CipherTrust, Inc., the leading messaging security provider, has launched a programme to boost its UK channel partner network and capitalise on strong customer demand for its IronMail messaging security appliances from the government, education and voluntary sectors.
The initiative follows $1m investment by CipherTrust to affirm the company's position as the leading messaging security provider in the EMEA region.
Oliver Carter, channel director for EMEA at CipherTrust, said: "Our E-Class and S-Class secure messaging technology solutions for enterprise and SMB customers have always attracted strong reseller interest. This latest initiative to expand our channel across EMEA underlines our commitment to work with a limited number of CipherTrust partners who proactively set out to sell our products and who are well incentivised to deliver volume sales for high margins. For us, working with a smaller number of high performing channel partners is the optimum sales model both for CipherTrust and for our end-user customers."
CipherTrust currently works with VARs including Matrix Communications, Gradian, Peapod and Visys in the UK, and is looking to double its single-tier network of UK premier channel partners within the next two months. New partners will be selected against criteria such as their technical expertise, support capabilities, training and proactive approach to marketing and selling.
Carter continues: "The security market is consolidating and becoming more competitive, but CipherTrust has the technology and channel expertise to stay on top. Our secure messaging products have a unique strength over other vendors in that more of the components are developed and owned by CipherTrust and address outbound mail management, policy and secure delivery of messages. This enables us to build strong, long-term relationships with our customers by offering future-proofed messaging security solutions backed up by excellent service and support through our carefully selected channel partners."
Andy Mills who manages the Security Team, at Matrix Communications, a CipherTrust premier channel partner, said: "We're delighted to see CipherTrust championing a channel model which actively motivates its partners by limiting the number of key resellers in each region. The incentive for high sales performance and ultimately the reward from higher margins is much more powerful if the reseller is one of 20 rather than one of 75 partners for example. It's a relationship which ensures we go the extra mile for customers, and which delivers a virtuous circle for CipherTrust, our business and for end-users."