Grow With Breakwater

Join the only partner program purpose-built for OT/ICS security. Whether you're a systems integrator managing industrial environments or a consultant connecting the right solutions — Breakwater puts you in a position to deliver real value and get paid for it.

$399–$1K+
Monthly Recurring / Customer
10–20%
Referral Commission
30–40%
Wholesale Discount
Apply Now Download Partner Guide (PDF)

Two Ways to Partner

Choose the model that fits your business. Managed partners own the customer relationship. Referral partners earn without the overhead.

MANAGED PARTNER

Systems Integrators & MSPs

You deploy, manage, and support Breakwater for your customers. You own the relationship — Coastal provides the platform at wholesale pricing.

  • Multi-tenant dashboard — manage all customer environments from one portal
  • White-label the platform — your brand, your colors, your custom domain
  • Wholesale pricing at 30–40% below list — set your own margins
  • Onboard customers directly inside Breakwater — no Coastal involvement required
  • Technical certification program with badge and co-marketing rights
  • Priority engineering support with 4-hour response SLA
  • Quarterly business reviews with Coastal leadership
  • Access to beta features and product roadmap input
How it works: Coastal invoices you monthly at wholesale rates based on total device count across your customer base. You invoice your customers at whatever rate you choose. Your margin is the spread.
REFERRAL PARTNER

Consultants & Advisors

Introduce qualified prospects to Coastal. When they sign up, you earn a recurring commission on revenue collected — for the lifetime of the customer.

  • 10–20% recurring commission on all customer revenue
  • Deal registration with 90-day exclusivity protection
  • Commission paid quarterly via ACH or check
  • Partner portal with real-time deal tracking and commission statements
  • Co-branded marketing materials and email templates
  • No technical requirements — Coastal handles deployment and support
  • Dedicated partner manager at Authorized tier and above
How it works: Register a deal, introduce the prospect, and step back. Coastal closes the deal, deploys the platform, and handles ongoing support. You earn commission every month the customer pays.

Managed Partner Wholesale Pricing

Purchase Breakwater subscriptions at a significant discount. Your margin is the difference between wholesale and what you charge your customers.

PLAN LIST PRICE YOUR WHOLESALE COST PER ADDITIONAL DEVICE YOUR POTENTIAL MARGIN
Breakwater View $399/mo $279/mo $52/device (list: $75) 30%+
Breakwater Defend $699/mo $489/mo $91/device (list: $130) 30%+
Breakwater Omni $1,019/mo $713/mo $136/device (list: $195) 30%+

💰 Example: 10-Customer Portfolio

If you manage 10 customers on Breakwater Defend with an average of 15 devices each:

  • Your wholesale cost: ~$14,000/mo
  • Bill customers at list: ~$20,000/mo
  • Your monthly margin: ~$6,000/mo ($72K/yr)
  • Add your own labor and value-add services for additional margin

📋 Wholesale Terms

  • Net-30 invoicing — Coastal bills you monthly
  • Minimum commitment: 1 customer / 5 devices
  • Volume discounts available at 50+ total devices (up to 40% off list)
  • Annual prepay option: additional 10% discount on wholesale
  • No per-seat licensing for your internal team — manage unlimited users
  • Gateway hardware at cost ($449 / $749 / $1,099)

Referral Commission Tiers

Advance through tiers based on deal volume and customer success. Higher tiers unlock better rates and more resources.

REFERRAL
10%
Entry tier — open to all approved partners
  • 10% recurring commission on customer revenue
  • Deal registration portal
  • 90-day deal protection window
  • Co-branded one-pager and email intro templates
  • Monthly commission statements
  • Email support from partner team
AUTHORIZED
15%
3+ closed deals or $5K+ monthly referred revenue
  • 15% recurring commission on customer revenue
  • Everything in Referral, plus:
  • Dedicated partner manager
  • Demo environment access (2 instances)
  • Sales training and product deep-dives
  • Quarterly pipeline reviews
  • Co-marketing content and case studies
PREMIER
20%
10+ closed deals or $15K+ monthly referred revenue
  • 20% recurring commission on customer revenue
  • Everything in Authorized, plus:
  • Unlimited demo environments
  • Joint go-to-market planning
  • Annual partner planning summit
  • Early access to new modules and features
  • Logo placement on Breakwater partner page
  • MDF (Market Development Funds) — case by case

Recurring Revenue, Not One-Time Fees

Unlike most referral programs that pay a one-time bounty, Breakwater commissions are recurring for the lifetime of the customer. As long as your referred customer pays, you earn. A single Defend customer at 20 devices generates ~$140/mo in commission at the Premier tier — every month.

Deal Registration & Protection

We protect your pipeline. Register a deal and get 90 days of exclusivity — no channel conflict.

