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20 Oct 2006
Authentication vendor Imprivata has signed services giant Logicalis to its channel programme, marking its biggest-ever partner signing.
The vendor, which specialises in single-sign-on (SSO) technology, told CRN that the opportunities in the compliance market were the main reasons behind the partnership.
Wayne Parslow, vice-president of European operations at Imprivata, said: “Logicalis found that by using a combination of our OneSign technology and Cisco equipment it can offer its customers a powerful compliance tool. We never thought we would attract a partner the size of Logicalis, so we are very excited about the future opportunities.”
Parslow admitted that the signing had unsettled some of Imprivata’s other channel partners, but said it shouldn’t be any cause for concern.
“We do operate a very tight deal registration programme,” he said. “Logicalis will be concentrating on fairly large organisations, so the chances of channel conflict are minimal.”
Lewis Honour, security practice manager at Logicalis, said: “Imprivata’s products give us all the benefits of SSO, but without having to re-engineer all of the other applications. This means instead of taking between 90 and 120 man hours, Imprivata technology takes only five days, which is a huge difference. This is a great market opportunity for Logicalis.”
Parslow said the vendor is not looking to recruit more resellers, but he hinted that Imprivata is close to signing its first UK distributor.
>> Further reading:
Imprivata VARs set for converged security revenue boost
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