Encryption has quickly evolved from being a security technology considered to be too hard to manage and implement to becoming almost a de facto requirement. To enable solution providers to take better advantage of that opportunity in VMware environments, HyTrust has appointed Jason Cowie to be vice president of global channels.
The immediate goal is to help partners take advantage of increase deployment of instances of VMware that are occurring more rapidly on cloud platforms such as Amazon Web Services (AWS), says Cowie. In the wake of a wide-ranging alliance formed by AWS and VMware demand for encryption expertise that can be applied both in the cloud and on-premises is exploding, says Cowie.
Cowie prior to joining HyTrust had been the channel chief for Zerto, a provider of disaster recovery software.
HyTrust has a long history of partnering with VMware to enable solution providers and their customers to encrypt data at rest. That mission is now being extended to encrypt data stored both in the cloud and as it moves back and forth between on-premises IT environments and public clouds. To address that opportunity HyTrust developed a Hytrust Cloud Security Policy Framework.
HyTrust also recently added data discovery tools to its portfolio based on technology it gained by acquiring DataGravity.
In addition, Cowie says HyTrust will be looking to expand on existing technology alliances with vendors such as Cisco and NetApp.
“We want to work with them to build solutions that meet in the channel,” says Cowie.
Longer term, Cowie says HyTrust will be working with channel partners to exploit opportunities to encrypt containers running on-premises or in a public cloud as well.
In general, Cowie says margins on encryption solutions can range as high as 25 percent. Given the commodity nature of virtual machine software these days that ability to layer encryption software on top of virtual machine platforms such as VMware represents a significant opportunity for channel partners.
Thanks to a wave of high-profile breaches and a raft of regulations that require organizations to better protect data, the usage of encrypted data have expanded by several orders of magnitude. The challenge many IT organizations face is how to manage all the keys needed to unlock encrypted data at various times. Of course, HyTrust is far from being the only option to accomplish that task. But given its widespread usage on the virtual machine platform that is most widely deployed on the enterprise today, the opportunity to expand that base into the realm of the public cloud is potentially significant for channel partners.
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