Make the joint sale easier.
Account-specific use cases, discovery questions, objection handling, approved demos and clear deal roles.
GIVONN JONESCandidate for Channel & Alliances Director, NAMER
The Right Partners.
The Right Routes.
The Right Owner.
Welcome, Reclaim Leadership.
I built and owned SiteLock’s SECURE partner program from inception, then scaled a strategic partner portfolio at Dropsuite. At Reclaim, I will engineer the channel program, activate partner sellers, develop strategic alliances and own an agreed channel revenue contribution.
Prepared for Hai Gur, Stephen Wadsworth and Reclaim leadership · November 3, 2026
THE EXECUTIVE RECOMMENDATION5 SLIDES
The growth case. The commitment. The proof.Includes the relationship heatmap and GoDaddy + SiteLock case
WHAT RECLAIM GAINSMore selling capacity.
More selling capacity.
More repeatable revenue.
Own an agreed channel contribution to Reclaim’s $3M 2027 revenue goal, with $5M as the stretch.
$25M+SiteLock SECURE partner revenueContribution in less than 18 months
$1.4M → $4.5MDropsuite partner-driven closed ARRPortfolio growth · 23+ strategic partners
108%Kaseya average quota attainmentView evidence & attribution →
CHANNEL & ALLIANCES
EXPERIENCE
GTM EXPANSION / PARTNER ENTRY & ACTIVATION
Secure partner commitment that
converts demand into revenue.
Expand direct sales through partners that bridge verified capability gaps with Reclaim, commit sellers to joint execution and make the economics work for both sides.
MY PROPOSED OWNERSHIP
I will build Reclaim’s partner program and own readiness, entry and seller activation. I will bridge verified capability gaps to joint wins through approved commercial models, marketplace transaction design and repeatable seller playbooks.Define the mandate and first win
What’s in it for Reclaim?
01
Revenue growthActivate partner selling capacity to expand Reclaim’s reach and produce measurable, repeatable revenue.
02
The first dealSecure buyer access, shared execution or procurement value that helps Reclaim win and justifies partner margin.
03
The next dealsSecure named seller commitments and a dated mutual action plan to originate and advance qualified opportunities within mapped accounts.
04
The partner systemBuild the playbooks, onboarding, seller enablement and reporting that turn individual wins into a scalable partner business.
INSPECT THE ROUTESFind the shortest credible path to the first win.Regional and national VARs · MSP / MSSP · VAD / TSD · Technology alliances · Marketplace purchasing
WHERE TO PUT THE X / ROUTES TO QUALIFY
The right route earns Reclaim’s investment.
Place the X where a confirmed capability gap, customer access, committed sellers and viable economics meet. Compare regional specialists with accessible national teams; validate speed and competitive friction.
Marketplace: activate the AWS listing
Build on Reclaim’s existing AWS listing with one qualified account, one committed partner and one cloud route. Confirm buyer commitment eligibility, partner selling authorization and net deal economics. Customer security, legal and budget approvals still apply; retain direct purchasing when faster.
Technology alliances: qualify the joint customer value
Use the Better Together playbook below to test a supported use case, secure an alliance owner and agree a joint account plan. Integration support, marketplace eligibility and field seller commitment are separate evidence gates.
Customer need
A qualified deal with an urgent, supported use case.
Partner value
A capability gap the partner confirms Reclaim can bridge, with viable economics for both sides.
Seller commitment
A named seller with account influence and a dated customer action.
PARTNER SALES & MARKETING ENABLEMENT / BETTER TOGETHER
Give partners a compelling reason
to sell with Reclaim.
Equip them to win.
I will build and commercialize a Partner Security Posture Enhancement Practice: offers that strengthen customers’ existing security investments and give partners a profitable reason to sell with Reclaim. I will own packaging, Better Together positioning, partner economics, sales and marketing enablement, and joint pipeline development.
PROPOSED FIRST OFFERContinuous Security
Continuous Security
Posture Optimization
Turn assessment findings into a recurring partner business. Start with one endpoint environment: establish the gap, deliver an approved improvement and prove the value of ongoing optimization.
