BitwardenVaultWorks Sales Room
PREPARED FOR MATT CILLIS

Accelerating
channel revenue.

Activate existing partners. Grow revenue per partner. Turn alliances and priority markets into repeatable, profitable channel growth.

Explore the first 90 days
GJ
Givonn JonesStrategy proposal · November 2026
GLOBAL GROWTH STRATEGY01 / 10
The complete growth strategy10 slides · View in your browser
Build. Activate. Expand.
YOUR GUIDE TO THE ROOMThe mandate.
The execution. The proof.
01
Review the mandateFour priorities, ownership and proof
 02
Inspect the first 90 daysMarket focus, ownership and evidence
 03
Inspect international experiencePartner commercialization and repeatability
THE EXECUTIVE BRIEF

A clear mandate.
Accountability at every step.

VaultWorks translates the channel mandate into four commitments, with one accountable leader and evidence for every investment decision.

THE OPPORTUNITY

Create qualified demand and convert existing partner reach into productive sellers, larger deals and recurring expansion revenue.

THE PROPOSED MANDATE

Own the global number, improve partner economics, commercialize alliances and build the operating discipline to scale.

THE FIRST DECISION

Select a priority partner cohort, one alliance pilot and one international market case. Assign owners, funding limits and proof milestones.

Four pillars. One accountable team.

Clear ownership. Shared execution. Winning together.

OWN · ACTIVATE · ACCELERATE · INSTITUTIONALIZE
IMMEDIATE PRIORITY / ACTIVATE

Put the existing partner base to work. Identify productive sellers, remove barriers to the next deal and concentrate support where customer demand and partner economics justify it.

~2,400partners discussed in the interviewValidate the count, productive cohort and revenue-per-partner baseline.

My proposed accountability: global channel revenue, forecast and investment recommendations. Each workstream has one delivery owner. The proposed roles below would be assigned to named people before launch.

01 / OWN

Own the strategy.
Deliver the global number.

Set the revenue ambition, coverage priorities and regional execution plan. Use experienced local operators to guide market investment, while retaining accountability for global outcomes.

First move Rank the portfolio, assign regional owners and cap one international market test.

Delivery owner
Givonn Jones
Contributors
Regional leads and finance
Measure the outcome
Channel revenue, forecast accuracy and regional contribution
RELEVANT EXPERIENCE

Partner operations and development · reported 12-month case.

02 / ACTIVATE

Transform product-led reach
into partner revenue.

Mobilize partner sellers and strategic alliances with customer-specific value stories, joint campaigns and named-account plays. Convert qualified demand into sales-accepted opportunities, technical proof and paid deployments.

First move Name the campaign owner and committed sellers. Launch one joint campaign within the alliance pilot.

Delivery owner
Alliance lead
Contributors
Partner Marketing, partner champions, Sales, SEs and product
Measure the outcome
Productive sellers, campaign-sourced accepted pipeline, paid conversion and repeat deployments
RELEVANT EXPERIENCESiteLock → Dropsuite · a repeated playbook

Hosting relationships and service commercialization applied across companies.

03 / ACCELERATE

Create economics that
make larger deals work.

Equip partners to win larger opportunities and grow revenue per productive partner through compelling customer value, viable margins and repeatable expansion.

First move Package a priority offer. Validate customer value, partner margin and campaign investment with Sales and Finance.

Delivery owner
Channel sales lead
Contributors
Partner sellers, marketing, SEs and finance
Measure the outcome
Revenue per productive partner, win rate, deal size and contribution after campaign and delivery costs
RELEVANT EXPERIENCE

Activation and POCs · Eastern U.S. · June 2025–May 2026.

04 / INSTITUTIONALIZE

Modernize Partner Ops.
Scale the partner experience.

Build a scalable partner OS on existing systems. Connect onboarding, lead routing, sales acceptance and deal support, with global sales visibility, reliable attribution and early risk escalation.

First move Connect PRM–CRM workflows. Agree seller follow-up windows, acceptance criteria and escalation ownership.

