The 451 Take
The move makes plenty of sense for Vormetric. As its enterprise customers move workloads into cloud environments, it is important for the company to focus part of its energy on making it simple for those customers to move licenses to the cloud, or to acquire the same kind of protection from their cloud providers. Demand is increasing for data encryption among existing cloud users because unwanted access to data is in the public spotlight. Vormetric also stands to benefit in the long term from the recurring revenue associated with subscription-based sales of its tools (through service providers). A formal channel program is a valuable tool here. Infrastructure service providers, regardless of technical complexity or in-house expertise, tend to look to their technology vendors for specific and prescriptive direction around how to go to market with a given technology, pricing and support.