VAULTING TECHNOLOGY CREATES BOOMING MARKET FOR RESELLERS

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Cyber-Ark Software Inc., is the leader in vaulting solutions for securely connecting enterprises. The Companys Inter-Business Vault enables the creation of secure instant wide area networks (WANs) for connecting enterprises with partners, customers and sub-contractors over the Internet - enabling them to exchange information as if they have deployed a shared WAN, but without actually doing so.

Cyber-Arks leading Inter-Business Vault applications include solutions for Treasury Management files, PLM and CAD/CAM files, and Source Code. In addition to its business-to-business solutions, Cyber-Arks Network Vault provides solutions for securely managing critical information, such as administrative passwords and critical documents, within the enterprise. Today Cyber-Ark enjoys strong customer relationships with more than 100 Global 1000 companies around the world. Calum MacLeod, Senior Consultant for Cyber-Ark describes the opportunities available for channel partners.


Q: What is Cyber-Arks route to market?

A: Cyber-Ark is currently in the process of developing a two-tier model, which is ideally where we want to migrate to. Our model is to engage in partnership with all levels of the chain to ensure that the technology is positioned and implemented correctly. So ultimately business flows through the distributor.

Q: Why do you think partners and customers choose Cyber-Ark? And, why should new partners choose to work with Cyber-Ark?

A: The primary reason is that the solution is unique, and is one of the few solutions that offer a security solution that is compliant with BS7799 and Sarbannes Oxley.

As for new partners, Cyber-Ark is a differentiator between your me too partner and the partner who is innovative. Secondly, the increasing demand for secure data storage, auditing regulations, etc., means that the partner offering Cyber-Ark has an entry into new accounts.

Q: How do you support your channel?

A: Support from Pre-Sales through Post Sales is available from Cyber-Ark. We offer 24x7 support for technical staff from both our Israel and US locations. Additionally we provide extensive support through marketing efforts, and are pro-active in providing full support through the business life-cycle.

Q: What benefits and incentives do you offer to your existing partners/new partners?

A: Apart from the usual training, seminars, and trade show activities, we offer very generous MDF programs for our partners, and set aside considerable resources to help promote the technology.

Q: At what times of the year do you recruit new partners?

A: Year round.

Q: Do you want new partners now?

A: Yes.

For more information see Cyber-Ark's website: www.cyber-ark.com

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