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23 Apr 2007
French ID management software vendor Evidian is looking to set up its first UK channel to help it widen its footprint in the market.
The firm, which specialises in enterprise single sign-on (SSO) software, counts Imprivata as its biggest competitor. It has signed security specialist AppSpeed as its first UK distributor and is working with the firm to recruit a network of resellers.
Speaking to CRN, Nick Lamidey, Evidian sales manager UK and Ireland, said: “Prior to my arrival in September, Evidian was a very reactionary firm in the UK market. We decided to become more pro-active by investing in the UK market. My remit is to implement a channel strategy.”
Lamidey said the vendor, which is launching its VAR recruitment drive at Infosec 2007, intends to operate a 100 per cent channel model in the UK and is looking for a mix of security integrators and VARs that can add services on top of its licensing model.
“When recruiting a channel the aim is to get a number of partners on board to get coverage and then see which partners are investing in the model,” he said. “However, we are not looking to dilute the margin opportunity, so they must be the right partners.”
He eventually intends to add Gold and Silver tiers to its channel programme, he added, but initially all partners will join on the same level.
Evidian is offering two levels of training for resellers – a one-day course that covers implementation issues, and a more intense three-day course that covers partners looking to offer services around implementation.
Mark Lardner, managing director of AppSpeed, said: “There is a significant amount of interest in SSO technology at the moment. A firm like Evidian coming into the marketplace gives the customer more choice.”
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