Inspect the offer, ownership and evidence gates
| Customer offer | Partner deliverable | Commercial path |
|---|---|---|
| 01 · Assess & prioritize | Interpret Reclaim’s assessment with the customer. Agree a baseline, priority gap, business owner and supported next action. | Qualify demand. Reclaim advertises a free assessment; separately scope any paid partner advisory work. |
| 02 · Implement & validate | Deliver a scoped activation with approved changes, delivery ownership and customer-accepted before/after evidence. | Approved Reclaim license plus clearly scoped partner implementation services. |
| 03 · Optimize & expand | Manage exceptions, review drift and outcomes, coordinate approved changes and use QBRs to identify the next validated need. | Recurring Reclaim subscription plus a partner service fee, subject to licensing, support and viable delivery economics. |
What I own: offer design, partner economics, Better Together sales plays, marketing and seller enablement, joint pipeline, attribution and performance against an agreed channel revenue target.
How we execute: Product / SE validate supported capabilities, assessment outputs and technical acceptance criteria. The customer authorizes changes; the agreed delivery owner performs the service. Hai approves commercial terms; Stephen and the AE own account priorities and sales execution.
Evidence to scale: customer-accepted exposure closure, remediation time, exception burden and delivery effort; assessment-to-paid conversion, recurring subscription attach, partner contribution margin and repeat opportunities. Keep one-time service fees separate from ARR.
Before a managed-service launch: confirm supported scope, MSP licensing and tenant access, change authority, support responsibilities and net economics. Include license costs, delivery labor, marketplace/intermediary fees and incentives. Price for supported customer outcomes and measure delivery efficiency.
Why this fits Reclaim, and where proof is still needed
Reclaim positions endpoint optimization as improving existing endpoint tools. Its public assessment and PIPE’s business-impact prediction are distinct capabilities; the exact assessment output and access model must be confirmed. These pages support the practice hypothesis, not an approved service package.
The Tenable comparison supports testing a complementary workflow. Tenable also markets automated remediation and patching, so validate incremental value against the customer’s licensed tools. Tenable is not added as a cleared alliance target. Existing platform exclusions remain in force.
Public positioning reviewed November 6, 2026. No formal alliance, validated customer result or approved commercial package is claimed.
Build a business practice.
Package, price, sell, deliver and renew a supported service, with defined support ownership and viable service economics.
Turn insight into opportunity.
Buyer triggers, qualification guides, approved referral economics and clear handoffs to Reclaim’s sales and technical teams.
Start with one supported play. Prove the customer outcome and partner contribution. Then document an approved success case that gives the next seller the confidence and evidence to win.
Measure what moves revenue: enabled sellers who originate or advance qualified opportunities, win business and repeat the play.
TARGETED INCENTIVES / EARNED CONTRIBUTION
Where useful, I will design time-bound incentives and SPIFFs tied to defined outcomes such as qualified opportunities, first paid wins or repeat sales. Agree the budget, eligibility and payout triggers with Reclaim and partner leadership; include the full cost in deal economics and inspect incremental contribution.
Validated use casePartner offerSales & marketing kitJoint executionApproved success case
Inspect cloud, Microsoft and service-platform plays
Proposed sales plays, not established Reclaim integrations, alliance approvals or seller commitments.
Prove the use case.
Make it easier to buy.
Joint value: Pair a validated customer outcome with an eligible AWS purchasing route and a VAR’s accepted contribution.
Seller action: Qualify one account and request a specific buyer introduction or procurement step.
Evidence gate: Customer eligibility, partner offer rights, net economics and AWS co-sell status. A listing alone does not establish field engagement.
AWS co-sell guidance ↗Bridge a verified gap
in the customer’s Microsoft stack.
Joint value: Test whether Reclaim can improve an agreed outcome alongside the customer’s existing Microsoft investment.
Seller action: Equip a committed Microsoft partner seller with a joint discovery call and account plan.
Evidence gate: Product / SE validation of integration and native overlap. Confirm Microsoft field co-sell and MACC eligibility separately when relevant.
