The program allows resellers, VARs and SIs to deliver public key infrastructure (PKI) offerings to their enterprise customers, while also allowing standard resellers and hosting companies to deliver identity and encryption products to their customers.
Chris Hudson, GlobalSign’s channel manager – West, tells Channel Partners since his company was founded, it has supported a partner network that has grown year-on-year.
“This business is an ever-changing ecosystem,” he said. “This requires always being ready to tackle new challenges, as those we face today are the protections for tomorrow — data encryption, data safety and most of all, authentication. Enterprises need more robust ways to counter these problems and protect their staff as well as customers. With the advent of the General Data Protection Regulation (GDPR) and other data-protection laws, GlobalSign partners now need to sell complete solutions versus a single product.”
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GlobalSign will provide support, training and certifications to fit the needs of partners and their customers, along with presales and post-sales assistance to allow partners to “successfully represent the company’s identity and security solutions,” according to the company. The program takes a multi-tiered approach and can be customized to fit all business models.
The new program opens the door to niche training on certain solutions for certain partners, Hudson said.
“We understand that not every solution is for all partners, but we have split the training out into different verticals,” he said. “For example, our most complex solutions have been repackaged so that SIs can easily incorporate them into proposals. We work very hard to ensure that we are providing them with exactly what they need, and that they find it is very easy to work with us.”
Program participants can choose from options such as: reselling GlobalSign offerings as part of their portfolio; working with GlobalSign to integrate the offerings to their customers’ environment; and becoming an expert in selling, deploying and supporting the company’s PKI offerings and the IT security applications customers need as an extension of the company.
“The new program allows GlobalSign to separate our current partners into their specific verticals so that we can make sure they are receiving focused information — so it’s not an everything for everyone approach,” Hudson said. “The main offering for partners will be our managed PKI services, where we have opened the door for the ability to issue digital identities in milliseconds from a robust platform. These digital identities serve a variety of applications – securing server communications, digitally signing documents and code, authenticating users and machines, and more – which has increasingly become a necessity for companies of all sizes.”
“Because we hold a large number of domains, working with a trusted partner like GlobalSign is critical,” said said Darren O’Dell, managing director of Smartgames Technologies. “Their website is very easy to navigate, managing renewals is easy and ordering new certificates is always a smooth, seamless process. Another huge benefit is GlobalSign’s vetting process, which we’ve found to be extremely thorough. Overall, we are very happy to work with them.”