U.S. Patriot Act, Government Data Rules Drive Encryption Adoption


CipherCloud's Kothari is eager to point out his company's success. In December, the company raised $30 million from Andreessen Horowitz. It is the second round from Anderson, which previously seeded $1.4 million. The company recently announced the addition of two senior executives, bolstering its global sales initiatives and creating a chief marketing officer position.

Travis Patterson, who served as Marble Cloud's senior vice president of sales and support, has been hired as senior vice president of worldwide sales. Paige Leidig, who was global vice president, office of the CEO at SAP, is joining CipherCloud as its first chief marketing officer. Both executives report directly to Kothari.

The company has customers in eight countries, no small feat for a two-year-old company, Kothari said in an interview with CRN.com. The company is continuing to expand globally, experiencing growth in Brazil and Latin America. It also recently opened a European headquarters in London.

"We were focused on building product and making sure customers successful," Kothari said. "Now a year from our go-to-market we're building out our marketing organization to reach out to existing customers and new ones to expand our reach."

The company has also been aggressively building out its product offering, with the introduction of a database gateway and the addition of content-aware encryption. Kothari said the firm would introduce a new graphical interface to make integrating custom applications into the gateway through an easier point-and-click process.

Newly hired Patterson has two decades of experience in software industry sales. In addition to his previous job a Marble Cloud, formerly IronKey, he led the America's Software & Solutions Strategic Accounts organization at HP, and held senior sales management positions with Opsware and Parametric Technology Corporation.

Leidig has 20 years of experience in developing marketing strategies and leading global growth for technology companies. At SAP he drove the introduction of a portfolio of cloud applications for business users. He also held senior marketing roles at Ariba, Elance and E-Trade.

CipherCloud has a combination of a direct and partner channel, said Dev Ghoshal, senior vice president, strategy, global alliances and customer success. Ghoshal said the company's channel strategy can be broken down into segments: cloud providers, global systems integrators, regional partners that specialize in niche areas and industry verticals, and technology partners. The company has seen success in the financial services, healthcare and government sectors, he said.

The company launched its Technology Partner Program in September to connect with other cloud security technology providers. Ghoshal called the company's channel program flexible, enabling partners to decide whether to sell or engage in co-marketing and lead generation. The company maintains a referral program for partners and a reseller program to support whatever strategy they adopt, Ghoshal said.

PUBLISHED JAN. 7, 2013


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