CrowdStrike's Partnership Masterstroke

Last quarter, a stunning 🎯 64% of CrowdStrike's new customers were partner-sourced, driving a 39% growth rate. The company also won the AWS ISV Partner of the Year award and scaled from 0 to $XXm in a Dell OEM partnership. Let's take a look.

📈 Why 64% of Crowdstrike's Customers Are Partner-Sourced

George Kurtz, its Co-Founder and CEO makes it clear:

“64% of new customers from large enterprises to SMBs were sourced from our partners in the quarter. Our industry-leading partner ecosystem is embracing the broader Falcon platform, building long-term, differentiated businesses with CrowdStrike.”

CrowdStrike isn't just lucky; they've built as a partner-first company. About a year ago, they also initiated "Program Harmony," a strategy aligning the entire customer journey with partner incentives.

Michael Rogers, VP of Global Alliances, explained how they were “taking the majority of the partner types and starting to look at it with the customer in the middle.

Multiple partners can play a role on a journey to bringing a customer on board initially, to supporting that customer going forward. And they can all participate and be rewarded for their contribution to that opportunity.”

This approach is clearly paying dividends, as their CEO recently noted:

“Heading into the second half of the year [2023], we see increased momentum in the business driven by record levels of new logo and upsell pipeline, 📍 record deal registrations from our market-leading partner ecosystem”

☁️ AWS Marketplace Success

CrowdStrike has been also making waves with its Amazon Web Services (AWS) marketplace-first strategy. They won AWS's ISV US Partner of the 2023 award and are the largest cybersecurity GTM partner for AWS.

Why marketplace-first? Customers can buy with cloud commits, deals close faster, and customer onboarding and retention improve.

The CrowdStrike team called the AWS marketplace nothing short of a "game changer." They've reduced selling time from months to days and onboarding some enterprises in 24 hours.

Once customers start using AWS marketplace, there's no going back.

💻 The Speed of OEM Partnerships: The Dell Example

OEM partnerships are another frontier that CrowdStrike is mastering. They announced an alliance with Dell Technologies in March, making their cybersecurity platform “available across a broad set of Dell offerings, including with the purchase of Dell commercial PCs.”

In just months, CrowdStrike CEO reports: “the initial momentum we are building through our partnership with Dell is exciting, delivering eight figures in deal value [$XXm]”.

💡 Partnerships could be growth engines. When aligned, they bring in customers and create enduring value across the customer journey.

This case study shows that rapid ramp up at scale is entirely possible too.

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