Credant Technologies' new channel chief plans to focus on recruiting about a half dozen national resellers to augment the efforts of the company's direct sales force.
Greg Clock, a former EMC channel executive, recently joined endpoint data protection vendor Credant as part of that company's plans to expand its presence in the channel space.
"Today we have a direct sales force," he said. "We want to increase feet on the street with a channel partner program and to do that we plan to make sure we are a channel-friendly company focused on partners who understand the security space."
Clock admitted that one of the biggest challenges will be to ensure the company's direct sales force will focus on enterprise sales and leave the other sales to Credant's new channel partners.
To do that Clock said Credant expects to offer partners a deal registration program to protect their leads. The company will also look to put together a market development fund plan to help partners target their markets.
The program is already underway, Clock said. Credant is already working with two specialized channel partners.
"Our focus today is to sit down with partners and understand what their needs are," Clock said. "My number one issue is ease of use, and I want to make sure this program is easy for our new partners."
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