Xceedium Embraces Channel Model

Company turns to a 100% channel-based sales model and enhances channel program

September 24, 2009

4 Min Read


Jersey City, NJ " Sept 23, 2009 " Xceedium, Inc., the leading provider of next generation access control and audit solutions, today announced that it is turning to a 100% channel-based sales model and has launched an enhanced channel program geared specifically to build on current successes. Xceedium's GateKeeper protects critical infrastructure against insider and external threats by delivering an all-in-one solution for compartmentalizing, containing and auditing users, balancing strong security controls and accountability with the ability to improve operational efficiency. Moving to a channel-only model enables Xceedium to tap the long-term customer relationships established by the channel to gain better and faster visibility into customer needs, accelerate sales cycles and streamline implementations.

"Many of our customers manage highly sensitive data over critical infrastructure, which by nature requires a zero-trust environment," said Bill Grimsley, Director of Government Sales, Plan B Government Systems. " GateKeeper offers military grade security across all fronts " its certificates remove any possibility of identity fraud, and its audit and enforcement capabilities provide stringent controls without inhibiting the ability of users to do their jobs. GateKeeper's Window sessions recording removes all doubt as to what a user did, when they did it, and how they did it which resonates with our customers and is well suited for the unique requirements of the federal sector."

Grimsley added: "Especially with customers focusing on Pandemic Planning due to current outbreaks of various strains of influenza and viruses, ie. H1N1, it is critical to include solutions like Xceedium's GateKeeper in to their overall infrastructure plan/design."

With a thriving channel of more than 40 commercial and federal sector resellers already in place, Xceedium will focus its efforts on cultivating its network and continue to extend its reach with additional select partners. In order to drive partner revenue and profitability, Xceedium's enhanced program offers the following:

  • Preferential lead forwarding.

    • Training " Xceedium will offer partners ongoing training and certifications. Training sessions are two days long culminating in partners becoming GateKeeper certified.

    • Registered and Safeguarded Opportunities " Any leads registered by partners will enhance their profitability.

    • NFR (not for resell) appliances " Xceedium offers partners NFR appliances at significantly discounted rates to allow them to provide demos locally and on the fly. Working firsthand with the appliance will also deepen product expertise and augments the knowledge gained in training classes.

    • Marketing co-op funds " Xceedium will provide marketing funds for partner marketing and lead generation activities including events, advertising and webinars.

      "In today's economic environment, Xceedium's move to a channel-only model is extremely savvy," said Richard Stiennon, Chief Research Analyst, IT Harvest. "Xceedium provides a way for the channel to introduce new efficiencies that stem from automating user-based monitoring and enforcement and audit processes. That provides the opportunity for the channel to add additional value to their customer base while creating new revenue opportunities. The move is good for Xceedium because it allows them to more quickly penetrate the market with a solution that is in high demand."

      "Our channel partners were always an extension of our sales team, and have been incredibly helpful in introducing opportunities to us beyond our initial frame of reference," said David Angradi, senior director of Worldwide Channel Sales, Xceedium. "In a tough economy, the key is to work smarter and not harder and our channel partners have been instrumental in identifying and creating opportunities. By embracing a 100% indirect model, we can focus exclusively on making our partners more successful than ever in reaching new and existing customers."

      About Xceedium Xceedium is the premier provider of access control and audit solutions that reduce the complexity and cost of controlling and tracking high-risk users. Employing unique and patent-pending technologies, the Xceedium GateKeeper line of hardened appliances delivers restrictive access, compartmentalization, containment of users to authorized areas, monitoring, tracking, recording and comprehensive reporting to meet compliance requirements. Companies gain the ability to securely administer remote infrastructure, control vendor access, automate compliance and manage outsourcing risk.

      Xceedium GateKeeper is deployed in the largest enterprise, government and SMB environments. An ever-expanding client base includes household names in healthcare, pharmaceutical, financial services, retail, MSP and other key verticals. Xceedium has been honored with a number of prestigious industry awards, including recognition by Forrester Research as a "Hot Company to Watch", by "Gartner, Inc. as a "Cool Vendor in Infrastructure Protection 2009", and by Red Herring as a "Top 100 Global Company."

      For more information, visit www.xceedium.com, or email to [email protected].

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