Baltimore Technologies will no longer charge a fee for joining its partner programme and intends to slash training costs for its resellers.
After selling Content Technologies last month the security software vendor is now focusing on its Select Access product and its UniCert authentication software.
The company said it is concentrating on the channel and has redesigned the scheme to support its new product focus.
"We have abolished fees for joining our partner programme to remove barriers to entry," said Ailis Aherne, vice president of marketing, Europe, Middle East & Africa, at Baltimore. "Our access control product is sold 100 per cent through the channel and the authentication product between 60 and 70 per cent."
Bernie Dodwell, sales and marketing director at security distributor Allasso, admitted that Baltimore's products are as good as anyone's in these two areas, but he questioned cut price training and the removal of fees.
"If something is free does it have any value? What's to stop every man and his dog joining?" he asked.
But Aherne maintained that the company is not looking to sign as many partners as possible but wants to sign only those in certain markets with the required professional standards.
The company is offering half price training programmes to provide partners with a variety of skills to make them self sufficient.
"When resellers join our co-funded training they will learn all the skills to integrate and support the products," said Aherne. "In this market resellers make their money in offering value added services."
Baltimore is also setting up an extranet for resellers which will offer data resources to help them build skills and make sales.
The company has announced a web conference for resellers and clients on 20 February and a financial services seminar to encourage resellers to partner it in selling into this market.
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