Artificial intelligence is moving from pilot projects to production environments at a rapid pace, reshaping the cybersecurity landscape. As organizations embed AI into e-mail, collaboration platforms, code development, and emerging agentic workflows, they're also expanding their exposure to data leakage, identity compromise, and misuse of automated agents. The opportunity is significant, but so is the risk. For security vendors and their channel partners, the question is no longer whether AI will transform enterprise IT; it's how quickly they can adapt to secure it.
Proofpoint is positioning itself at the center of the transition. Long known for e-mail security, the company has broadened its portfolio to include data security and related capabilities, reflecting a broader industry movement away from point products and toward integrated platforms. Customers increasingly want fewer vendors, deeper integration, and consistent protection across collaboration, data, and identity layers. That demand for consolidation is also influencing partner strategy. Solution providers juggling dozens of vendors are under pressure to rationalize their line cards and align with strategic platforms that offer both technical depth and economic upside.
To support that shift, Proofpoint has introduced a new partner program designed to strengthen engagement, improve go-to-market economics, and accelerate platform adoption. The emphasis is on partner-sourced growth and deeper customer lifecycle involvement. Back-end performance rebates tied to growth targets create stronger incentives for net-new acquisition, while expanded renewal and success incentives encourage partners to remain engaged well beyond the initial sale. Enhanced deal protections and co-sell frameworks aim to safeguard partner investments in complex enterprise pursuits.
The broader objective is to change the economic equation for partners. With a large majority of business now transacted through the channel, Proofpoint’s growth strategy depends on enabling partners to lead demand generation, drive AI security adoption, and expand customer relationships over time. In a market defined by rapid AI innovation and escalating cyber risk, platform depth, profitability, and alignment matter more than ever.
To discuss the new channel program and security market opportunities, Stan de Boisset, senior vice president of global channels, joins Larry Walsh of Channelnomics on Changing Channels. Check out the episode below.