Becrypt – Channel Acceleration

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 its customers leverage the benefits of Mobile Technology.

The Challenge

Becrypt was looking to entering the US Market without losing focus on their domestic market
They wanted to scale the business through a channel strategy
They were looking for a partner that could develop a strong, well-trained and motivated Channel Ecosystem
The partner needed the skill set and experience to provide on-going training and education to resellers

The Goals

Find an efficient and cost-effectively way to enter the US market as well as build and optimize Channel performance
Mitigating the risk of entering a new market with the ability to show demonstrable ROI in a timely fashion

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

The Result

Current monthly revenue run-rate

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

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

Becrypt