Microsoft co-sell requirements ↗Bridge remediation
into the service workflow.
Joint value: Test whether Reclaim can shorten an approved remediation workflow, reduce technician effort and support a profitable managed service.
Seller action: Engage a committed MSP or ITSM partner around one customer workflow and a measurable service outcome.
Evidence gate: Validate supported APIs, approvals, tenant isolation, native-tool overlap and service economics. Ticket closure alone is not proof of remediation.
Inspect the platform shortlist ↓Qualify the service partner’s gap first.
Exclude platform-vendor targets that advertise automatic remediation. Prioritize an MSP with an unmet customer need, a committed seller and an offer Reclaim can profitably support.
MSP SERVICE PLAY / A FOCUSED ENTRY
Customer access. A verified gap. Shared revenue.
The customer
One ICP-qualified account with an unresolved exposure that the current tools and service cannot adequately address.
Validate demand and buyer permissionThe partner
A named MSP seller and technical owner, with measurable contribution to buyer access, delivery or procurement.
Secure a dated mutual action planThe offer
A supported Reclaim capability, an approved delivery model and positive contribution for both sides.
Clear readiness before joint executionPlatform screen: seven vendors excluded for advertised automatic remediation; Halo held out for automatic issue-resolution claims. No platform target is cleared.
Review the MSP route and screening evidence →Workflow tools such as Jira and ServiceNow may remain integration context in a customer’s stack. Their presence is not a platform-alliance recommendation; supported scope and overlap still require review.
What I will build: a joint value one-pager, offer and economics guide, discovery and objection playbooks, co-branded campaign assets, approved solution workflow, seller enablement and a mutual action plan. Givonn owns commercial enablement and execution; Product / SE validate technical proof, Stephen aligns the account team, and Marketing and Customer Success help package approved customer evidence.
FOCUSED, NONEXCLUSIVE CO-SELLCoexistence earns attention.
Coexistence earns attention.
Contribution earns investment.
The upside: a validated Better Together offer can improve the customer’s existing security investment, give the partner a service to sell and create recurring Reclaim revenue.
The risk: native remediation overlap, unclear delivery ownership and margin dilution can undermine the offer. A complementary customer use case does not establish a vendor alliance or co-sell commitment.
The control: buyer permission, a named seller, agreed account roles and approved transaction terms before joint engagement. Reclaim retains AE ownership and the deal’s original source attribution.
WHY GIVONN / BUILT, ACTIVATED AND OWNED
I build the partner business.
I own its performance.
At SiteLock, I built and owned SECURE. At Dropsuite, I applied service packaging, onboarding and activation to a strategic partner portfolio. The common thread: a sellable offer, enabled sellers and revenue accountability.
Partner revenue contribution
in less than 18 months
- What I built
- I designed the sales playbooks and architected partner models with Marketing, Sales, Product, Legal and Customer Success.
- What I owned
- The SECURE program, a portfolio of 75+ global service providers, resellers and affiliates, and the pipeline and revenue results of that book of business.
Growth in partner-driven closed ARR
- What I built
- I applied service packaging, onboarding, activation and sales enablement to standardize cloud data protection offers.
- What I owned
- The U.S. channel and a portfolio of 23+ strategic partners, generating $6M+ in pipeline and $4.5M in closed ARR.
THE BRIDGE TO RECLAIM
The pattern is directly relevant: turn a technical capability into an offer partners can sell, build the operating model across functions and own the resulting business. I will apply that discipline to Reclaim’s partner program, seller activation and agreed channel target.
Reclaim’s autonomous-remediation use cases, partner fit and commercial readiness still need to be validated. Prior results establish operating experience, not a Reclaim revenue forecast.
108%Kaseya average quota attainment
Revenue accountability alongside recruiting and activating 70+ net-new MSP partners annually.
$3M+AvePoint partner-sourced pipeline
Generated in three quarters through joint GTM with Pax8, TD SYNNEX and Ingram Micro.
