Elite Channel Program Highlights Enterprise Data Security Solutions
Credant Technologies moves to expand channel business by launching premier program targeting high-end partners
Data protection solutions vendor Credant Technologies is stepping up its channel commitment through a new, select Focus Partner program designed to provide better end-point security to enterprise customers.
Credant unveiled the program with the signing of FusionStorm, a national provider of IT products and support, earlier this month. Greg Clock, vice president of global channels and strategic alliances for Credant, said the vendor expects to authorize five FocusProgram partners by the end of the third quarter.
"We are not signing up every partner for this," said Clock. "Its a very focused program. We are looking for partners who want to build a practice around our product."
Clock said the company already supports more than 60 channel partners. However, Focus Partners will have a more elite status. They are companies with proven security experience; a history of delivering value-added services to their customers; a national customer base; and perhaps a more vertical market focus.
Approximately 44 percent of Credant's sales during the first quarter moved through the channel, Clock added." Our focus is to move more through the channel," he said. "We hope by the end of the fourth quarter, 60 to 65 percent of our business will move through the channel.
The company also has a direct sales force that focuses on select enterprise deals. "There is no channel conflict because our direct team is paid for (referring) channel sales."
The new program will help Credant expand its channel presence. In the case of FusionStorm, the focus is on endpoint data protection for all devices including laptops, desktops, PDAs, smartphones, iPods and external media. FusionStorm will include Credant's Intelligent Encryption and more recent Full Data Encryption 2 products as part of the security solutions provided to enterprise clients. Credant also provides a Mobile Guardian product that products the entire operating system except filed needed to boot the system. So unlike full disk encryption, Credant's system does not require pre-boot authentication.
Clock said Focus Partners will receive guaranteed margins, but in return they have to reach specific revenue milestones. That is a different approach than the one taken in the standard channel program, where partners are reimbursed based on actual sales.
Lance Litchfield, FusionStorm's vice president of professional services, said the company picked Credant as a solution because its products had a focused, centrally managed architecture and is easy for customers to use. "In addition, by bringing Credant Mobile Guardian into our ecosystem of solutions, we can deliver an even broader endpoint security offering, which is something customers are asking for."