a move to address the rapid shift toward "agentic" AI and human-centric threats. This revamped global program consolidates the company’s previous channel efforts into a single, high-incentive framework designed to help Managed Service Providers (MSPs) and resellers capture a larger slice of the fast-growing data security market.

The launch marks a transition for Proofpoint, moving away from simple product resale toward a lifecycle-based model that prioritizes long-term partner profitability and specialized service delivery.

A new tiered logic: Select, Elite, and Elite+

The program introduces a streamlined three-tier structure that replaces the older "Element" framework, providing clearer pathways for partners to scale their rewards:

• Select: The entry-point tier for all registered partners, providing access to essential deal registration, sales certifications, and technical training.

• Elite: Aimed at established partners, this tier unlocks Not-For-Resale (NFR) licenses for internal testing and customer demos, along with enhanced backend rebates.

• Elite+: The highest level of partnership, reserved for those with deep technical specialization. These partners receive priority access to Proofpoint’s Global Deal Desk, dedicated Channel Account Managers, and early collaboration on large enterprise pipelines.

Focus on "agentic" security and data protection

The Partner Network is specifically engineered to help the channel navigate the "agentic workspace" - an environment where human employees increasingly interact with autonomous AI agents.

Proofpoint is introducing aggressive new rebates for partners who lead with data loss prevention (DLP) and insider threat solutions, which the company identifies as its fastest-growing segment.

To safeguard the "land and expand" strategy, the program adds strong incumbency protections at renewal. This ensures that the partner who originally secured the account is protected from displacement during the renewal cycle, supporting a recurring revenue model.

Proofpoint is also expanding its presence on AWS and Microsoft Azure Marketplaces as it embraces modern procurement habits. This will allow partners to fulfill deals through existing cloud budgets and consumption-based contracts.

High-margin services: The 2026 roadmap

A key pillar of the new network is empowering partners to build their own service-led businesses rather than relying solely on software margins.

• Certified Deployment Partners: Later this year, Proofpoint will launch a formal track for partners to become certified in deploying and optimizing Threat Protection and Information Protection stacks.

• Health Check Services: Partners can now offer "Proofpoint Health Checks" - high-margin, short-duration consulting engagements designed to assess a customer’s risk profile and open doors for upsell opportunities.

The "one-program" vision

"The market is evolving, and our partners need stronger economics and clearer protections," said Stan de Boisset, SVP of Global Channels at Proofpoint. "We are moving to one global structure that aligns our investments directly with partner growth."

"Proofpoint is giving us the tools to move from one-time transactions to true lifecycle ownership," noted John Hurley, CRO of Optiv, a top-tier launch partner. "The deeper visibility into renewals and the stronger deal protections give us the confidence to invest heavily in their platform."