Ericom Software Grows Channel Program with New Distribution, Reseller Partners

Ericom Software, the provider of web and application access solutions, has several new partnerships to strengthen its go-to-market strategy.

The company has expanded its global reach with distribution partners including Tech Data, Arrow Electronics, e92plus, K.K. Ashisuto and Softprom. It has also added security-focused resellers like ICM Cyber, Optiv Security and Red River.

Channel partners, including MSSPs and specialized, security-focused resellers, are using Ericom’s cloud-delivered and on-premises zero-trust secure web and application access offerings to bolster their clients’ defenses against aggressive threats. Many of those customers have moved to remote work due to the COVID-19 pandemic.

Redesigned, Relaunched Partner Program

Michael Santacross is Ericom Software’s director of channels for the Americas.

Ericom’s Mike Santacross

“Ericom is an established remote access technology provider and has had a channel partner program in the United States for over a decade,” he said. “I joined Ericom at the beginning of this year and worked with our team in Europe to redesign and relaunch our program in the spring of 2020.”

The program focuses on the company’s zero-trust security solutions, like the Ericom Shield Remote Browser Isolation (RBI) service. Partners can take advantage of new training programs, certifications, marketing support, financial incentives and more.

In addition to online education and training, partners have access to a variety of sales enablement tools and resources. With these, they can market and deploy Ericom Software’s cloud services and security software.

Joint webinars, content and collateral, events and co-marketing activities give partners valuable content to use in their marketing efforts.

“Ericom’s solutions are helping our channel partners grow their security businesses because they are aligned with some of the biggest areas their clients are focused on right now — specifically secure work-from-home initiatives … and a category of security controls that are referred to as zero-trust security, designed to help prevent ransomware attacks, block phishing attacks and stop the spread of zero-day malware targeting their users as they browse the web,” Santacross said.

Helping Health Care Organizations

Ericom Software’s browser and application isolation solution helps health care organizations protect themselves from the rise in ransomware, he said. Reseller partners can immediately address their customers most pressing needs.

Partners also like the ability to deliver these capabilities as a cloud service, on premises, or in a hybrid model.

Ericom Software offers a differentiated set of cost-effective products, Santacross said. Moreover, they’re simple for IT and security teams to manage and use with their existing infrastructure.

“These solution characteristics arm our channel partners with what their customers are looking for,” he said.

Adjusting to COVID-19

Ericom Software quickly adjusted to changes dictated by the pandemic, he said.

Many reseller partners have taken advantage of remote access solutions like Ericom Connect. It establishes safe and secure work environments for their own employees.

“We also took an early stance in extending low/no-cost licenses to partner and customer organizations that needed our help as they implemented their remote-work initiatives,” Santacross said. “We also quickly rolled out feature enhancements that made it possible to deploy our solutions without IT admins needing to go into their physical offices to interact with equipment.”

“Accessibility to the Ericom channel team has been one of the key reasons we have been successful in our go-to-market strategy,” said Mukesh Gupta, e92plus‘ founder and chief executive. “From our launch, Ericom’s training and support have been excellent.”