'Reignition' of 2FA market sparks new Signify VAR programme
Firm hopes to capitalise on a renaissance of the two-factor authentication market with new channel programme
Signify has launched a new channel partner programme as it hopes to capitalise on a "reignition" of the two-factor authentication (2FA) market.
The firm, which was bought by security VAR Accumuli in 2013, claims to be the only 2FA cloud-based company providing RSA Security and was founded in 2000.
Craig Saunderson, sales director for managed services at Signify, said the 2FA market is undergoing a "reignition" following the ubiquitous adoption of the cloud, and cloud-based technologies, and the recent celebrity photo leaks.
Saunderson commented that this "reignition or resurgence" of the authentication market was the reason Signify has launched its new channel partner programme.
Under the scheme, Signify has reduced its standard resale pricing by 25 to 30 per cent on certain products. For the quarter running from January to March its partners can attain an additional margin, depending on the deal, of up to 45 per cent, under a trial scheme that could become permanent. The firm has also appointed Ruth Schofield as its new channel manager.
According to Saunderson, the relaunch of the partner programme was also about engaging with partners and working with partners in a way that is different to other vendors.
"Typically, vendor partner programmes are bits of paper that say here is a price list, here is a discount level, off you go and sell our stuff. My view is we need to do all that but most important is how we actually work with partners – we need to go out there and really engage with our partners and provide them with the right people and support."
Signify, which is partnered with the likes of Softcat and Kelway, is hoping to increase its channel sales by £1m in its next fiscal year ending 31 March 2016.
Saunderson said he is hoping to build on existing partner relationships with the updated programme, as well as bringing on more partners, but he did not specify the number of resellers the firm would like to obtain. It sells exclusively via the channel.
He also allayed concerns that Signify's ownership by VAR Accumuli leads to tension with its other channel partners concerned about preferential treatment, and commented that the company runs as a completely autonomous business.
The worldwide market for authentication is worth about $3bn (£1.91bn) and Signify expects it to grow by 15 per cent year on year.
David Fuller, partnerships and alliances director at EACS, a partner of Signify, said the company offers a strong partner programme, and commented: "They stick to the rules, they play fair and they have a strong retention for margins."