Direct selling security vendor nCipher is embracing the channel in response to market expansion, but admits it will maintain direct sales relationships with key accounts.

NCipher’s Global Secure Partner Programme meets growing demand for cryptographic security, EMEA vice president Daniel Mothersdale told CRN. “We are becoming a more channel-centric company,” he said.

Demand for protection of critical enterprise data is booming, said Mothersdale, so nCipher has appointed a channel director for EMEA ­ John Cragg, a 10-year channel veteran who has worked at Enterasys and Webroot.

Resellers will be categorised as either Access, Authority or Elite, with discount levels related to the amount of training undergone, or volumes of product sold. Marketing support will comprise web seminars and joint marketing activities, with co-op marketing funds available to qualifying reseller partners.

Crispin Pikes, chief executive of nCipher partner Sysec Group, said: “It is nice to work with a UK-based organisation and good to see that nCipher is moving more towards
the channel.”