Start-up security vendor Imprivata has set up its EMEA headquarters in the UK and is looking to build a channel to sell its enterprise single sign-on (SSO) appliance.
The firm launched in the US last year, and claimed its OneSign product, unveiled in the UK today, is the first SSO appliance on the market.
Imprivata is looking to appoint about 12 UK partners this year, and said it has tailored its iPartner programme to the EMEA region.
Omar Hussain, senior vice-president of product management at Imprivata, claimed the product provided good channel opportunity.
"Five years ago the average number of passwords for a company was two. Now it is eight. With each new password, the likelihood of forgetting one increases," he said.
"Most of the SSO products on the market are designed for the Fortune 1,000 companies: big companies with unlimited resources. However, these problems affect companies of all sizes and our appliance, which is plug-and-play, caters for firms with as few as 100 users, or 20,000-plus users."
Hussain added that the appliance takes about five days to install and allows partners to make "significant" margin in maintenance and support. He claimed it has a simplified user interface, making it easier for end-users and VARs to operate.
"We have already had a lot of interest from potential UK customers," Hussain said.
He added that Imprivata has seen considerable success in the healthcare, banking and government markets in the US.
Hussain said the vendor will offer incentives such as sales support, lead generation for qualified leads, seminars and co-marketing. It will also post up-to-date information on its partner web site.
VAR Enline is the first UK partner to sign with the vendor. Richard Mardling, strategic business director at Enline, said: "Our business is based around identity and access management (IAM) and this appliance complements our IAM portfolio.
"In particular, we were looking for someone able to provide an approach that goes beyond web-based or screen scrape technologies to address complete application environments.
"Many customers have been asking us for an appliance-based approach. The vendor fits with our business model, and we are confident that we will be successful."
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