Guidance Software Launches Channel First Initiative

Digital security and e-discovery solutions vendor Guidance Software (GUID) is fleshing out its existing global channel partner program with a focus on streamlining channel partner support to help foster business between customers and local resellers.

The new Channel First initiative is intended to reflect Guidance Software’s focus on building closer relationships with its resellers to deliver effective security solutions, said Jay Ackerman, chief revenue officer at Guidance Software.

“We’ve always believed that a strong commitment to our channel benefits everyone, especially the customers who are looking for complete security solutions,” said Ackerman, in a statement. “Protecting enterprise data from cyber and insider attacks is a growing challenge, so the more closely we can work with and support our channel partners, the more effectively we can deliver security technology and training that close a critical gap.”

Partners will have access to Guidance Software’s complete EnCase portfolio through the program, including EnCase Endpoint Security, EnCase eDiscovery and EnCase Enterprise products, according to the announcement. Naturally, standard partner program benefits such as product training, exclusive discounts and deal registration are included for Guidance Software’s resellers. Additional benefits such as access to channel account managers, demand generation and joint field marketing are also available.

“This is a company-wide commitment to put our channel partners first, and it’s reflected in the way we’re evolving our internal processes within many departments, from sales to service,” said Frank Cohen, director of North American Channels at Guidance Software. “In particular, we believe that the addition of our new channel account manager team will help build genuine partnerships.”

Last week, Guidance Software signed a distribution agreement with WestconGroup to offer its EnCase portfolio to the company’s reseller ecosystem.