Remediant, a provider of privileged access management (PAM) software, has appointed Bryan Copeland, previously with VeriStor Systems and Trend Micro, as its new global head of channels.

In this new role, Copeland will oversee the growth and development of the company’s first channel program. The program will help VARs, distributors, MSSPs and SIs provide their customers with SecureOne, Remediant’s PAM solution, the company said.

Copeland has more than 10 years of experience managing channel partner relationships with IT and security firms. Most recently, he was VeriStor‘s security practice manager and built the company’s security practice from the ground up, growing the company to $25 million in revenue in four years, while expanding the partner portfolio to include 60 channel partners during that time.

Remediant’s Bryan Copeland

Prior to that, he spent five years developing and expanding partner programs at Trend Micro as a strategic partner manager covering more than half of the United States.

Remediant is actively signing up new channel partners and is developing a partner portal.

“Bryan truly understands the anatomy of a channel partner, which is critical to our success,” said Oscar Flores, president and CEO of Adsevero, a Remediant channel partner. “SecureOne provides a revolutionary PAM solution to help our customers deal with the biggest security headache today — credential theft attacks. This innovative technology is a massive game changer for the PAM market.”

In a Q&A with Channel Partners, Copeland talks about what partners can expect from Remediant in the coming months.

Channel Partners: Why did you want to join Remediant in this role?

Bryan Copeland: I joined Remediant for several reasons, but the most significant reason is because I believe in SecureOne. It’s truly a game-changing technology in the PAM security segment where the legacy technologies and vendors have been stagnant for several decades. Remediant is also a very healthy business that has been cash-flow positive since day one, which is very unique for a startup company these days. Remediant also has a great leadership team whose vision acknowledged from early stages that the channel could be the force multiplier to take Remediant to great heights. 

CP: What’s your take on Remediant’s current channel strategy?

BC: Remediant was already leveraging the channel when I came on board. The channel mindset was already in place, so that makes my role a little bit easier when I immediately have the backing of my leadership to build out the program.

CP: What will be your priorities when building Remediant’s partner program?

BC: My top 10 priorities for building Remediant’s channel partner program are:

CP: What will be the process and timeline for building the program?

BC: The process has already begun. The goal is to have …

… the channel fully functional in all aspects in 12 months. Once a solid foundation is set with the right partners, channel account managers and basic program needs, I will be able to focus on further maturing the channel program.

CP: Have you received any feedback yet from partners?

BC: I have excellent feedback from Remediant’s partners. I think I’m probably one of a small few channel leaders that actually has come directly from the channel to build a channel program. The partners have been very receptive because I understand how they do business. Many manufacturers miss the mark when working with the channel and I know this firsthand from my experience in working with them. The channel is not rocket science, but some like to make it seem that way.

CP: What types of things do partners want to see in the new program?

BC: Channel partners mostly want to know you will protect their interest in any deal you are engaged in with them. They want to know and have confidence that when there is conflict that you, the “partner,” will be there for them. Communication and expectations have to be set up front. This sets us all up for success.