GuardianEdge targets VARs for channel expansion
Encryption software vendor unveils ambitious plans for the unified data protection space
Encryption software vendor GuardianEdge wants to expand its channel in 2007 to capitalise on what it has claimed is a fast-growing market.
The firm has ambitious plans for the unified data protection space with the impending launch of its all-encompassing data-protection platform. It is looking for additional security-focused resellers to help it expand its UK coverage.
GuardianEdge operates a two-tier model in the UK, with Avanquest and more recently Sphinx (CRN, 12 January) as its main distributors.
Lynton Stewart-Ashley, channel sales director for the UK and EMEA at GuardianEdge, told CRN: “Our strategy is a ‘must go to market through the channel’ approach in the UK. However, this year is very much about education, as well as recruitment. We aim to educate our channel to ensure it is fully capable and has the tools it requires to go to market with our technology.”
Ram Krishnan, senior vice-president for products and marketing at GuardianEdge, said: “The biggest business issue for a lot of firms is to eliminate the disclosure requirement that usually follows a major security incident. This is often very damaging to business credibility.”
Krishnan cited the recent Nationwide building society incident where a laptop containing details of 11 million customers was lost.
“Our aim is to concentrate on enterprise manageability and help firms to lower the risk of data loss, and also slash the cost of having to handle notification queries,” he said. “From a channel sales perspective, rather than approaching the market with yet another piece of infrastructure, our technology just couples with what is already in use, so it is an easier sell.”
Chris Thompson, managing director of Avanquest, said: “We see the hard drive encryption market as an essential place to be this year. We have worked with GuardianEdge for the past five years and have the highest regard for its products.”