Endpoint security firm Becrypt is hoping to make inroads with organisations like the police force and critical national infrastructure with a revamped go-to-market channel strategy for its encryption products.
Becrypt will extend the single-tier approach it has used to sell its most recently-developed product, Paradox, to cover its more mature suite of Disk Protect encryption software after finding success in the new format.
The company’s go-to-market strategy with Paradox, a secure operating system developed in partnership with the National Cyber Security Centre (NCSC), is largely services-driven.
In its 18-month lifespan, this has fit the managed service provider (MSP) mould where the success has been in cases where the product is “entrenched” in a partner.
“It's really about working closely with a small group of focused and proactive partners,” Becrypt’s go-to-market specialist Jo Holliday told Channel Pro.
“So that's really the joy of a Paradox. We're keeping it quite close to us. We want to help the partner understand how to engage with the end-user because we're just learning that journey at sales.
“As I say, it's been in the market 18 months, where previously, the development of technology’s very much done in partnership with UK Gov. So bringing it to market is about a small group of real specialist partners. So that's really driven the change.”
Holliday added the company reviewed its go-to-market strategy with its encryption products and saw that it too had a small, static and focused collection of partners, questioning why the company couldn’t streamline and simplify its resources internally.
The company said it’s not looking to scale at this time given the lessons it’s still adopting from selling the relatively young Paradox, which takes a very different shape to its established encryption software. This is more software as a service (SaaS) versus Disk Protect which “does what it says on the tin”.
This single-tier approached has been chosen because Becrypt has found a multi-tier approach could be resource-hungry and difficult to manage, while this allows for an easily-communicated strategy. The company effectively wants a single layer between the vendor and the customer.
Once a referencable group of partner relationships have been established, the company then plans to come back to the market to scale its operations. But for now, the firm’s happy focusing on its small group of specialised partners who “know what we do” and “know who to sell it to”.
“Really, it's about just sort of bringing it all under one roof, again,” Holliday added, and “making sure that we are properly supporting it enabling the new technologies as well as supporting the growth of old."
The ambition is to extend an established base of government and core public sector customers, like the NCSC, to reach spaces like quasi-governmental organisations. These may span from healthcare to policing.
But organisations like oil and gas companies or banking giants with a strong threat posture, in particular, are prime targets for Becrypt’s encryption and secure OS products.
The "most exciting conversations" according to the company, are happening with organisations working with critical national infrastructure due to Becrypt’s already fairly established status in the core public sector.
