RSA Security will announce a partner programme for consultants that do not resell products at its partner conference in Malaga next month.
The vendor will also formally introduce a reseller certification programme for its Keon public key infrastructure (PKI) product line. RSA claims to be the only PKI vendor that does not sell direct.
Richard Turner, director of channels for RSA, said: "As our channel model evolves, our partners will become more involved with the business processes of their customers."
A formal programme will be launched to promote RSA technologies to risk management companies and other business consultants, he said. It will not involve an agent's fee-style incentive linked to product sales, but will include a mechanism for passing sales leads onto RSA resellers, he said.
By specialising in the security technologies used in e-commerce, resellers will become involved in higher-value business and will build strong relationships with their customers, he said. "We know of only two instances where one of our customers has switched supplier (reseller)."
Speaking in Munich last week, at the first RSA user conference in Europe, Scott Schnell, vice-president of marketing at RSA, said he believed mobile phones will be used for authentication and transaction signing.
Turner said resellers could position themselves as mobile security experts.
RSA also said it has formed a wireless development centre in Stockholm.
RSA has announced Multiprime, a technology developed by Compaq that increases encryption speeds by a factor of six at the server, and doubles performance at the client. RSA also announced Bsafe Cert-J, a Java-based tool for software developers to PKI-enable their applications.
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