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PGP building an encryption channel

PGP building an encryption channel

Secure messaging specialist, PGP Corporation, has launched a new channel initiative to drive sales of its email and disc encryption products.

The vendor has worked in the local market with large scale integrators and services companies such as Dimension Data, Volante, HP and Citadel but the PGP Priority Program will look to create a more formal structure.

Business development manager of Sydney-based distributor, Aquion, Audrey Lyon, said approaches had been made to about 30 resellers across Australia. Two appointments had already been made — Queensland-based online reseller, Instant IT, and Sydney-based Simply International, a national large account reseller.

“We want to work with resellers that have lots of national coverage but also realise there are lots of potential partners that are strong in the smaller states,” Lyon said.

“The old PGP technology was desktop-based but the new Universal product is a network-based appliance and you need a different skill set. It is important to have skills in email systems, directory services, content scanning and antivirus.”

Once enrolled to the new program, resellers would undergo product-based online training provided by the vendor. Aquion would be responsible for providing sales and marketing support as well as localised sales training.

Partners would complete training during the next year, with successful resellers elevated to two new groups — Volume Business Partners (VBPs) or Certified Solution Partners (CSPs) — based on the level of commitment shown and sales volumes.

VBPs would be strategic resellers selling software solutions to mid-size and large enterprise customers. Value-added resellers and systems integrators providing security solutions to SME, government, education or enterprise customers would be classified as CSPs.


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