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


… additional hardware or multiple software modules to achieve the solution and also does not impose a steep learning curve or demands for expertise at the client level. It allows end users to manage their own keys and offers convenient console function integration through a RESTful API for flexibility.

CP: How do you think your technology portfolio will change in the next three years?

W&V: SecurityFirst will remain focused on providing data-protection solutions that help organizations avoid damaging data losses, customer attrition and brand reputation damage. Our data-centric solutions will extend beyond servers to endpoints and object storage, wherever the data resides.

CP: How do you expect your channel strategy to evolve over that time frame?

W&V: Our focus is on recruiting “best of breed” security resellers/MSSPs who can provide the level of security expertise and support to most effectively sell and deploy DataKeep. We will be managing these select partner relationships directly.

We continue to garner interest from the channel community at all levels to increase and expand our partners due to the growth of importance and need of cybersecurity solutions. We currently are in discussions with a few selective distribution partners to assist in expanding the reach across all channel segments.

There is undoubtedly vast opportunity for our solutions in the international markets and channels across EMEA, LATAM, APAC. Once we have a strong foothold and flow of channel business in the U.S. market, we have plans to expand our international presence and partnerships.

CP: What didn’t we ask that partners should know?

W&V:  It is important to know that we have a two-pronged approach to delivering our solutions through the channel:

  • Perpetual license model, for example, a one-time “capex” sales process.
  • Subscription license model with a monthly recurring revenue (MRR) process.

We have a very comprehensive partner support program including (but not limited to) a tiered pricing schedule, sales and technical training, technical certification training, co-marketing options, a deal registration program, free NFR demo software, a lead referral process and a multi-layered sales and technical support infrastructure.

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