🛡️ How Deal Registration Works

  • Log into the partner portal and submit the prospect company name, contact, and estimated deal value
  • Coastal reviews within 24 hours — most deals approved same-day
  • Once approved, you have a 90-day exclusive protection window
  • No other partner can register the same prospect during your window
  • If the deal closes, commission is tracked to you automatically
  • Extensions available on a case-by-case basis for long sales cycles

⚖️ Conflict Resolution

  • First to register wins — deal protection is first-come, first-served
  • If a prospect comes inbound to Coastal directly AND is registered by a partner, we honor the registration
  • Multi-division companies: registration covers the specific division/site named — not the entire enterprise
  • Stale deals (no activity in 60 days) may be released after partner notification
  • Disputes are resolved by the Coastal partner team — final decision within 5 business days

Getting Started

From application to your first deal in four steps

1

Apply

Complete the application below. Tell us about your company, OT/ICS experience, and which partner track you're interested in.

2

Onboarding Call

We schedule a 30-minute call to review the program, answer questions, and align on go-to-market strategy. Most applications reviewed within 48 hours.

3

Portal Access

You receive partner portal credentials, API key, demo environment access (if applicable), and your co-branded marketing kit.

4

First Deal

Register your first deal or onboard your first customer. Your partner manager (Authorized+) is available to support the sales process.

🔧 Technical Requirements for Managed Partners

To deploy Breakwater for a customer, you need:

  • ✓ Network access to customer OT environment (on-site or VPN)
  • ✓ Breakwater Gateway appliance OR a Linux host for the Collector agent
  • ✓ SNMP and/or ICMP access to monitored devices
  • ✓ Outbound HTTPS (443) from collector to Breakwater cloud

Coastal provides:

  • ✓ Pre-configured Gateway hardware (shipped to customer site)
  • ✓ Collector agent packages (Linux, Docker, ctrlX snap)
  • ✓ Technical training for your engineering team
  • ✓ Deployment runbook and network architecture templates

Partner Support

Dedicated support channels for partners — separate from end-customer support

SUPPORT LEVEL REFERRAL AUTHORIZED PREMIER / MANAGED
Response Time (P1 Critical) 8 business hours 4 business hours 2 hours (24/7)
Response Time (P2 High) Next business day 8 business hours 4 business hours
Support Channel Email Email + Phone Email + Phone + Slack
Partner Manager Shared Dedicated Dedicated + Engineering Liaison
Escalation Path Standard Priority Direct to Engineering
Business Reviews Annual Quarterly Monthly
Demo Environments — 2 instances Unlimited
Product Roadmap Access — — ✓

Partner FAQ

Common questions about the Breakwater Partner Program

Can I be both a managed partner and a referral partner?
Yes. Many partners manage some customers directly (wholesale model) and refer others to Coastal (commission model). You choose the model per deal. Your partner portal tracks both.
Is there a minimum commitment or quota?
No quotas or minimum revenue requirements. Referral partners can register deals at their own pace. Managed partners need at least one active customer to maintain wholesale pricing access. We'd rather have 5 engaged partners than 50 who never register a deal.
How long do referral commissions last?
Commissions are recurring for the lifetime of the customer — as long as they're paying Coastal for Breakwater services, you earn your commission percentage. There's a 30-day hold period after each payment before commission becomes payable, and payouts happen quarterly.
What if I already have customers who could use Breakwater?
Great — you can register existing relationships as deals during onboarding. If a prospect hasn't already engaged with Coastal directly, we'll honor the registration. This is the fastest way to start earning.
Can I white-label Breakwater with my own brand?
Yes — managed partners can customize the portal with their logo, brand colors, company name, and even a custom domain (e.g., security.yourcompany.com). Your customers see your brand, not ours. This is included at no extra cost for all managed partners.
What industries does Breakwater serve?
Manufacturing, utilities, oil & gas, water/wastewater, food & beverage, pharmaceuticals, building automation — any environment with operational technology and industrial control systems. If your customers have PLCs, SCADA, DCS, or HMIs, Breakwater is built for them.
Do I need OT/ICS experience to be a partner?
For referral partners: helpful but not required. You need to understand the space well enough to identify qualified prospects. For managed partners: yes — you'll be deploying and supporting the platform in OT environments. We provide training, but foundational OT/networking knowledge is expected.
Is there exclusivity or territory protection?
No blanket territorial exclusivity — the program is non-exclusive. However, deal registration provides account-level protection (90 days per deal). Premier partners may negotiate territory preferences during annual planning.
What does the partner agreement look like?
The agreement is straightforward: non-exclusive, 12-month term (auto-renews), 30-day notice to terminate, standard liability and confidentiality clauses. No non-competes — you can partner with other vendors. We'll share the full agreement during the onboarding call before you sign anything.
How do I get marketing materials?
All partners receive access to a shared marketing kit with one-pagers, email templates, and the Breakwater logo pack. Authorized and Premier partners get co-branded materials customized with your logo. Premier partners can request custom content and access Market Development Funds (MDF) for joint campaigns.

Partner Application

Join the Breakwater partner ecosystem — most applications reviewed within 48 hours

We typically review applications within 48 hours. No commitment — we'll talk through everything on the onboarding call.

✅

Application Received

Thank you for your interest in partnering with Breakwater. Our team will review your application and reach out within 48 hours to schedule your onboarding call.

Questions? Contact us at [email protected] or call 844-ITFOROT