The goal of Highlight's redrawn channel strategy is to sign up 30 new partners by the end of the year as it rolls out an expanded growth programme across Europe. Highlight offers SaaS solutions that deliver visibility and analytics of networks in real-time and it says a revamped go-to-market approach will make its services more accessible to MSPs and SMBs.
The company currently works with Tier 1 and 2 service providers globally and a number of UK based MSPs, but it plans to expand its operations through a new partner portal that improves access to marketing, sales and training packages.
Significant growth is expected in the UK but the company also wants to recruit partners further afield in Germany, Benelux, the Nordics and the Middle East.
Highlight Sales and Marketing Director Edmund Cartwright (pictured) stated: "Having the tools that underpin continuous service performance monitoring, alerting and reporting for both the service provider and the corporate customer will be a competitive game changer.
"Providers will only succeed if their customers can review information through a single pane of glass to see the performance of networks and critical applications together.
"This means service providers can go beyond the SLA to deliver a win-win on engagement, reducing friction and facilitating the right discussions as part of an open and trusted relationship with customers."
Cartwright believes that traditional thinking on service delivery is outdated, and that the main barrier to making improvements is 'political'.
"Engineers still have a big voice and assume their tools are sufficient to enable their sales and service management team to deliver the right level of service," he added.
"But we are taking our story to the less and non-technical decision makers within our service provider audience."