CryptoCard redoubles cloud assault

Ealey-Newman: we are the only one that has a true service provider model

Two-factor authentication (2FA) vendor CryptoCard has enlisted former RSA Security chief Lee Ealey-Newman to spearhead its EMEA managed services push.

Ealey-Newman is on the hunt for systems integrators and service providers to offer its CRYPTO-MAS cloud-based solution across the region. It already has a UK agreement in place with Virgin/NTL.

“We are looking to build out with others of that ilk,” he said. “In the first month I have talked to the majority of the big players,” he said.

Ealey-Newman has also been tasked with beefing up local management in more mature 2FA markets, such as the UK, Germany, the United Arab Emirates and the Nordics.

Although CryptoCard still generates the majority of its turnover from its ‘BlackShield ID’ server-based offering, Ealey-Newman said, the revenue mix was changing rapidly.

“Customers are realising the cost benefits of not doing 2FA in house and giving it to an expert,” he said.

Ealey-Newman has joined CryptoCard from BT, where he was head of managed encryption services. Before that he spent six years building a European SI channel for RSA, whom he cited as a key competitor.

“But we are the only one that has a true service provider model and are there today,” he claimed.

“SIs can pick up hundreds of customers on the same service and delegate administration while keeping a full view of the estate.”

Dave Ellis, e-security director at RSA distributor Computerlinks, argued that RSA should still be regarded as the managed authentication leader.

“RSA has a number of partners that can deliver managed authentication space like Vistorm and Integralis,” he said. “RSA gives partners the tools to deliver in the cloud and the number of users it has would dwarf anyone else.”