40+ MSSPs / yearKaseya MDR service activation
Lead contributor to packaging and enablement that helped cut launch time from 12 to 6 weeks.
Evidence, scope and attribution
SECURE ownership, portfolio scope and $25M+ partner revenue contribution in less than 18 months are supplied directly by Givonn. Dropsuite and the supporting Kaseya/AvePoint results are reported in his October 30, 2026 Channel Executive Résumé, supplied November 3. Kaseya is updated to 108% average quota attainment per Givonn’s clarification; the averaging period is not specified. Results are self-reported and not independently audited.
SECURE’s $25M+ is program-wide revenue contribution. The GoDaddy case below is a separate account-level view of the SiteLock business; its $5M ACV is not added to the SECURE result. Dropsuite’s $4.5M is the ending closed-ARR measure, not incremental growth; its $6M+ pipeline is separate. AvePoint pipeline is not closed revenue. These different scopes, periods and measures are not summed.
Inspect what I built inside the GoDaddy + SiteLock relationship →
THE ACCESS I BRING / AN INITIAL COHORT
Deal flow starts the conversation.
Trust opens the door to partnership.
I bridge both to partner commitment.
These five VARs are a starting cohort within my broader executive and seller network, developed through AvePoint, Kaseya/Datto, Dell and MSP ownership. I will activate the best-fit relationships where Reclaim fills a verified gap and gains committed sellers.
Access is the starting point. I own the readiness assessment and the work to turn that access into accountable sponsorship, aligned accounts and measurable co-sell commitments.
SHI, GuidePoint and Optiv: green relationships. Trace3: amber. ePlus: red. Reclaim readiness remains Unverified / Gray across all five.
Private contact detail remains in the access-controlled VAR Directory.
RELEVANT EXPERIENCE / GODADDY + SITELOCK
I built the operating model
that scaled partner revenue.
I converted customer demand into partner revenue by commercializing bundled security and emergency remediation offers, activating sellers and owning the operating model.
$5MSiteLock annual contract valueGoDaddy relationship
12-month measurement period
12-month measurement period
200K+Paid usersReached in under 12 months
350K+ total at the common reporting date
350K+ total at the common reporting date
~2.5×Annual hosting + security ARPUGoDaddy: approximately $95 to $240
per customer, per year
per customer, per year
What I built and owned
I engineered partner models for bundled security and a standalone emergency remediation offer. VARs sold and managed the service; SiteLock performed remediation. I coordinated seller training and customer handoffs, and owned billing, forecasting and renewals.
The application to Reclaim
Revenue contribution. Own an agreed channel share of Reclaim’s $3M 2027 revenue goal, with $5M as the stretch target.
Channel and alliance playbook. Map and inspect routes for confirmed gaps, committed sellers and viable economics.
Operating execution. Own readiness, onboarding, seller enablement and HubSpot discipline. Inspect account plans weekly and partner results in QBRs.
Historical results and operating experience reported by Givonn Jones, not independently audited. The original hosting partnership differs from Reclaim’s model and scale. These broader partnership results are not attributed solely to emergency remediation and are not a Reclaim forecast. The case includes metric definitions and package scope.
GROWTH PHASES / EVIDENCE BEFORE EXPANSION
Win the first customer.
Equip the next seller.
Scale the proven play. The first 90 days target readiness clearance and a first customer achievement. Paid wins, repeat sourcing and viable economics earn progression through the growth phases.
GIVONN IN THE ROLE / ONE WORKING OPPORTUNITY
How I will turn the first opportunity into a repeatable partner play.
Stephen selects a priority customer with the AE. I own the partner work that makes the opportunity executable and worth the margin.
- 01
Recommend the route
I match the customer need to a partner-confirmed gap, compare buyer access and speed, and recommend the strongest route.
Output: one account + a qualified route hypothesis - 02
Secure seller commitment
I turn relationship access into a named account seller, defined contribution and dated customer action, with buyer permission.
Output: seller + contribution + next action - 03
Make the deal executable
I coordinate technical validation, partner onboarding and commercial approvals. Reclaim’s AE retains account ownership.
