Thycotic has invested in six new UK channel heads, including a regional director, as the privileged access management (PAM) market in which it operates continues to heat up.
Newly appointed regional director for the UK Jim Harvey has recently hired an enterprise specialist, pre-sales consultants and channel sales staff.
The US-based vendor also plans to recruit a UK enterprise salesperson in the coming weeks.
According to Gartner, the PAM market swelled by 32 per cent in 2014 to reach $512m (£355m), as firms invested in tools to protect against the growing threat of breaches caused by insider attacks. Thycotic's solutions would appeal to SMEs looking for a "right-sized, affordable solution", the analyst said in its most recent guide to the PAM market, published last May.
Chris Walsh, sales director at Thycotic's sole UK distributor Alpha Generation, said that Thycotic's investment shows a massive commitment to the channel.
"This time last year, Thycotic UK was just one person supported by distribution," he explained. "There is an opportunity here to take this product out to many resellers through value-added distribution. We are making a market alongside Thycotic and we want to be able to support this growth.
"Ultimately, we are only as good as our resellers, and we want to support them. We want to help our resellers build a business around this product."
The vendor is also in the process of launching a new partner programme, including new incentives.
There are currently two incentives for partners. The first allows them to accrue funds for marketing, training and events. The second is managed by Alpha and allows partners to earn points for "pushing the deals through the correct sales channels."
Walsh (pictured) added: "There are no half measures here; you are either a channel company or you are not. Thycotic have shown that they are completely committed to the channel.
"This is a lucrative opportunity and a lot of partners are already showing interest. We don't want to cannibalise the industry. We don't want everyone to be eating each other's dinner, we want them all to be making money."
In a statement, Harvey said: "Our pioneering comprehensive security solutions are focused on protecting privileged accounts, which have become the critical target of today's cyberattacks.
"Organisations have real and urgent challenges to protect vital systems and sensitive data. They offer a unique market opportunity for resellers to address with our easy to deploy and use technology."
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