Authentication and access management vendor Imprivata has hailed its EMEA recruitment drive a success with more than 50 new partners joining its VAR programme.
Wayne Parslow, vice-president of European operations at Imprivata, whose flagship product is its OneSign single sign on (SSO) appliance, said: “The channel is critical to us. We cannot exist without it. Our challenge now is to keep feeding mouths and ensure partners are fully skilled.”
Imprivata is also about to launch the first channel programme dedicated to experts in physical security, aiming to match these experts with IT security VARs on implementations.
“The physical security guys are different animals to IT security resellers,” said Parslow. “They look at installing alarm wires, sensors and turnstyles into a building rather than its IT security needs. By combining the two we can help customers solve both physical and IT security problems with one vendor.”
He added that although competition in the SSO space has increased, with players such as Oracle and IBM entering the market, Imprivata is not coming up against too much pressure.
Stephen Lethbridge, sales director at BDS Solutions, said Imprivata’s products were a good fit for his firm.
“We approached Imprivata as we felt it had the best overall solution for our customers – healthcare trusts want SSO and password management at minimal risk to IT. Imprivata’s appliance-based approach offered us the best level of functionality with minimum impact.”
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