James Thew - Fotolia
Identity management specialist Centrify has got to the stage in its channel development where it believes it now has critical mass and can move to a two-tier model.
The vendor has been operating just a single tier model but having established a network of 300 partners worldwide and 5,000 customers the decision has been made to bring on board a series of distributors across Europe.
Getting the nod in the UK is Exertis but there have also been decisions to appoint Azlan in France as the hunt increases for more resellers.
Tom Kemp, CEO of Centrify, said that identity management was one of the growing areas in security as firms tried to get to grips with the passwords and sign-ons needed for hundreds of on-premise and cloud apps.
He added that not only was there a need for products that could provide a single sing on via a secure portal to business applications ranging from Salesforce to NetSuite and Concur but it was also possible to help deliver productivity gains.
Having started off with a channel that was largely made up of security specialists the firm is now looking to broaden its reach.
"Most security companies target the big companies that are well regulated and invest in security. But the SME is probably more agressive on adopting mobile and cloud applications," he said.
"We have set up a channel programme and have partners in cloud and mobile and in corporate security. We are tying it all together with a distributor here in the UK," he added.
Grahame Smee, managing director of Exertis VAD Solutions, said that it had been working with the vendor and the appointment was a next logical step.
“Until now, we’ve been working with a limited number of Centrify products with great success. Formalising the partnership in this way is a natural progression of our relationship with Centrify and will provide us with extended access into the company’s product portfolio which in turn will enhance our offering further," he said.
The decision to appoint distribution was not only to extend the reach by recruiting more partners, but also to make sure that the levels of reseller support could be maintained.
Matt Pearson, EMEA channel director, Centrify, said it had been working very closely with its existing channel partners but as more came on board it needed distribution to handle those relationships.
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