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BIO-key’s Channel Alliance Partner Program Grows, Developing A Federal Government Presence

Rachael Espaillat

BIO-key’s chief revenue officer, Fred Corsentino, highlights the success of BIO-key’s Identity-Bound Biometrics platform as their partner program grows and adds more partners.

As cyberattacks continue to rise, security vendor BIO-key is working to keep its partners protected by leveraging biometrics.

One of the ways the company is doing that is through its Channel Alliance partner program. It was first developed about three years ago but has been recently adding more partners, including 3Eye Technologies and government distributor DLT Solutions. DLT is working with Wall, New Jersey-based BIO-key to help the biometrics vendor develop a presence in the federal government market.

Here’s a look at some of CRN’s interview with Fred Corsentino, the company’s CRO, as he highlights what’s worked as the partner program grows.

The program’s been around for less than three years. Can you talk about how it’s expanding?

We have since signed on a number of tier one, distributors or master agents. And through that, we have brought on a bunch of different partners...We’ve since been bringing those agents on board, getting them up to speed on selling out solutions.

What’s been the key to its success in adding more partners?

We’re very focused on growing the channel. And I think partners like that...They like that they‘re just not another one of the partners.

What incentives do you offer partners? 

Well, the case of the agents, which are part of the Intelisys master agent program, they get commissions, and they get commissions actually, for as long as that subscription is in place. As long as the customer is using our software, they get commissions every year. And so that’s a strong incentive...We offer good margins to make money. We have a registration program... We offer a lot of MDF and programs to help them sell our product. And we’re very actively engaged. It‘s not just a sidebar, we are committed to their success.

Rachael Espaillat

Rachael Espaillat is a multimedia journalist who joined CRNtv in December 2021. She interviews CEOs and other IT experts to deliver stories that matter most to channel partners. She can be reached at respaillat@thechannelcompany.com.

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