Apere Using Proof-of-Concept in New Channel ProgramBy Scott Ferguson | Print
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The security solution provider hopes to entice VARs with value-added service contracts, while luring customers with a proof-of-concept demo of its product.
Security solutions vendor Apere is attempting to incorporate a proof-of-concept demonstration into a new channel program meant to entice VARs and system integrators.
The San Jose, Calif., company announced its new partner program on Sept. 18. It is offering users a proof-of-concept demo of its turnkey appliance, called IMAG (Identity Managed Access Gateway), which integrates an enterprise's essential identity management, access control functionality, and application and network user provisioning into a single solution.
The proof-of-concept demo allows users to see how the solution will work with their network for several weeks, while VARs and system integrators have the advantage of a practical demonstration to show to clients, according to Ram Jayam, president and CEO of Apere.
"It allows [partners] to install the box right into the customer's network environment," Jayam said
The solution costs $15,000. The company's top-tier VARs can earn up to 35 percent on product margins and 25 percent on service contracts. These are partners that use Apere's solution as one of their main security products, according to the company.
The company started its partner program with so-called "Founding VARs," who began experimenting and using the Apere solution before it was ready for the market. These VARs helped work out several problems with the solution, according to the company.
Apere also announced that it is partnering with Ness Technologies of Hackensack, N.J. Apere said that Ness will begin to leverage its IMAG solution in the health care and financial services sectors to help meet intellectual property and regulatory requirements.