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‘7 Minutes’ With Beachhead Solutions’ Reseller Channel Director Cam Roberson

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… security reports to be sent to their clients automatically, providing assurance that their clients appreciate. MSPs also enjoy the demonstrable benefits of remote access controls, which can protect client data under conditions where encryption alone can’t.

While encryption is the chief driver of demand for an MSP’s data security services, the reality is that no encryption can protect data if the password is known (such as when a formerly authorized employee still has access to hardware) or if a thief has stolen the password along with the computer (we’ve seen cases where the password is written in a notebook or on a post-it note taken with a laptop). Even in these scenarios where encryption can’t save the day, MSPs with SimplySecure can remotely access devices and either make data inaccessible or eliminate it altogether, allowing their clients to sleep soundly.

CP: Describe Beachhead’s channel program — medal levels, importance of certifications, open or selective, unique features?

CR: We provide our product and support directly to our channel partners. That is, partners deal directly with Beachhead for encryption and product expertise — a consumption process that is perfectly aligned with MSPs’ standard model of service delivery.

Beachhead provides a single-core functionality: We offer a platform that enables and manages encryption and access control on PCs and mobile devices. Our sales engineering and support teams that handle all contact with our channel partners are experts in encryption, and this is a badge we wear proudly. Our partners appreciate this commitment to ensuring that we’re available to train (and re-train) personnel, answer questions, and provide hands-on support until they’re absolutely comfortable managing their own SimplySecure environments.

We truly view our MSPs as partners. Their success is our success and vice versa. We believe the service that our MSP partners provide on the SimplySecure platform is second-to-none. Beachhead recognizes the importance of this relationship by providing our partners with NFR licenses.

CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.

CR: We have 200 resellers and have experienced 100 percent growth in the number of resellers added in 2017 as compared with 2016 (we matched last year’s number in just the first six months of this year). About 70 percent of all our new business has been through channel, accounting for 35 percent of total revenue. There are no published list prices for SimplySecure licenses, and partners are free to …

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