Xceedium, a company providing security and compliance solutions, said it has launched the Xceedium Xcelerate Partner Program to expand its market presence.
The debut program is designed to enable partners to quickly tap into compliance requirements for the financial, utility, manufacturing and government markets, and to enhance their current security practices with products and services revenue.
"We're a high-growth startup that's been growing very rapidly, in a direct manner with our own sales people," explained Cheryl Traverse, CEO for Jersey City, N.J.-based Xceedium. "We've now reached the point where our volume demands to go and build a channel. So we hired Dave Ballard -- an experienced channel person from HP Opsware -- to basically build this channel for us."
Moreover, Xceedium identified its pain points and subsequently delivered new requirements for the estimated $15 billion (US) compliance markets, Traverse continued.
"Where we come in is the privileged (internal IT operations) user and external user (vendor, applications developer, or outsourced IT operations person)," she said. "Eighty-six percent of all internal attacks came from a current or former technical support employee and 60 percent of all companies do some sort of technical outsourcing . . . in the government (sector) that figure is 70 percent.
"Lay all the compliance regulations on top of that . . . and you've put the pressure on companies to come up with ways to take the privileged and external users and figure out a way to implement and validate controls for them."
"We are targeting a select group of partners with existing security practices that are looking for differentiators in key hot markets, such as PCI compliance, vendor access control, enhanced security for the Citrix environments and secure touch free support," said Ballard, the vice president of sales at Xceedium. "Most importantly, we've put together a solid team dedicated to enabling and supporting these partners."
The Xcelerate Partner Program includes:
Channel Commitment -- a dedicated team of partner resources to help partners quickly roll out and sustain their businesses.
Partner Portal -- an exclusive online repository of partner-specific sales, marketing and technical tools.
Dedicated Technical Support -- a separate 800 number and exclusive instant messaging link directly to technical support reps.
Opportunity Registration -- Partners can register their deals and receive all the support necessary to close opportunities; also provides partners with price protection and qualifies them for additional margin.
Maintenance Renewals -- Xceedium would work with partners on renewal tracking and alerting to ensure regular, up- to- date maintenance for their customers.
Education -- all the necessary training to sell and install Xceedium solutions from delivering pre-sales tools through to implementation.
Field Support -- Xceedium works directly with partners in the field to ensure clients receive the highest level of service and education both prior to and following their deployment of Xceedium solutions.
Joint Marketing -- joint press releases, seminars, tradeshow exhibits, conferences and webinars to increase their visibility in the marketplace.
Joint Development of Security Assessment Practice -- For solutions partners and systems integrators, Xceedium provides a comprehensive set of tools and services for risk assessment, policy creation and deployment, and reporting and usage data for privileged users.
Xceedium channel and solution partners benefit from a comprehensive training process, including sales training and pre- and post-sales technical training. Additionally, partners at the solutions partner and systems integrator level receive Xceedium Security Assessment enablement training. Xceedium also offers a Referral Partner Program for those organizations that would like to recommend Xceedium Gatekeeper and Xceedium services to their customers.
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Source : http://www.echannelline.com/usa/story.cfm?item=23303
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