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Cryptzone Boosts Channel Program: Big Margins, Plan-Ahead MDFs Among Incentives

By Lorna Garey
September 19, 2016 - Article
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Lorna Garey**Editor's Note: Click here for a list of August’s important channel-program changes you should know.**

Channel Partners recently visited Cryptzone's Waltham, Massachusetts, offices to hear about the company’s cutting-edge technology and new channel-program enhancements, and to find out how it aims to help partners enter an IT security market that Gartner says generated $75 billion in 2015 and is growing at about 8 percent annually.

CryptzoneGreater Boston is a cybersecurity hot spot. Local firms like Cryptzone, which got its start securing over-the-air communications to fighter jets, are taking a growing share of some $3.8 billion in VC funding that went to the sector in 2015, and they’re bringing partners along for the ride.

Sometimes, that takes a bit of hand-holding.

“Partners think they know security," says Tina Gravel, SVP of strategic alliances at Cryptzone. “They don’t. It’s so vast, and there’s so much noise."

On Tuesday, Cryptzone will formally announce an enhanced channel program that offers plan-ahead marketing development funds, where the company will invest in select pre-sales activities, as well as attractive margins, discounts and comprehensive sales and implementation support. The goal, says Gravel, is helping partners realize revenue quickly while providing advanced security for customers.

Cryptzone's Tina GravelShe says Cryptzone is committed to simplifying its messaging and educating partners, even those not currently selling security. The company’s AppGate products are available as apps on Amazon’s AWS Marketplace, and last week HPE unveiled an AppGate integration with HPE’s Helion OpenStack cloud platform at HPE Protect 2016. 

AppGate supports both AWS and Azure now, and a spot in the Microsoft Azure Marketplace is pending.

“Agents are asking questions about security because their customers are asking, ‘What are we going to do about this?’" says Gravel. “We can be the epicenter of a partner’s security ecosystem."

The program has three tiers – Bronze, Silver and Gold – with annual quotas ranging from $100,000 to $500,000 that Gravel says could be waived for the first year. While partners must commit time to education, the margins – up to 35 percent for those in the top tier – are generous, as are the variety of MDF options.

“It’s an expensive program, but it’s expensive for a reason," she says. “We want to focus on the quality of relationships."

Gravel says there will be limited enrollment. “Partners can use us as a strategic differentiator," she says.

Cryptzone has signed on Avant Communications as a distribution partner, joining ...

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