PassLogix takes tiered approach to expansion

By offering its new Platinum tier to select resellers, the security vendor hopes to expand its European scope

Enterprise single sign-on vendor PassLogix has added a Platinum tier to its EMEA channel programme to expand its European reach.

PassLogix already has a basic reseller programme and the Platinum tier will provide selected resellers with access to market development funds, its executive staff, sales support, and technical and sales training.

The vendor has roughly an even split between direct and channel-based sales. Scott Bonnell, director of business development at PassLogix, claimed the new tier will help compliment its existing EMEA salesforce.

“We are interested in signing a small group of VARs and working with them to develop benefits based on their portfolio. This tier is in addition to the basic level,” he said.

The vendor also said it will look to bring a number of new partners on board, as well as move a limited number of its existing resellers up to the new tier. However, a new $3,000 membership fee has also been introduced for the Platinum tier.

“This enables us to expand and sell into markets we previously couldn’t reach through direct sales. If we don’t work with partners then we won’t reach specific markets,” Bonnell added.

He said the creation of a new tier has been complimented with an additional training programme: Top Gun.

“The EMEA market continues to see increasing customer demand for enterprise sign-on,” said Katarina Kreutzfeldt, general manager of KOGit, an enterprise identity management integrator in Germany.

“Customers look to us for real value-add in their projects and the PassLogix Platinum programme provides us with the keys to fulfiling this need – the sales and technical support to deliver enterprise single sign-on offering for our prospects and customers.”