New appointment and resources added; targets Dell Quest and CyberArk New senior executive appointment, updated partner portal, training and certification enhancements will help to hit 100% channel revenue target in EMEA, says security specialist BeyondTrust.
In the last 24 months BeyondTrust has committed more resources towards the channel, growing to 93% of revenue through a mixture of single and two tier distributions. The company has increased headcount from 3 to over 25 international staff and opened offices in the Netherlands, Germany and Dubai to help drive international growth. The channel and end-customers have also been assisted by a 24/7 international help desk with English, French, German and Spanish language support.
The aim is to run a 100% indirect business in EMEA and the last two years has seen it move away from direct engagement. Kevin Gallagher is the new VP for Strategic Alliances to help drive its global channel approach and in particular the growing EMEA region. The current indirect/direct ratio outside the US is 93%, Kevin Gallagher (below) tells IT Europa.
“We have customers of all shapes and sizes - from global giants to SME organizations - all share similar concerns when it comes to security. To serve this market, we are looking at alliances with strategic integrators, technology partners, advisory partners and the distribution/reseller channel.”
This is a very competitive marketplace with no outright leading vendor – how does it plan to push its message out to channels and users? “We have a number of competitors who have point specific solutions that touch on elements of our overall portfolio but they only provide a limited piece of the puzzle when it comes to integrated PAM solutions. We were recently recognized by Forrester as one of only two vendors with a complete set of solutions that allow customers to address the issues relating to privilege management across their business.”
The competitors being targeted specifically are named as Dell Quest and CyberArk, and from a base in Netherlands, France, Germany, UK, the next steps will be in Austria, Switzerland and Eastern Europe.
Why not more distribution in Europe? “In some areas we do have distribution partners where circumstances make sense but we have found that it has been really beneficial to work directly with a smaller number of specialist security partners who really understand our story and how it relates to their geographic / industry vertical marketplace.”
The skills a partner needs to have include strong information security focus, good technical skills and a deep understanding of the importance of integrated cyber security technologies for their customers, he says. BeyondTrust's Privileged Account Management and Vulnerability Management solutions are used by 4000 customers worldwide and delivered by approximately 100 channel partners in EMEA.