Cloud Computing: Former Blue Coat Exec Heads Centrify Channel For Single Sign-On

Grazed from CRN. Author: Robert Westervelt.

Centrify is building out its channel program to fuel sales of its SaaS-based single sign-on platform and hopes that a renewed investment in the channel could help partners capitalize on a growing interest in bridging authentication to cloud-based services. Centrify’s business has been mainly focused on direct sales, but the company is investing in transforming its program to embrace channel sales. The vendor is working on building brand recognition, enabling partners through marketing initiatives and providing support through the sales process, said Nathan Adams, the company’s new North America channel chief.

"We spend a lot of time focusing on business planning, enablement, executive and engineering alignment," Adams said. "This is such a hot technology, and I believe that we can take our current strategy and bring it into the channel and create and mature a program to put in front of these customers."…

Centrify sells a server suite for Active Directory-based authentication, access control and role-based privilege management for enterprises. The software has sold well, Adams said, but a greater attention is being placed on the new SaaS edition of its single sign-on platform for cloud-based applications such as Office 365, Salesforce.com and WebEx. The company also provides a complimentary mobile security management component for the suite…

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