GlobalSign Launches New Enterprise Reseller Program For IoT Security Opportunity

GlobalSign launched a new partner program on Thursday that it said will help resellers use its PKI, and identity and access management (IAM), solutions to secure the Internet of Things.

The Boston-based vendor's new Enterprise Reseller Program is targeted at reaching a new type of VAR for the company: the medium to large enterprise reseller that focuses on selling complex solutions around certificates, IAM, PKI and services. The company's previous channel program, in place since 1996, has focused traditionally on small-business SSL and certificate resellers. Those who sign up for the new program will be able to sell the entire GlobalSign portfolio.

John Murray, GlobalSign vice president of sales for North America, said the program will help medium and large enterprise resellers capitalize on the growing Internet-of-Things trend, or as he calls it, the "Identity-of-Everything" trend.

[Related: Cisco Partners Take Notice As Meraki Founders Launch IoT Startup]

As that trend catches on, Murray said there's an opportunity for resellers to help their clients build end-to-end security solutions tailored for the Internet of Things, whether it's helping manufacturer customers embed PKI solutions, or enterprise customers secure their devices and digital identities with identity and access management solutions.

"We definitely see [the Internet of Things] as a huge opportunity for us and a huge opportunity for the reseller market as well," Murray said. "We think we have something very unique that we're offering."

While some remain skeptical about the current relevance of the Internet-of-Things trend to resellers, Murray said GlobalSign already is seeing demand, particularly for clients dealing with critical infrastructure and telecom.

"We do see a demand," Murray said. "It tends to be a little bit segmented, but there are definitely a lot of projects out there."

While GlobalSign doesn't currently have any North American partners in its new program, there are several in Europe and Murray said it is in the final stages of inking a partnership with a large North American reseller. That partnership will be the first step as the company looks to stimulate growth in its channel program over the next few years.

Murray said GlobalSign does only 20 percent of sales through the channel, but hopes to push that to at least 50 percent through partners in the coming years.

"We're looking to scale [our channel business] sensibly, but aggressively, over the next five years. We see it as a key strategy," Murray said. "We see it as the way that we're going to be able to grow and address the market needs in a much more aggressive manner."

PUBLISHED MAY 21, 2015