Innovative partnerships are necessary in digital transformation push

GlobalSign is helping channel partners deliver essential identity and security services to customers during the COVID-19 pandemic

Posted 16 November 2020 by Christine Horton

The challenges enterprises are facing in response to the global pandemic may have been unexpected – but there’s little chance of things going back to the way they were pre-COVID. To help fulfil some of these new identity and security needs, GlobalSign is looking for channel partners to expand its ecosystem and work together on innovative solutions that will benefit customers long after 2020 has passed.

Speaking to Think Digital Partners, GlobalSign partner programmes marketing manager, Debbie Hayes, outlined the company’s plans for its indirect sales channel.

“With the pandemic, it’s paramount that enterprises and partners are ensuring they and their customers are up to date with the complete range of identity and security needs,” she said. “Companies in a wide array of industries are looking to providers like GlobalSign for increased support for their essential remote workforce: from manufacturing, service businesses to national and local government, healthcare and more.”

As a leading Certificate Authority, one of the offerings GlobalSign is best known for is digital signatures. These could not be more beneficial during the pandemic. GlobalSign’s digital signatures can help a wide variety of businesses by providing signer identity validation, content integrity, trusted timestamps and non-repudiation without the need to manage any physical hardware or build any custom integrations.

More than nine out of ten security pros says attack volumes have increased due to more employees working from home during COVID-19 stay-at-home orders. Subsequently, 59 percent of IT managed-services-centric businesses are now offering more security bundles than any other business model.

“Enterprises now require flexible services that can resolve their business challenges; it is no longer solely a product focused world,” said Hayes. “Through collaboration, GlobalSign and our partners can combine to deliver comprehensive, cost-efficient solutions for automated certificate management, compliance, remote working and many other business drivers. This is incredibly important, especially in these globally difficult times.” As a result, the identity and security solutions vendor has launched a winter campaign where it is offering partners and enterprises a 25 percent discount on any new business.

She added, “Our 25 years of experience in Public Key Infrastructure (PKI) has prepared us for the increased interest in endpoint security and enterprise IT infrastructure. Together with our partners, we can address a wide range of use cases including email security and identity, machine identity, authentication, digital document signing and the automated management and distribution of digital certificates.”

Different Partner Programmes to Suit Every Need

GlobalSign sales are typically evenly split between direct and its 5000-plus partners across EMEA, said Hayes. These include Enterprise Solutions Partners who have access to all GlobalSign Enterprise Services and products, including the integrations with the vendor’s Technology Alliance Partners.

The company also has programs geared towards IT service providers that offer GlobalSign solutions as-a-service, value-added resellers (VARs), Managed Service Providers (MSPs), conventional resellers and certified regional partners.

“We definitely always seek ways in which to grow our partner ecosystem so we can deliver the kinds of innovative IT and security solutions end-customers need – no matter where they’re located or what the size of their company is,” said Hayes. “Attracting and developing strong channel partnerships is an incredibly important aspect of our business and extension of our brand. We have a proud history of collaborating with small, medium and large partners, helping them reach new markets and diversify their IT security revenues.”

Features of the GlobalSign partner programme include training, support and business planning, alongside deal registration, lead generation, marketing services and sales enablement. The Certificate Authority recently launched a new microsite which provides information tailored to each of its six partner programs.

This article is part of our channel partner series, which is classified as commercial content.