VeriSign finds identity with IAS channel push

Vendor plays towards IAS services

Nick Garlick: VeriSign is looking to play on its strengths, making this an interesting proposition.

VeriSign has launched its first channel push around its identity and authentication services (IAS).

The vendor’s recent non-core disposal drive has left it with just three business units - IAS, Domain Name Services (DNS) and SSL certificates. The DNS and SSL units already have formal channel programmes, and now the vendor is looking for carriers and systems integrators to host its IAS portfolio in Europe.

The vendor has taken on two European channel heads, including former RSA partner manager Nik Churchley, to boost its recruitment drive, as well as investing a seven-figure sum into a partner portal.

John Jacob, vice president of global channels for VeriSign, said partners are required to provide around-the-clock customer support, system implementation and customer invoicing.

“We are a little late to the game, but we offer what we believe is at least 10 per cent net margin better than our competitors,” Jacob said.

In the UK, VeriSign is aiming to partner with at least one carrier and several local systems integrators.

Nick Garlick, managing director of RSA partner Nebulas Solutions Group, said: “VeriSign is looking to play on its strengths in the consumer market and leverage that around e-commerce. Nobody else is addressing that, which does make it an interesting proposition.”