Virtru Adopts Channel-First Sales Process for New Enterprise Customers

The Virtru team is shifting to a channel-first sales motion for new enterprise customers.

Moving forward, Virtru will work exclusively with authorized reseller partners for all new enterprise deals. This approach reflects our commitment to value-added resellers (VARs) and their leading role in helping organizations successfully deploy, adopt, and scale Virtru’s data protection solutions.

“Enterprise customers benefit most when they’re supported by trusted partners who understand their unique operational and security needs,” said Bill Smith, Chief Sales Officer at Virtru. “By prioritizing a channel-first model, we’re aligning our go-to-market strategy with how our customers want to buy and how our partners create additional value by tightly integrating Virtru products with other solutions in our customers’ tech stacks.”

The shift formalizes Virtru’s long-standing collaboration with the channel and ensures partners are embedded early in the customer lifecycle.

“Virtru’s decision to prioritize the channel for new enterprise customers is a strong signal of trust and continued collaboration with its partner ecosystem,” said Mark Thornberry, SVP of Partnerships at GuidePoint Security. “By bringing partners to the forefront of the enterprise buying process, Virtru’s customers are set up for success and stand to reap the benefits of experienced resellers and the value they bring to complex security deployments.”

Virtru will continue to support its reseller ecosystem with expanded enablement, alignment, and joint go-to-market efforts as it executes on this strategy. Resellers can learn more about participating in the program at virtru.com/partners.