Passlogix Asks Channel Partners To Pay To Play

But nearly three months after launching a Platinum Channel Partner program that requires participating partners to pay to play, some solution providers said it's worth it.

The idea behind the Passlogix program is simple: Solution providers interested in becoming Platinum partners pay a flat fee of approximately $3,000 per year. In return, they receive access to market development funds, technical and sales training, and sales support.

"When you have to pay money to participate, you're showing your seriousness, and we like that kind of commitment," said Marc Boroditsky, president and CEO of the New York vendor. "We figured this was the best way to make sure that our Platinum partners were the very best partners we could possibly have in our corner."

So far, 10 solution providers have forked over the cash to sign up. Jim Steinlage, president of Choice Solutions, Overland Park, Kan., is one such partner, and he said the Passlogix Platinum program has been well worth the fee.

"[For the money], you get a higher level of training, marketing dollars and recognition for commitment to the program," he said. "[It] keeps it from having everyone trying to say they deserve that level."

Paul Ghostine, CEO of Emergent OnLine, Reston, Va., agreed, noting that his return on investment in the Passlogix program has far exceeded other programs that he is able to join for free.

Ghostine said Passlogix has kicked back nearly $1,000 to him for market development funds alone since December.

"The Passlogix approach shows that there is a commitment from the partner and a commitment back from the vendor," he said. "When you consider how much other companies make you pay to send your teams to training or what have you, this actually is quite a deal," he said.

Ultimately, Boroditsky's goal is to recruit 30 solution partners to join the Platinum program. The company also is aiming for 30 resellers to join its "basic" partner level, for which there is no fee.

Passlogix unveiled extensions to its v-GO Sign-On Platform for enterprise customers at last month's RSA Conference. The solution, which will compete with Computer Associates International's eTrust, enables enterprise customers to implement identity management systems where strong authentication, Single Sign-On and provisioning are integrated as one. Pricing starts at $30 per user.