Globalscape Engages the Channel with a New Program

On the path to a channel-only sales model, the secure file transfer company creates a partner program with all the bells and whistles. By Joel Zaidspiner

Globalscape logoThe tag line on the company’s logo reads, “securely connected.” And that, says Chris Cleary, is the promise of Globalscape Inc., a publicly traded company in San Antonio, Texas, that provides military-grade, managed file transfer solutions for businesses of all sizes. Cleary, senior director, global channel sales and distribution at Globalscape—a company he describes as small, nimble, and flexible—recently spoke with ChannelPro-SMB’s Joel Zaidspiner about Globalscape’s newly launched channel program and the benefits of working with the company.

ChannelPro-SMB: Globalscape is not yet well known among channel partners, even though it has been in existence for 19 years. What are you doing to get the word out and engage resellers?

Chris Cleary: First, let me say that we have a fantastic solution set. But more importantly, what we have done is develop a channel program that delivers results for the SMB reseller. Globalscape has been doing what we do very well for 19 years. We have a mature client base and a mature sales model, and an ever-growing and ever-evolving product set.

The solution set we deliver to our clients and through our partners is secure file transfer, whether that be from server to server, person to person, or to share files collaboratively. We enable our partners and our clients to achieve all forms of compliance—SOX (Sarbanes-Oxley), HIPAA, PCI—we’re certified on FIPS (Federal Information Processing Standards). We take care of and secure some of the most critical files and the most sensitive data on the planet.

In January of 2014 we launched our channel program and we’ve taken the best of what you’ve seen from the multibillion dollar vendors and have brought it down into a world-class channel program for all sizes of Globalscape partners. We offer our partners 30-point deal registration on all of our product sets. We have many partners that are selling above MSRP, so there’s chunky margin associated with the product set. We have sales cycles that range from four months on the enterprise to six weeks on the SMB.

We offer 25 percent maintenance support year over year for partners. We offer dedicated channel sales, engineering, and marketing support [as well as] MDF (market development funds) and training. We also offer sales incentives, third-party lead generation, and net-new logo acquisition programs for all partners that are willing to participate.

ChannelPro-SMB: In what other ways do partners benefit?

Cleary: We go to the dance with the partner and we leave the dance with that partner. That is, if you’re willing to commit beyond what you see on the surface—beyond what you see from deal registration and the margins and how fantastic the product looks from a financial perspective and that we are going to market with MDF—we will [help you succeed].

We’re small and we’re nimble, and we are able to listen to our partners and what works for them. We don’t tell them they have to market in a certain way. We support them if they want to do research or do a golf event—we’re doing many creative things because we have the flexibility, unlike any channel program that I’ve seen.

Right now, our partners are an extension of our sales force, which you hear a lot when dealing with channel companies. But we are transforming our business to be a channel-only model.

ChannelPro-SMB: What else would you like potential partners to know about Globalscape?

Cleary: We’re here for our partners. It’s my mission as leader of the global channel to continually improve and listen to our partners—we always want to get better. We’re open to feedback and we’re responsive. We recognize their value proposition and what their model looks like and how they go to market, and we fit our solutions and our partner program to make it the most successful for them.

ChannelPro-SMB: How should partners get in touch with the company?

Cleary: We have numbers listed on our partner page, www.globalscape.com/partners. They can get more information about the solutions, the partner program, and about what we’re doing to support our partners in the field.

About the Author

Joel Zaidspiner is Associate Publisher for ChannelPro-SMB magazine and a senior executive at the ChannelPro Network. A seasoned IT media veteran, Zaidspiner has nearly 18 years in the industry with seven at the ChannelPro Network and more than nine at the tech media company formerly known as CMP. Zaidspiner is a mainstay at industry events and works closely with the Publisher on day to day operations and editorial strategy for ChannelPro Network media properties.