SentinelOne’s Aggressive Channel Expansion Strategy
Cybersecurity vendor SentinelOne is intensifying its commitment to the channel with expanded incentives and a major push around AI-powered security solutions. During an exclusive interview at the 2025 XChange Best of Breed Conference, CEO Tomer Weingarten disclosed that the company is developing a comprehensive partner program update designed to help solution providers expand beyond endpoint security into high-growth areas including cloud security, GenAI data protection, and next-generation security operations.
The AI Revolution For MSSPs And Channel Partners
Weingarten emphasized that the emergence of agentic AI represents a “tremendous thing for the channel” that could create 10X growth opportunities for managed service providers. “For MSSP providers, the art of the possible for them just went from managing EDR and using platforms like ours to now being in the position with the EDR provider to manage the entire enterprise security stack,” the Weingarten-led company’s chief executive told CRN. This expansion builds upon the strong foundation that EDR solutions have provided for partners while opening new revenue streams through expanded security capabilities.
Expanding Beyond Core EDR To Comprehensive Security
The updated partner program will enable solution providers to leverage SentinelOne’s platform to connect additional data sources and security tools while maintaining consistent policies and capabilities. “EDRs have been a tremendous source of growth for MSP partners,” Weingarten noted. “Now that they have that footprint and they already have the platform, you can easily say, ‘OK, let me now connect more data sources, more footprints into my existing platforms.'” This approach allows partners to extend their computer security expertise across multiple domains without requiring extensive retraining or platform changes.
Automation And AI-Driven Security Capabilities
SentinelOne’s increased focus on AI-driven security means many repetitive tasks can now be automated across the vendor’s entire product portfolio. Weingarten believes that partners who effectively leverage these capabilities will benefit significantly from the AI revolution. “To me, if they’re able to really internalize that and to learn it, they’ll be able to benefit more than almost anybody else in this AI generation,” he said. “Because customers are not going to figure it out themselves. I think that’s why MSPs are so powerful.” This automation extends across various security domains, including specialized areas like those covered in the IEC 62443 cybersecurity course for manufacturing.
Monetizing The AI Security Opportunity
The CEO emphasized that as the channel ecosystem matures, partners will be positioned to monetize automated security services for their customers. “If the channel ecosystem matures to the point that it can also start automating for the customer, I think this is just a huge opportunity that they can monetize,” Weingarten stated. “And they’ve got all the technology to do it. As far as I’m concerned, SentinelOne is giving you all the bits and pieces to build a whole new business for the next generation.” This approach aligns with broader industry trends toward comprehensive security management, similar to discussions around strategic technology investments in other sectors.
Next-Generation Partner Program Enhancements
SentinelOne is designing a completely new partner program with enhanced incentives and specialized training focused on leveraging AI for modern security challenges. “We’re doubling down with our channel ecosystem,” Weingarten confirmed during the 45-minute interview. The program will emphasize how partners can utilize AI capabilities across SentinelOne’s expanding product portfolio to deliver more comprehensive security services to their clients. This commitment to partner development reflects the company’s recognition that channel relationships are crucial for widespread adoption of advanced security technologies.
Broader Industry Context And Future Directions
Beyond the partner program updates, Weingarten discussed several related topics during the interview, including approaches to cyber resilience following the 2024 global IT outage and his support for mental health initiatives at Palo Alto University addressing technology’s impact on wellbeing. The conversation also touched on the importance of sustainable business models in cybersecurity, echoing concerns raised in discussions about executive compensation and corporate governance across the technology sector. These broader considerations highlight SentinelOne’s comprehensive approach to security industry leadership.
Strategic Implications For Security Partners
The expanded partner program and AI-focused strategy represent significant opportunities for MSSPs and solution providers to differentiate their offerings and capture additional market share. By enabling partners to manage entire enterprise security stacks through a single platform, SentinelOne is positioning its channel ecosystem as essential advisors in the increasingly complex cybersecurity landscape. This strategic direction acknowledges that successful security in the AI era requires deep partnerships between technology providers and implementation experts who can translate advanced capabilities into practical business protection.
