One Identity reveals channel growth

80 percent of EMEA sales now ‘linked to channel’; vendor says this highlights demand for identity-centred security to address the virtual workforce

Posted 17 December 2020 by Christine Horton

One Identity is reporting a 15 percent increase in year-over-year channel sales, with 67 percent of its global company sales and 81 percent of EMEA sales now linked to channel partners. Thirty-five percent of deal referrals currently come from partners.

The company says it is working towards a 100 percent channel sales model in EMEA. It adds that this momentum highlights the importance of the identity-centric security market.

“Over the past 12 months, our research shows that 57 percent of security professionals have stated they’re placing an increased priority on identity and AD account lifecycle management,” said Andrew Clarke, global head of channel and alliances at One Identity.

Clarke says that to help channel partners with their focus on identity-centric security, the company has launched several new partner enablement campaigns and resources.

“By expanding our partners’ knowledge in identity governance and administration (IGA) and privileged access management (PAM) solutions, we’ve enabled hundreds of our partners to help their customers transition business operations to deal with the unprecedented changes caused by the pandemic,” said Clarke.

Partner programme and portal

The vendor’s partner programme, the One Identity Partner Circle, offers tools and resources for system integrators (Sis), value-added resellers (VARs), global alliances and technology alliances to sell, deploy and manage identity governance and administration, privileged access management and AD account lifecycle management solutions within the firm’s portfolio.

Additions to One Identity’s Partner Enablement Portal include new sales and marketing resources that offer web-based and instructor-led training, webinars and incentives, including marketing development funds and rebates, to help increase partners’ sales performance.

One Identity says its growth in channel sales is also down to deepening its relationships with key distribution partners over the past year.

Similarly, during the pandemic the company created a new virtual version of its pre-sales Bootcamps. Where training was previously held in-person for 10 partners, these sessions have evolved into two-day virtual sessions that scale up to 50 people.

Elsewhere, the firm’s global UNITE  partner and user conference saw almost 100 percent growth in the number of attendees through a new virtual format. 

“As our customers design and execute their digital transformation, they need solutions to safeguard unlawful access to systems and data. Even more, with the new threat environment caused by the pandemic,” Mathijs Valk, VP of operations at KPN Security.

“We are excited to partner with One Identity to ensure we are equipped with the necessary resources to help our customers quickly and easily implement our managed identity solutions that support the long-term remote working environment.”