11 Apr Bitglass ramps up channel play with Orca Tech
Cloud security provider, Bitglass has appointed Orca Tech as its first national distributor as it launches its new Altitude Partner Program in effort to build up its momentum in A/NZ.
Part of Orca Tech’s remit is to help facilitate an increase in local channel momentum, marketing programs and incentives, regional scale, and overall operational efficiency.
“Orca Tech will play a key role in maintaining the integrity of the Altitude Partner Program and the feedback from partners across the region has been very positive to date,” Orca Tech general manager, Craig Ashwood, said. “Partners are rapidly seeing the value in the technology and the opportunity it presents by addressing gaps in the market, whether it be interoperability or non-intrusive deployments.”
The Altitude Partner Program provides a consistent, transparent, and predictable framework for engaging with partners. It features an active partner lead distribution process and access to marketing development funds.
Since launching the program, the company has nine Australian partners across Sydney, Melbourne and Brisbane, such as Thomas Duryea Logicalis.
Bitglass Asia Pacific and Japan director of channels, Brendon Thwaites, said its strategy was to choose the best-fit partners in the region to keep margins and addressable market opportunity high across the board.
“We are seeking out disruptive and innovative partners with a proven track record of helping customers address visibility blind spots and data security risks brought about by the use of cloud and modern ways of working,” he said.
“The mutual trust that we are building in the channel through our channel-focused sales model is very encouraging and it gives me confidence that the investments we’re making in the channel are the right ones.”
Bitglass works with a range of resellers, integrators and technology partners, and to date it counts more than 300 enterprises globally for deploying its technology spanning financial services, healthcare, education and government sectors.
“We see the channel as our engine for growth and scale and we are committed to working collaboratively with our partners on all opportunities,” Bitglass Asia Pacific vice president, Dave Shephard, said. “We will continue to focus on demonstrating the flexibility and value of our cloud security platform, while we train our partners to provide exceptional levels of customer service and support around Bitglass.”
In March, Bitglass, bulked up its local team, hiring former Palo Alto Networks talent, Brendon Thwaites, as its new director of channels and alliance for Asia Pacific and Japan, and Wayne Phillips as head of systems engineering for Australia and New Zealand (A/NZ).