Okta signs Melbourne partner, eyeing another in Sydney

Identity and access management company in talks with a second reseller after appointing first one.

Identity Solutions has joined Okta as a reseller, becoming the identity and access management vendor’s first Australian channel partner.

Okta Australia vice-president, Graham Pearson, said the Melbourne-based reseller stood out for its long track record in the local IT industry.

“Identity Solutions have been around for a long time since 1999, making them a pioneer for identity management in Australia from a reseller perspective,” he said.

“To have an organisation that has the background, knowledge, and customer base they do is something special, and I think we’re lucky to get them.”

Okta set up a local presence in May, and Pearson said the deal with Identity Solutions came together after months of negotiations.

“Contacts and commitments needed to be done by both parties, and we’ve now come to an amicable arrangement,” he said.

After Okta established itself in Australia, the next step was to get the channel enabled by finding the right partner and bringing them onboard.

“We haven’t been on the ground very long, but we know the importance of the channel,” Pearson said.

Ongoing discussions

The deal with Identity Solutions has completed, though Okta is currently in talks with a Sydney-based reseller to cover the New South Wales region.

Pearson said discussions with the reseller are currently in the “beginning stages,” and both parties still need to work out an arrangement they are “comfortable with.”

“Bringing onboard a partner is like a marriage or a relationship, so there is no point in just going out and appointing everybody,” he said.

“We want to have specialised focus partners who can do the right thing by Okta and vice versa, and then grow what we have together.”

Pearson adds identity management is a specialised field, so “focused partners” such as Identity Solutions are necessary.

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

Read more: The value of a partner lies in customer service: SureBridge

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