Delivery owner
Channel operations lead
Contributors
RevOps, Partner Marketing, enablement and regional leads
Measure the outcome
Onboarding time, seller follow-up, deal cycle, attribution quality and escalation resolution
RELEVANT EXPERIENCE

40+ MSSPs annually · MDR packaging, enablement and launches.

Career results are reported by Givonn Jones and reflect work with partner and cross-functional teams. Proposed Bitwarden outcomes require an agreed baseline, scope and measurement period.

See a joint campaign from audience to revenue

Create qualified demand.

Owner: Partner Marketing lead

Audience: MSPs serving businesses with shared-credential and employee access challenges.

Offer: A partner-led password-security review.

Message: Give teams the access they need, with clearer control when people join, change roles or leave.

Prepare: A co-branded invitation, use-case page and approved customer proof.

Accept and progress.

Owner: Named partner seller

Follow-up: Contact each routed lead within the agreed window.

Accept: Record the buyer, customer problem, timing and a dated next step. Return unready leads with a reason and nurture action.

Advance: Agree a scoped technical validation and mutual action plan with the customer. Escalate stalled commitments to the channel sales lead.

Measure and reinvest.

Owner: Channel operations lead

Trace: Carry the campaign source from accepted pipeline through paid wins and recurring revenue.

Inspect: Separate sourced and influenced activity; count each opportunity and win once.

Decide: Finance validates contribution after campaign, incentive and delivery costs. The channel leader recommends scale, revise or stop against agreed thresholds.

Proposed campaign example. Validate the audience, offer, assets, budget and thresholds before launch. No campaign results are represented.

Inspect the first alliance, marketplace and program decisions

Alliance pilot

Prioritize a joint customer use case with Malwarebytes or Microsoft. Confirm a partner champion, named accounts, technical owner and a paid-customer milestone before funding execution.

Marketplace route

Assess AWS and Microsoft readiness first; advance GCP where qualified demand supports it. Confirm eligibility, commercial terms, transaction flow and seller ownership before committing launch resources.

Program architecture

Define the offer, economics and handoffs for MSP/MSSP, VAR/VAD and developer/SI tracks. Evaluate ServiceNow, CrowdStrike and MSP platforms against customer workflow fit and repeatable revenue potential.

Proposed priorities for validation. Partner commitments, product fit and transaction readiness are not assumed.

“Do your job” accountability. Own the commitment. Surface risk early. Close the loop. My proposed application of The Bitwarden Way.
ACTIVATION & GLOBAL EXECUTION / FIRST 90 DAYS

Activate now.
Scale what earns it.

Work the existing partner base while validating one alliance pilot and one international market case. Build only what live opportunities require.

DAYS 1–30 / FOCUS

Pick the next revenue wins.

Validate the baseline and priority cohort. Define one joint campaign within the alliance pilot, with a customer problem, offer, campaign owner and named sellers. Scope one international market case with local expertise.

Accountable owner
Channel leader
Contributors
Partner Marketing, Sales, alliances, regional leads and finance
Decision to advance
Named accounts and owners, sales acceptance criteria, baseline measures, campaign budget and agreed thresholds
DAYS 31–60 / CONVERT

Turn joint work into paid wins.

Launch the joint campaign and track seller follow-up through sales acceptance. Run scoped POCs and mutual action plans on live accounts. Inspect accepted pipeline, paid conversion and delivery friction weekly.

Accountable owner
Channel sales lead
Contributors
Partner Marketing, partner sellers, alliance and technical leads
Decision to advance
Accepted pipeline, completed customer validation, paid wins as achieved and a documented delivery path
DAYS 61–90 / DECIDE

Fund the next proven move.

Compare campaign-sourced pipeline, paid wins, revenue per partner and adoption with the baseline. Review contribution after campaign and delivery costs. Standardize successful plays and recommend where to scale, revise or stop investment.

Accountable owner
Channel leader
Contributors
Finance and regional lead
Investment decision
Expand only where results and operational readiness support it
THE INVESTMENT TEST

What earns the next commitment?

Establish the baseline by Day 15. Agree numeric thresholds and the spending cap by Day 30, before evaluating results against them.

SCALE

Agreed commercial, economic and adoption thresholds are met, delivery is ready and the next investment is approved.

