Security vendor SafeNet is on a recruitment drive after announcing an EMEA-wide partner programme and embracing distribution.
The SafeNet United programme, so called because of the vendor’s merger with Aladdin, offers partners benefits such as MDF, deal registration, evaluation and demo equipment, and special pricing, according to Peter Schill, EMEA director of channel sales at SafeNet.
Partners are divided into Silver, Gold and Platinum levels, he explained.
“We are more attractive to resellers than some of our rivals because we offer the complete package – no other vendor can match our range of products,” he added.
Schill said the vendor used to have a mix of one-tier partners and direct customers, but now everything has moved to a two-tier model, with the company appointing Arc Technology and Sphinx in the UK.
“The main driver behind this is multiples,” said Schill.
“Although we have increased our headcount in our sales force, we do not have enough people to cater for a one-tier model. We needed the post- and pre-sales support that distribution can provide.”
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