CipherTrust Restructures Channel Programme To Increase European Revenue By 200 Per Cent
March 16, 2005: CipherTrust, Inc., the leader in messaging security, today announced it is officially restructuring its European channel model on a local level, to respond more effectively to market needs and to increase European revenue by 200 per cent. Following the appointment of a new EMEA management team the changes will reinforce CipherTrust’s 100 per cent commitment to the channel and aim to recruit 50 distributors and resellers throughout Europe by the end of 2005.
In the UK, the channel programme will move from a two-tier distribution model to a direct relationship, single-tier model, with the aim to recruit 25 partners in the UK by the end of 2005. The new structure will improve the benefits that CipherTrust delivers to its UK partners such as training and sales support, to assist in the services offered to end users.
David Stanley, VP and MD, EMEA at CipherTrust, said: “We value the expertise that the channel brings and their breadth of knowledge across vertical markets. We realise we cannot meet the demands of our customers and prospects without assistance and support of channel partners. CipherTrust’s commitment will ensure that 100 per cent of its business is handled by its dedicated and trained partners.”
Channel partners will have the opportunity to work with one of the leading providers of email security as acknowledged by META Group. Its award-winning IronMail appliance offers partners two solutions: the enterprise-class IronMail for 1,000 or more users and IronMail S-Class for 1,000 employees or less. Both appliances offer industry-leading technology tailored to the needs of each market. The enterprise IronMail appliance combines the five critical email security components of spam and fraud prevention, virus and worm protection, policy and content compliance, email privacy, and intrusion prevention.
The IronMail S-Class offers an easy-to-install appliance that integrates anti-spam, anti-virus, and policy enforcement and secures email gateway capabilities and is designed to meet the budgets and business needs of small and medium businesses.
Stanley commented: “Attacks on business email systems are becoming more sophisticated, requiring an integrated solution to intelligently identify and respond to threats. Partners will benefit as IronMail offers a comprehensive solution that can be easily implemented in any business environment.”
CipherTrust will recruit partners with skills to deliver the IronMail appliances to both sectors of the market. The recruitment drive will identify partners with security skills and a solid understanding of the challenges facing organisations attempting to secure the email gateway. Specifically, it plans to recruit partners with the technical capacity to become an extension of CipherTrust’s business, whilst providing them first line support during the sales cycle.
Stanley commented: “Recruiting the right partners rather than sheer number of partners is our aim for this year. We are focused in 2005 on doubling European revenues and therefore we will need more active channel partners in the marketplace.”
Through the new UK single-tier model, CipherTrust will help resellers to be more focused on end users and work with partners to gain leads and close deals. Resellers will also be able to differentiate themselves with the new tier model, by earning higher margins and by taking advantage of CipherTrust’s professional services to add value to the end user.”
The change in strategy will mean that CipherTrust will no longer work with Equip Technology, its UK distributor. Stanley said: “CipherTrust has been using a two-tier distribution model since its foundation in Europe in 2003 and is moving on by taking ownership of its channel. We are very grateful for the value and dedication from Equip Technology equally we identify this is the right time to move forward.”
About CipherTrust, Inc.
CipherTrust, Inc. is the leader in messaging security. Recognized by IDC as the market leader, the Company’s award-winning IronMail appliance protects the messaging systems of more enterprise e-mail users than any other solution, including more than 30 percent of the Fortune 100. CipherTrust pioneered messaging security by uniquely combining the five critical e-mail security components of spam and fraud prevention, virus and worm protection, policy and content compliance, e-mail privacy, and intrusion prevention into a single easy to deploy and manage platform. The Company is backed by top tier investors including Battery Ventures and Greylock Partners. For more information about CipherTrust, please visit www.ciphertrust.com