Security vendor Becrypt is stripping out its EMEA distribution go-to-market layer and going single-tier to its reseller partners. The provider of endpoint cybersecurity software solutions is going direct to channel for its Disk Protect family of products, the same approach it uses for its security-focused operating system Paradox.
Long-term distributors include Infinigate and Sigma Software Distribution. “We will now mirror our Paradox strategy for our more mature full-disk encryption software products. “Not only will this bring consistency across the two product sets, but it will make it easier for resellers and partners to sell both product families,” said Becrypt.
It added: “Becrypt is keen to extend its support to the channel, and by taking a direct approach, this will help to develop even closer relationships with our channel partners, to understand their requirements, feedback and pain points, while also delivering a more streamlined service.”
Becrypt says it has increased its internal resources in order to build “strong ties” with its partner community.
Bernard Parsons, CEO of Becrypt, said: “This is in no way a reflection on our distribution partners who we have been very happy with, just a simplification of our route to market. We are simplifying our route to channel and our engagement into the customer with our Disk Protect Product Suite, which is a more mature market. We are looking to solidify our relationship with existing partners and identify new partners that are keen to sell both our security-focused operating system and our encryption software.”
He said: “We want to build and invest in a small group of partners who have the capability to adapt to market changes and sell all our products, not just one. Also, as we change and move more towards a SaaS model, we need partners who can support this.”
Parsons said the company wanted to “get close to and be accountable for our partner community”.
There are three variants of Becrypt’s Disk Protect encryption software. The Disk Protect Suite is aimed at small- to medium-sized businesses, whilst support for government customers is maintained with Disk Protect CPA and DPE SK.
Paradox is a security-focused operating system that can be deployed on a variety of end user devices from desktops to kiosks and secure thin-clients.
