Skyport Systems Takes Security Seriously With New Channel Program

After launching its SkySecure secured server earlier this summer, Skyport Systems now has unveiled a new partner program to facilitate early adoption by businesses and government organizations of all sizes.

The SkySecure Partner Program gives partners access to deal registration, sales and technical training materials, and a library of video and Web-ready marketing resources for practice enablement and customer outreach.

Phil Alexander, Skyport System’s channel lead, tells Channel Partners the program is designed to grow as the company grows internally. The company’s goal is to have 100 percent of its products fulfilled by the channel and have all services delivered through the channel.

“As we have taken this product and solution to customers, we’ve listened to customer input,” he said. “This program has not come down from the mountain chiseled in stone. It is evolutionary and continues to evolve based on input.”

Skyport Systems isn’t interested in recruiting a large number of partners, Alexander said. Instead, it is focused on a small group of large partners, including technology resellers, managed security service providers and system integrators.

“The Skyport SkySecure Partner Program facilitates the integration of SkySecure as a foundation for security best practices, with streamlined authorization, a rich partner portal and the industry’s simplest, most proactive evaluation program – Skyport Flight Plan,” he said. “Most importantly, SkySecure partners will continue to share full-margin benefits for the life cycle of the customer service subscription when they continue to renew that subscription.”

The Skyport Flight Plan enables partners to deploy evaluation units at no cost, accelerating customer adoption and reducing partner time-to-revenue.

In terms of profitability, selling SkySecure yields “four times gross revenue vs. an x86 system-plus-software ‘recipe,’” according to the company.

While developing the program, the company asked its customers whom they most like to work with, and then formed relationships with those resellers and MSPs, Alexander said.

Allgress, a business consulting firm, has been a Skyport Systems partner for about a month. CEO Gordon Shevlin said the partner program has been established in a “very good manner which will make a difference to the channel community.”

“Their technology fits very well with what is taking place in our security community,” he said.

Skyport Systems is funded by Sutter Hill Ventures, Index Ventures and Intel Capital.


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