Bomgar to move to all-channel model in the security sector

Vendor claims it is starting to find traction with security partners after launching its PAM solution last year

Vendor Bomgar has added its Privileged Access Management (PAM) product to its partner programme as it looks to move to an all-channel model in the security sector.

The vendor has products across the secure remote access space, and launched its PAM offering in May last year, which is sold through partners and currently has an 80:20 channel-to-direct ratio.

Director of EMEA channels and strategic alliances Simon Thomas told CRN that the success it has seen so far in the PAM space has sparked a transition to a 100 per cent channel structure in its security business which should be completed within the next year.

"For the first time we're finding traction with security partners who are recognising there is a place for secure remote support once they've had a conversation within an organisation," Thomas said.

"We are recognised by several institutions as the market leader in remote support for the enterprise and we want to maintain that recognition in the security space.

"We feel that the way we have to do that is by choosing the best partners."

Bomgar added 12 EMEA partners to its programme in Q1 this year, seven of which were in the UK, and Thomas expects this number to increase at a rapid rate over the next two years.

Bomgar partner BCN Group expects to start rolling out the PAM product soon and its owner Simon Kelf told CRN that he is confident it will be a success in the channel.

"It [the market] is saturated - however, it is something that they're excited about and they've got a good customer base as it is, so clearly they'll sell into their internal base and use their partners to push everything out.

"It'll be fruitful for us and fruitful for them."

Bomgar has traditionally focused on the enterprise sector, but the PAM product has been well received in the SMB sector, Thomas claims, adding that he credits that to the price and speed of deployment. He expects this increasing popularity to continue.

"What that means for partners is they have an opportunity to win a deal quite quickly and be successful in the eyes of their customer," Thomas said.

Having averaged around 28 per cent growth year on year over the last 14 years, Thomas says Bomgar has reached an inflection point and now expects the rate of growth to increase rapidly as it strengthens its position in the security market.