Cyber-Ark Preps Channel Program, Sets Two Levels

Instead of focusing on securing the network perimeter, Cyber-Ark focuses on protecting data by creating a secure vault to store it in, said Richard April, senior director of marketing at the company, based here. Cyber-Ark's software runs on a dedicated server and integrates multiple layers of security,including firewall, VPN and authentication layers,to allow secure access to data, he said.

Cyber-Ark offers two products based on its technology: Network Vault, for securing sensitive information inside the network, such as human resource records, and Inter-Business Vault, for allowing users to securely share data outside the enterprise with business partners, customers and remote offices.

Inter-Business Vault offers a variety of interfaces to access information, including Windows- and Web-based clients and "Gateways," or servers that interface with Inter-Business Vault using protocols such as HTTP and FTP.

April said Cyber-Ark will offer two partner levels, premier and authorized, based on sales commitment and engineering certifications. Partners will receive leads, joint marketing resources, technical training and demonstration products.

So far, Cyber-Ark has signed 10 partners, which are either VARs or systems integrators focused on security, April said. Cyber-Ark aims to sell primarily through the channel, he said.

Cyber-Ark's technology is a good alternative to VPNs as well as a strong all-in-one solution for midsize companies that can't afford extensive security infrastructure, said Gregory Stenstrom, CEO of Stenstrom Scientific, a security solution provider in Sewell, N.J. "It just makes it easy for a customer to secure their information and allow access to it," he said.

Stenstrom Scientific is always looking to stay ahead of the curve, and Cyber-Ark offers unique technology and is easy to work with, Stenstrom said. "The margins are good, and they're dedicated to the channel."

Kris Zupan, CEO and CTO of e-DMZ Security, said the Wilmington, Del.-based company uses Cyber-Ark software as the cornerstone of its managed security services delivery. The solution provider uses the software heavily to share data with customers, which include financial services and manufacturing companies, Zupan said.

Founded in 1999, Cyber-Ark targets midsize and large enterprises. Network Vault starts at a price of $27,000, and Inter-Business Vault starts at $50,000. Both offerings can scale up, depending on network complexity and number of users.