Output: readiness record + approved joint plan - 04
Inspect value and earn the repeat
I review customer progress, partner work and net economics weekly, then secure the next sourcing commitment or redirect effort.
Output: evidence to expand, correct or stop
START WITH ACCESS. QUALIFY THE ROUTE.
Open the Decision Scorecard →SHI is a route to test, not a predetermined winner.
The decision scorecard preserves my AvePoint/Microsoft deal history and Q2 2026 connection, then tests what Reclaim gains: revenue growth, the first deal, the next deals and the partner system. Inspect risks, evidence and economics before committing. A regional specialist or the direct route may be stronger on access, fit or speed.
The evidence that earns the next phase
Growth phases advance on evidence, not fixed day ranges. Customer acceptance and the first paid win are separate milestones. A pilot or line-card listing is not revenue.
THE ECONOMICS TESTWhat does Reclaim gain for the margin it gives up?
With the same price and Reclaim effort, adding a 25% reseller share reduces illustrative contribution from $60 to $35 per $100 of baseline ACV.
New buyer access, higher conversion, procurement value or shared work must justify that cost. Uncommitted future leads do not automatically offset today’s margin.
Normalized first-year example, not Reclaim pricing or actual margins. Compare executable routes. If direct procurement is unavailable, the direct case is not a viable alternative.
| Party | Direct | Partner | Stress |
|---|---|---|---|
| Reclaim | $60 | $35 | $10 |
| VAR | n/a | $10 | −$2.50 |
Base: Reclaim costs $20 nonlabor + $20 labor. VAR share 25%, with $15 labor. Stress: customer price falls to $80 and both parties’ labor rises 50%. Excludes fixed overhead, financing and renewal upside. Marketplace and intermediary fees are not modeled here; add them for the selected transaction. Replace every input with approved actuals.
THE NEXT CONVERSATION / THE LEADERSHIP DECISION
Align on the mandate.
Put ownership behind the first win.
Appoint me to lead NAMER Channel & Alliances. Agree the channel share of Reclaim’s $3M 2027 revenue goal ($5M stretch), decision rights and AE/SE support. Measure initial 90-day activation by readiness clearance and first customer achievement.
GIVONN JONES
Build the practice. Own its contribution.
Commercialize the partner practice: package validated use cases, qualify complementary routes, activate sellers and own performance against the agreed channel target. Own program readiness, enablement, marketplace transaction design, attribution and QBRs.
HAI GUR
Authorize the commercial route
Partner routes, entry offers, margin floors, transaction terms, incentive budgets and bounded investment. Sponsor priority conversations; partners retain their own vendor approval authority.
STEPHEN WADSWORTH
Commit sales capacity
Priority accounts and use cases, retained AE ownership, compensation alignment, committed SE capacity and customer buying milestones.
THE MANDATE TO AGREE
Hire the owner who can build it, activate it and run it.
Appoint me to turn Reclaim’s technical capability into a partner business: a sellable practice, committed sellers, an approved operating model and an inspected revenue plan. Start with one assessment-led opportunity, an agreed channel target and clear decision rights.
For Stephen: one accountable partner owner who brings a recommended route, accepted seller commitments and decision-ready account plans, with Reclaim’s AE retaining the customer relationship.
Before launch: agree the effort cap, success criteria, accountable owners and stop-or-expand gate. Continue direct selling where a partner route would delay the customer.
Email Givonn Jones to align on the mandate, success criteria and next step.
Inspect the supporting materialsWORKING EXAMPLES / PARTNER PLAYBOOK ASSETS
The partner playbook.
Built to activate, prove and scale.
This room makes the foundation tangible: executive briefs, qualification scorecards, activation plans and proof of delivery. Each asset helps a partner take a specific next step. I will build on this foundation with route-specific sales plays, co-branded campaigns, seller enablement and approved customer success cases. Partner-facing versions would exclude private relationship detail.
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All five presentation previews were checked against the editable recommendation on November 6, 2026. All proposed targets, terms and responsibilities require agreement.