Optiv Refines Partner Program as AI Reshapes Cybersecurity
Optiv Refines Partner Program as AI Reshapes Cybersecurity
https://www.channelinsider.com/security/managed-services/optivone-cybersecurity-partner-strategy/
Publish Date: 2026-05-15 14:14:00
Source Domain: www.channelinsider.com
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John Hurley, chief revenue officer at Optiv, said the company’s OptivOne partner program was designed to bring more transparency, predictability, and defined rules of engagement to a cybersecurity ecosystem he described as “hyper competitive.”
“This marketplace that we deal with today is very competitive, like hyper competitive,” Hurley told Channel Insider. “When you partner with somebody from an intentional perspective, you want them to know that you’re gonna not ride the fence.”
Hurley said Optiv built the program with an eye toward the structure and clarity often found in OEM and ISV partner programs.
One major change was publishing partner levels and rules of engagement so vendors could better understand where they stood, what Optiv expected, and how the company would invest in the relationship.
“We wanted to be predictable and transparent to our partners,” Hurley said. “They knew what they were getting when they partnered with Optiv.”
Emerging cyber vendors seek clearer channel paths
The program also reflects the rapid entry of new cybersecurity vendors into the market, particularly as AI accelerates product development and acquisition activity.
Hurley said Optiv’s ecosystem includes more than 450 partners, ranging from major platform vendors to emerging cybersecurity startups. He noted that newer vendors can no longer be dismissed simply because they are early-stage.
“You can’t look past anybody anymore,” Hurley said.
That reality has changed how Optiv evaluates potential partners. Hurley said the company uses its portal to help onboard new vendors, allow established partners to update content and go-to-market materials, and give Optiv’s sales teams better visibility into…
