GlobalSCAPE, Inc (NYSEMKT:GSB)’s Interest On Solution Providers
Feb 05 2014
GlobalSCAPE, Inc (NYSEMKT:GSB) is now seeking to garner some interest in the company’s managed file-transfer platform. It is doing so by transitioning from a 10-year-long approach of direct sales to the channel of moving into midsize as well as large businesses and is looking for an additionally secure method of moving files. GlobalSCAPE, Inc (NYSEMKT:GSB) hired Matthew Goulet, the channel executive from Kaspersky Lab in October, serve as the company’s VP of sales and will lead this effort.
Recently, Goulet signed an agreement with Ingram Micro to get its portfolio more widely-distributed to this channel and is now moving forth with gusto with recruiting partners who are eager to sell the file-transfer software as part of the company’s compliance and security efforts. Approximately 25% of GlobalSCAPE, Inc (NYSEMKT:GSB)’s domestic business comes via this channels said Goulet. The company is also hoping that by the end of 2016, the channel distribution will account for over 60% of GlobalSCAPE, Inc (NYSEMKT:GSB)’s overall revenue.
GlobalSCAPE, Inc (NYSEMKT:GSB) is investing very heavily in attiring almost 10,000 solution providers. As part of these ongoing efforts, the company is reorganizing its sales efforts. In addition to this, it is building a channel team that will support and recruit the partner network, said Goulet. He added that GlobalSCAPE, Inc (NYSEMKT:GSB) has more than doubled investment in all these channel activities and in lead generation and said that it was a notable rise over 2013. A new 2-tiered program is made up of Emerging Partners, largely resellers and the Focus Partners who commit to a particular sales plan and in technical training.
A regional channel sales-manager will also meet with the partners who are the most engaged, for training and support. GlobalSCAPE, Inc (NYSEMKT:GSB) faces a lot of competition from numerous companies that have added certain file-transfer capabilities to the larger suites or from those that are specialists in managed file transfer.