becrypt #2

Who is Becrypt?

Becrypt, with headquarters in London UK, has a heritage of providing Enterprise Data Protection solutions to the most security conscious organizations. Today they offer secure Mobile Technology, enabling their customers to adopt new and evolving platforms with confidence. Becrypt continues to be the first to bring new technology to market, helping their customers leverage the benefits of Mobile Technology.

Why Operatix?

Operatix gave us the opportunity to efficiently and cost effectively enter the US market.
We needed a partner who had experience in working with vendors in all phases of Channel development – Operatix has over 25 years of experience working with vendors in the technology sector to accelerate routes to new markets
We needed a cost effective way to enter new markets as well as build and optimize Channel performance
We were particularly looking for a pro-active partner with good planning skills who we could trust to execute on the entire program successfully
The partner needed the skill set and experience to provide on-going training and education to resellers was essential
We needed a partner with the ability to show demonstrable ROI in a timely fashion

The Challenges

Entering a new region without losing focus on our current market
Having the infrastructure and resources to develop an effective Channel initiative which took into account customer, Channel, product and company needs
Finding a cost effective way to enter new markets and develop and manage a Channel program
Working with a skilled team that has an enviable track record in developing and executing Channel strategies
Developing a strong, well-trained and motivated Channel Ecosystem
Mitigating the risk of entering a new market and developing Channel program

The Solution
  • The launch of a 2-tier North American Channel development initiative
    • Analysis of the market and identifying which Channels to address
  • Provision of turn-key Channel management services
    • The entire Channel development and management program is outsourced to Operatix
  • Recruitment of an appropriate distributor
    • Strategic identification and recruitment of a distributor based on their profile within the market they serve ensuring their fit to Becrypt’s products
  • Identifying the right resellers
    • Once the distributor had been recruited, Operatix engaged with them to find well-suited resellers within the Ecosystem for Becrypt’s products
  • Ongoing reseller technical and sales training coordination
    • Initial training provided along with on-going education to equip, motivate and support resellers to sell Becrypt’s products
  • Responsible for exceeding revenue targets
Results

Major distributor signed within a 6 week timeframe
First reseller in place within 3 months, 14 active resellers recruited and enabled within 18 months (Please note that Becrypt strategy is to work with a very low volume of federal/government focused resellers)
First deal closed within 90 days of program start
Current monthly revenue run-rate: $190K

We chose Operatix because of their vast experience and expertise in developing channels in North America. Their unique approach has allowed us to establish our presence in the marketplace and drive revenue in a very cost effective and efficient manner during a critical time for growth with our company.

Head of Strategic Alliances