REVISE

Demand is credible, but a specific blocker needs a correction with one owner, a deadline and funding inside the existing cap.

STOP NEW INVESTMENT

Demand or economics fail the agreed test and there is no credible corrective path within the remaining investment limit.

Inspect the proposed investment scorecard
Proposed decision framework. Baselines and numeric thresholds are not yet set.
Measure / baseline to establishAccountable ownerEvidence required to advanceReview
Account expansion potentialEligible billable units, current paid penetration and annual net vendor revenue per unitAlliance leadValidate a reachable cohort and paid-attach assumptions. Model incremental exit ARR over 12 months, with dated sources, delivery capacity and finance-reviewed economics.Day 30; refresh at Day 90
Campaign-sourced demandAccepted pipeline, lead-to-opportunity conversion and campaign spend, including market development funds (MDF)Partner Marketing leadMeet the agreed accepted-pipeline threshold. Record campaign source and seller acceptance; review spend against accepted opportunities and paid wins.Baseline by Day 15; weekly after launch
Sales acceptanceCurrent accepted opportunities and seller follow-up timeChannel sales leadEach opportunity has a named seller, buyer, customer problem, timing and dated next step. Follow-up meets the agreed window; rejected leads have a reason and next action.Day 30, then weekly
Paid conversionCurrent cohort wins and paid recurring revenueChannel sales leadMeet the agreed paid-win and revenue thresholds. Separate sourced from influenced activity and count each opportunity and paid win once.Days 60 and 90
Economics and investmentNet vendor revenue less campaign spend (including MDF), partner incentives and delivery costs, over an agreed measurement periodFinance leadStay within the spending cap and meet the approved contribution floor and payback limit. Count each cost once and compare revenue and costs over the same period.Monthly; Day 90 decision
Adoption and repeatabilityInitial deployment and customer adoption measuresMSP delivery leadMeet customer-agreed adoption criteria and document a repeatable delivery play with a named owner.After deployment; Day 90
Market readinessOpen commercial, delivery and local requirementsRegional leadResolve critical launch blockers and confirm local delivery capacity before committing to expansion.Days 30 and 90

Decision rights: The channel leader owns the recommendation and decision log. The designated executive sponsor approves incremental investment, informed by finance.

Proposed roles and cadence. One named person would be assigned to each delivery role before launch; the same person may hold multiple roles. Market, staffing, budget and numeric targets remain subject to agreement.

INTERNATIONAL EXPERIENCE / SUPPORTING PROOF

Commercialize the offer. Repeat the model.

Partner commercialization across international footprints, with a GoDaddy reference win and a playbook applied again at Dropsuite.

INTERNATIONAL PARTNER COMMERCIALIZATION

One reference win. A repeatable commercial model.

  1. Establish credibility.

    The GoDaddy success case elevated SiteLock’s channel visibility and helped move other strategic partner conversations beyond initial interest.

  2. Commercialize the service.

    I helped standardize security within partners’ service delivery models, evolving ancillary hosting add-ons into differentiated packages with white-label and white-glove services.

  3. Repeat at Dropsuite.

    I applied the same playbook and established relationships at Dropsuite to launch with GoDaddy and other leading U.S. hosting providers.

Application to Bitwarden: Turn partner reach into a differentiated offer, align delivery and commercial ownership, then expand against demonstrated adoption and economics.

Explore international partner experience
Selected SiteLock partnerships I owned. Footprint reflects partner customer reach; my role focused on commercial and service delivery execution.
PartnerPartner footprintCommercial and delivery model
GoDaddyU.S., Europe and AsiaWhite-label security delivery across web hosting, VPS and WordPress offers. The success case became a reference for advancing other strategic relationships.
ResellerClubIndia and APAC; global reseller distributionDeep SiteLock integration across hosting offers, including VPS and WordPress. Available to more than 3,000 global resellers through the Web.com / Newfold ecosystem.
WordPress security integration guide
1&1 / IONOSGermany, Europe and global customersVulnerability and web application scanning integrated into the hosting offer, with security commercialized through partner packages and add-ons.
Company partnership announcement
HostPapaCanada and global customersLocalized security bundles in hosting upgrade paths, alongside standalone security offers.
HostPapa partnership announcement

Additional international partner experience: Blacknight (Ireland), Exabytes (APAC), LiquidWeb (APAC and EMEA) and OVH (APAC and EMEA).

