PGP Launches Revamped Partner Program
Set to launch Tuesday, PGP's new Global Channel Program gives channel partners new sales and technical certifications and helps fund their efforts to obtain them, said Karen Hartsell, director of channel marketing at the Palo Alto, Calif.-based vendor.
The revamped program comes in response to feedback PGP solicited from a newly created partner advisory board that includes many of its 200 North American partners, as well as from third party auditors, said Hartsell.
The creation of gold, silver, and bronze levels, as well as certifications within each level, will help clarify where partners stand in the program, Hartsell said.
Media Landry, vice president of sales at igxglobal, Rocky Hill, Conn., said PGP has beefed up its technical support resources, offering direct access based on partner expertise.
"When our team is certified, they don't have to go through the general help line when they call, which is a big advantage," Landry said.
Another new addition to the program called partner incentive funds allows partners to invest in the training they need to be certified for the higher levels, which goes beyond standard market development funding efforts, Landry said.
The creation of breach notification laws and the almost daily headlines about laptops containing sensitive data being stolen has helped drive demand for full disk encryption, and solution providers are finding it's best to partner with a single vendor, according to Hartsell.
"Our partners are taking a hard look at how many vendors they are carrying, and having one encryption vendor is looking better and better," Hartsell said.
About 98 percent of PGP's revenue flows through the channel currently, and with the new program, the vendor wants to boost that number to "as close to 100 percent as we can," said Hartsell.