One Identity, a unit of Quest Software, today named Roger Moffat as director of channel and alliances for North America at a time when the provider of identity and access management (IAM) software is experiencing rapid sales growth in the channel.
The company claims year-over-year global channel sales are up 49-percent, fueled by increases of 55 percent in North America and 44 percent in Europe, Middle East and Africa (EMEA) sales.
Moffat has over 20 years of channel experience, including a most recent stint as director of channel and alliances at SUSE. The decision to join One Identity was fueled in part because IAM is rapidly becoming a foundational component of cybersecurity, which is driving a massive rate of growth across the category, says Moffat.
One Identify today has over 500 partners participating in the One Identity Partner Circle channel program. Also, the One Identity recently acquired Balabit, a provider of privileged access management (PAM), privileged account analytics, and log management solutions which is based in Hungary and has a strong base of partners in Europe.
The primary goal for the immediate future is to both increase the total number of partners participating in the One Identity program, while simultaneously enticing existing partners to participate more fully in the company’s channel program. Thus far, 95 of the company’s partners earned One Identity Partner Circle accreditation, with 23 of them achieving a “Plus” status. One Identity says partners have completed over 2,600 sales and technical training courses the company has made available to enable sales.
“One of the good things about joining One Identity is that there is already an active channel program,” says Moffat.
In general, Moffat notes that as the IAM category continues to grow many partners that have historically only focus on technologies such as Microsoft Active Directory now see an opportunity to expand the scope of the services they provide. Also, Moffat says he expects to be working closely with distribution to grow the company’s base of partners.
Naturally, competition across the IAM category has never been fiercer. Organizations of all sizes have come to realize that stealing credentials by any means possible is the most effective way to bypass network perimeters. Couple that trend with more stringent regulations such as the General Data Protection Rule (GDPR) being put into effect this May by The European Union and it quickly becomes apparent IAM is a category channel partners cannot afford to ignore.
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