Ecosystem experience: Microsoft, 10+ years; AWS, GCP, KaseyaONE and Alibaba Cloud, 4+ years each; ServiceNow and N-able / COVE, 2+ years each.

Repeatability at Dropsuite: My role and operating results are described in the resume. Dropsuite’s 2016 announcement also documents its relationships with GoDaddy and other international hosting providers.

Read Dropsuite’s 2016 announcement

Ownership and outcomes reflect Givonn Jones’s reported experience and work with partner and cross-functional teams. The success study and resume provide supporting detail. Linked company announcements provide partnership context.

THE VAULTWORKS PARTNER EXPERIENCE

A clear next step.
At every stage.

Explore an illustrative journey for an MSP building a password management offer, from the first opportunity to account expansion.

View a sample mutual action plan
Illustrative milestones. Each delivery commitment has one owner; customer approval remains with the customer. Timing and acceptance criteria are agreed per opportunity.
MilestoneAccountable roleEvidence to advanceProposed timing
Select the opportunityPartner sellerNamed account, buyer and customer needWeek 1
Agree the value casePartner sellerCustomer sponsor confirms the value caseDocumented outcomes and decision criteriaWeek 2
Complete validationPartner technical leadCustomer IT owner confirms acceptanceAgreed requirements demonstrated; gaps recordedWeeks 3–4
Approve and launchMSP delivery leadCustomer sponsor owns commercial approvalCommercial approval, paid deployment and adoption planAfter validation
Review and expandMSP account ownerCustomer sponsor agrees the next opportunityAdoption evidence and an agreed next opportunityAfter the initial adoption review

Demonstration only. This example contains no live partner activity or customer commitments.

FROM STRATEGY TO EXECUTION

Three essentials.
Then go deeper.

Official Bitwarden resources
Download review pack

Working drafts, execution detail and prior experience.

Supporting materials 6 resources
6 resourcesUpdated November 3, 2026

VaultWorks is a proposed program. Targets, commercial terms, funding and rollout remain subject to validation and approval. Working drafts and earlier hypotheses are labeled.

OFFICIAL RESOURCES

Learn. See it in action.
Build partner readiness.

Official Bitwarden learning, demonstrations and guidance to support the partner journey.

PARTNER LEARNING SPOTLIGHT

Bitwarden Courses
Partners & MSPs

Role-based learning for MSP service users, provider admins and resellers, covering the Provider Portal and customer enablement.

MSP Service UserProvider AdminReseller
Explore partner courses
DEMO REPLAY SPOTLIGHT

Bitwarden MSP Demo
(Replay)

Watch Bitwarden’s MSP demo replay as you explore the partner opportunity and prepare for technical conversations.

Official Bitwarden resource
Watch the MSP demo replay
ExploreOfficial resource

Partner programs

Explore Bitwarden’s managed service provider, reseller and technology partner programs.

Bitwarden partners bitwarden.com/partners

Partner success welcome guide

Find MSP onboarding, Provider Portal guidance, brand materials and learning resources.

Open the welcome guide bitwarden.com
THE NEXT CONVERSATION

Agree the focus.
Put the plan into motion.

Align the first 90-day commitments, then name the next step, decision owner and decision date.

01 / FOCUS

Where do we place the first bet?

Choose the priority market, partner cohort and customer problem with the strongest evidence of demand.

02 / OWNERSHIP

What must be in place to win?

Align commercial rules, seller and technical support, and the owners who can remove execution barriers.

03 / INVESTMENT

What are the investment limits?

Set staffing, technical capacity and budget boundaries. Agree when further funding must be justified.

04 / EVIDENCE

What earns further investment?

Agree how paid wins, adoption and contribution inform the decision to scale, revise or stop.

GJ
Givonn JonesPartner growth. Accountable execution.
Discuss the first 90 days