The company also has appointed a global channel development manager.
Trustifi, the email security provider, just launched its first official channel partner program to support its MSPs and solution providers in the channel.
In addition, Trustifi has appointed cybersecurity sales veteran Jamie Lembeck as the email security provider’s new global channel development manager. Lembeck has driven management projects with Kaseya, ID Agent and more.
He’ll work with Zack Schwartz, Trustifi’s vice president of channels, to grow the company’s partner community. Their goal is to increase market share for Trustifi’s solutions in 2021.
Increasing Market Share
Lembeck said Trustifi is devoting new resources and has created a more formalized initiative for channel partners. This is part of a larger effort to increase market share across the board.
“The most effective way to drive that is to strengthen our offerings for MSP partners,” he said. “This includes enhancing our channel program leadership, and that strategy extends to the rest of the company. We’ve brought on new CRO Peter Eastman this year as well, to bring channel expertise including his multiple years with HPE.”
Trustifi supports resellers with self-paced sales training and online resources. That includes virtual training labs to acclimate partners to the company’s approach to cybersecurity.
Trustifi’s solutions utilize a proprietary cloud storage system that enables a range of control over sent mail. The solutions encrypt emails in the cloud before those messages pass through the recipient’s gateway. This gives users a considerable range of capabilities. They can retract, change or block sent content. They can also swap out attachments, set expiration rules, or alter the recipient list within messages they’ve sent.
Positive Partner Feedback
“Trustifi’s partners have responded very positively to the level of support and attention that we’ve been able to provide them as opposed to a larger-tier cybersecurity company,” Lembeck said. “In executing that very high-touch support model, we have listened to the needs and pain points of companies when it comes to what’s required to succeed with security solutions in the marketplace. Much of that is tied to being able to deliver … SaaS security across multiple areas … at a price point that’s affordable for SMB. Although we work with larger customers also, many of our MSP partners are smaller shops who are looking for additional resources and guidance. Therefore, flexible resources such as MDF funding and accessible online training were priority. We’re looking to augment their ability to profit from the solutions, and to secure their clientele’s environments at the same time.”
Trustifi’s sells its solutions 100% through the channel. Furthermore, it emphasizes growing relationships with solution providers serving the SMB and small enterprise markets. The company also established a distribution relationship with Ingram Micro last year. That has increased the company’s addressable market of channel partners, providing a conduit to thousands of MSPs and solution providers.
“Trustifi’s value proposition is tied to the solution and the extraordinary capabilities of a relay-based approach, where sent emails are hosted on our cloud platform,” Lembeck said. “The solution itself is a compelling offering that will definitely deliver a competitive edge. Yet MSPs need to understand how our approach truly departs from the typical secure email gateway (SEG)-based encryption in order to fully realize that value, in addition to advantages like multitenant deployment capabilities and real time client reporting.”