Saflink Brings Biometrics To The Channel

"We've been primarily focused on direct selling at the federal level," Wudi said. "But we would like to see midmarket share grow, and we think the channel owns these SMB relationships."

The simplicity of SafLink's technology, the attraction of non-password authentication, and the broad market target should make reselling SafLink products a tempting proposition, Wudi said. Atop that, SafLink's technology is tightly integrated with Microsoft's Active Directory and plugs right in, replacing the need for Active Directory passwords with biometric or smart card authentication, all with very little technical know-how, Wudi said. "Resellers who know Active Directory can put us in with almost no training," he said.

John Dispennette, vice president of strategic relations at The Signature Group, a systems integrator in Vienna, Va., agrees that the simplicity of SafLink's biometric solution goes a long way in enabling TSG and its customers to deploy it. Even though sales of biometric security products are still throttled by classic early adopter syndrome, having a biometric solution to offer keeps TSG on the cutting edge, Dispennette said.

"Everyone's talking about it, so our perspective is we just want to be ahead of the game," Dispennette said.

As part of the new SafLink program, participating VARs need to take a brief certification test that "teaches policy and integration with [Active Directory]," Wudi said. And SafLink is aiming to recruit at least three to four VARs in the "top 70 metropolitan areas" of the United States, he said.

Under the three-tiered program, software discounts between 20 percent and 40 percent are available based on sales commitment and the ability for VARs to meet those sales goals, Wudi said. Margins increase as sales do, he added. And an elite group, SafLink Medallion Partners, will be rewarded with exclusive marketing assistance and other perks, he said. All qualified partners have full access to the SafLink Partner Portal, Wudi said.