‘7 Minutes’ with SecurityFirst Channel Chiefs Richard Vaughn and Nicholas Waddell


… security practice portfolios, and 2018 is going to be a “big bang” event when GDPR becomes law.

DataKeep introduces a critical extra data-centric layer of security, and peace of mind, to the end client at a time when we are still frequently seeing cybersecurity perimeter defenses fail. It requires minimal training and can be installed and managed by most IT security staffers. Our product represents a last line of defense, making any data exfiltrated by threat actors unusable. This is a great message and a greenfield opportunity. So many businesses need help planning and implementing data-protection services. Many may become exposed from a simple compliance reporting angle, and many more need to better track and control any collected data that could be considered personally identifiable.

CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features?

W&V: The SecurityFirst Channel Partner Program is based on three levels: platinum, gold and silver. The platinum level provides the highest benefits and the deepest discounts but requires a higher level of technical capability to provide Layer 1 and 2 support and a certification training program for deployment services delivery. The gold level is designed for those VARs that can’t provide that depth of technical capability, but want to be engaged on a sales and marketing basis with Level 1 support. The silver level is for “referral fee” opportunities only where SecurityFirst’s higher level partners can then be engaged to actually deliver the solution.

Also, SecurityFirst has an MSSP program, which offers a monthly subscription-based approach to delivering and supporting DataKeep to their customer base, providing deeper discounts based on the level of monthly recurring revenue attained.

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

W&V: The quick easy answer to this is 100 percent! SecurityFirst is fully committed to the channel as the only route to market for our solutions. We’re extending our traditional OEM partner strategy, which still represents a significant share of our business, and opening a new channel approach to the market for data protection and encryption solutions.

Our IT/VAR and MSSP Channel Partner Program initiative is a new strategic direction for SecurityFirst, and we are in the recruitment phase of adding new authorized resellers to ensure the highest-quality partners with the right technical capability and geographical footprint throughout North America. Our pricing and discount schedule for channel partners is extremely aggressive, meaning partners can see gross profit margins of up to 50 percent depending on the volume tiers and partner type.

CP: Who are your main competitors, and what makes your offering better?

W&V: Our primary competitors are Thales Vormetric, Gemalto SafeNet, Sophos and cloud storage vendors. There are numerous positive attributes of SecurityFirst’s DataKeep compared to these other solutions, but in summary, DataKeep does not require the purchase of …

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