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21 Feb 2005
Security vendor Cyber-Ark has hailed the official launch of its UK channel programme as a success, after seven resellers signed up on the first day.
The firm, which specialises in 'vaulting' technology, signed specialist security distributor Risc Technology last year to help it build its UK channel.
Cyber-Ark has claimed its technology provides a "safe haven" where information is protected when shared or transmitted over the internet between enterprises, or controlled in a single network.
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Kay Eggleston, UK country manager at Risc, which is handling VAR recruitment and training for the vendor, is pleased with the launch. "We had seven resellers sign up straight away, and a further 20 decent high-end VARs are interested in promoting the technology. It gives resellers a really big differentiator," she claimed.
Udi Mokady, chief operating officer at Cyber-Ark, said the market for vaulting technology is still young.
"Although the security market is consolidating and the giants are going to keep offering a broad range of products, we have at least a couple of years during which we will be carrying the vaulting flag on our own. This provides a good opportunity for our channel," he said.
Mokady added that the firm's products appeals to local government organisations and financial industries. It is also gaining ground in the pharmaceutical sector.
Eggleston said that because Risc is the sole distributor, the channel can be properly policed. "We are restricting the number of both non-accredited and accredited partners," she said.
"We don't want the market to become commoditised quickly, and discounts are being strictly controlled from day one."
Partners will start at the same level, investing a one-off fee of £1,500, according to Eggleston.
"Before we introduce different levels and benefits, in about six to 12 months' time, partners have to prove themselves on merit. They won't automatically qualify for the higher tiers.
"It doesn't matter what size they are as long as they sell the product well," she said.
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