Start-up security firm Imprivata is making plans to redesign its solution provider program in order to serve its identity management and physical/logistical access partners.

This week, the company launched the iPartner program, which will consist of two different partnership levels:  Authorized; Premier.  This will help further the different levels of solution provider partners within the company to help the current 55 partners in North America understand more clearly their roles.  Authorized partners have to have certain technical expertise and Permier partners have to provide services and support for products from Imprivata.

Director of channel sales and programs for solution providers at Imprivata Eric Blatte states that new changes in the partner pgoram will improve revenue for each solution provider.

The new solution provider program will also offer deal registration.  Partners that find new opportunities for Imprivata products will enjoy ten percent of the profits, regardless of the size of the deal.  The goal of this new component of the solution provider program is to encourage partners to pioneer new products and give them better rewards.

Imprivata started shipping its first product in December of 2006.  The new product connects server-side authentication management systems with building key card systems.  The vendor will also start working with non-IT value added resellers that specialize in installation of cameras and magnetic locks.  The change to the solution provider program reflects the diversity of the company’s presence within the marketplace.  

Blogged By:  Computer Consulting 101