IAM vendor expands partner program and announces new channel chief
Identity management vendor SecureAuth intends to go 100% channel, a strategy that includes offering partners increased service opportunities and managed service and is designed to accelerate the company’s ambitions to hit 50% year-over-year growth.
The Lowdown: The company is casting a wide net, aiming its channel efforts at VARs, distributors, systems integrators, and technology partners.
The Details: SecureAuth is developing an increasingly collaborative partner program that includes new identity and access management (IAM) resources and tools channel players can use in their go-to-market strategies. The program includes a three-tiered structure – Authorized, Elite, and Elite+ – for support. The company’s SecureAuth Identity Platform is designed to secure employee and customer identities on premises, in the public cloud, or in hybrid cloud environments.
SecureAuth’s announcement this week comes after the company hired David Woodward as senior vice president of sales and channel worldwide, an appointment also announced this week, though he apparently was brought into the position in July. Woodward, who will lead SecureAuth’s channel strategy, comes with more than two decades in the IT industry, including the past three years as vice president of U.S. sales at Kudelski Security and two years at Avaya in channel sales.
The Impact: At a time of rapid cloud expansion and an increasingly distributed IT environment, ensuring the security of identities becomes even more important. Zion Market Research analysts are forecasting the worldwide IAM market to grow from $10.12 billion last year to about $23.38 billion by 2025, creating a greatly expanded market that channel players can take advantage of.
Background: SecureAuth officials have been talking about a strategy of hypergrowth in the IAM space for awhile and have been putting pieces in place to go after it. In April, the company named a new Chief Revenue Officer (John Nassar) and Chief Marketing Officer (Robert Humphrey), followed three months later by Woodward’s appointment. In February, SecureAuth shed its core security assets in a sale to IT management specialist HelpSystems, clearing the way for it to focus more on its IAM technologies, which include multi-factor authentication, single sign-on, and access management offerings.
The Buzz: “By reducing the threat surface and preventing breaches, organizations are better able to protect revenue and reputation, but can also increase the value associated with the identities of everyone who connects to their business,” Woodward said. “Organizations realize that in addition to preventing breaches, they must enable trust to meet usability and business agility needs – and they know that it starts with adaptive identity security. With the specialization of support and benefits for qualified partners, we’re presenting channel partners with an opportunity to leapfrog their competition by delivering the most secure and adaptable identity and access management solution in the market.”
“Fishtech takes a holistic view to address our customers’ cybersecurity needs, and identity security is what connects the different security disciplines. Identity is much more than just a username and password,” said Chuck Crawford, co-founder and Chief Strategy Officer at Fishtech Group, a SecureAuth partner. “Properly implemented, it finds behavior patterns and other attributes, enforces policies, and reduces the likelihood of a data breach. SecureAuth provides the most flexible tools that complement our expertise and professional services to ensure control and governance of digital initiatives.”