GlobalScape's product set includes an Enhanced File Transfer platform for automating, securing and simplifying the file transfer process at enterprises and a hosted or managed version with pay-as-you-go pricing. A separate Mail Express component is sold for secure email file sharing and Wide Area File Service collaboration software for remote offices.
The most attractive partners have been working with midsize and enterprise clients on mobile device management, antimalware and data protection projects, Goulet said. Focus partners need to commit to an active, working relationship, Goulet said. GlobalScape has introduced three levels of technical training in addition to on-site sales training. A deal registration program is available to both partner tiers to protect opportunities, he said.
"If they bring GlobalScape a new account, we want to make sure our commitment stays with the partner; we don't want to take those opportunities direct," Goulet said. "We want to make sure that they win that business with big margins and incentives that we have put in place."
Opportunity exists for partners, Goulet said, because many businesses have outgrown their existing file transfer products, are unhappy with the level of support they are getting or are missing key features, such as mobility. Buyers of managed file transfer solutions are generally networking team leaders or security professionals, he said.
"Once we are entrenched within an enterprise organization, it is very difficult to displace us," Goulet said. "We've got an 18-year history and a rock-solid product line, and North America, U.S.-based support."
PUBLISHED JAN. 29, 2014