Managed file transfer platform maker Globalscape is continuing to build a strong base of channel partners, according to Chris Cleary, senior director of channel sales, who said shedding the company's decades-long reliance on direct sales is a lengthy but important transition.
The mature market for file sharing software gives organizations myriad options for enabling employees to share files and collaborate on projects. The San Antonio-based company points to its track record of securing sensitive data and intellectual property for the government, including a contract to secure sensitive files for the U.S. Army's logistics program, which it has had in place since 2005.
"We're not in a sexy business but, at the end of the day, every company needs an environment to efficiently transfer files and do so securely," Cleary told CRN. "We have a lot of clients who have either outgrown their existing FTP environment or need a more mature, robust environment and want an expert to handle it."
Cleary, a sales veteran, was named Globalscape's head of global channel sales and distribution last year. He spent six years at Fortinet overseeing the network security vendor's global strategic alliances.
Globalscape is eyeing growth in the midmarket is and educating resellers and system integrators on the additional opportunity to sell the company's EFT platform during server migration projects when companies move from on-premise Microsoft Exchange implementations to Office 365, according to Cleary.
The company's bread and butter is in securing the transmissions from server to server and being able to scale to handle large workloads and efficiently transfer massive, terabyte-size files for organizations. It also sells a hosted or managed FTP platform, secure email file sharing that integrates into Outlook, and wide area file services for file sharing between remote offices.
HIPAA regulations and the need for financial firms to comply with the Gramm-Leach-Bliley Act also are driving business, according to Cleary.
Users of the platform like its scalability and how it efficiently transfers large workloads, said Jacob Tukuru, founder and president of Tukuru Technologies, a New York-based IT consulting and managed services firm. Globalscape supports sharing large Autodesk Revit modeling files, a common file type shared by Tukuru's clients in the engineering, architectural and construction industries. Companies often struggle with sharing the massive files when collaborating with business partners, Tukuru said.
"There's a lot of collaboration going on among our clients, and we realized that Globalscape was the right fit for them," Tukuru said. "Globalscape has shown a tremendous amount of commitment in terms of working with us and delivering on supporting the partnership."
NEXT: Globalscape's Channel Investments