SafeNet in channel push

Global security firm SafeNet launched a revamped Asia-Pacific channel program following its US$25 million acquisition of Australian security solution provider Eracom last December.

The encryption technology provider — which has sold its wares to the US Department of Defence and Australian Tax Office — wanted to unify what was a “haphazard” channel program prior to the acquisition, said SafeNet channel and business development head Tim Russell.

The Eracom acquisition gave SafeNet a range of cryptographic and transaction security software that protected credit cards, EFT and ATM transactions. SafeNet was also retaining Eracom’s sales and engineering staff in Australia.

The program has three levels, the first being the entry-level “Authorised” partner which doesn’t require a revenue commitment but does require resellers to undertake basic training and joint sales opportunities. These resellers are also offered a price discount based on sales.

The second “Gold” partner level requires partners to undertake detailed technical training allowing them to do end-user support and commit to a revenue target. Gold partners would also pass leads to these partners through its own lead generation program.

At the top level, "Premier" partners would receive leads and have a prominent presence at company events and on the SafeNet website.

Prior to being acquired, around 60 percent of Eracom’s business was direct with around 40 percent done through partners.

Russell said the company wanted to increase the proportion of channel sales following the acquisition. In Asia-Pacific, SafeNet has historically sold 100 percent through channel partners.

Its products are distributed here through LAN Systems and ACA Pacific. Senetas is one of its most prominent partners. “We’re interested in covering the market with quality partners,” he said.