This is 1Password’s first deal with a major distributor, and they plan to use it to expand their reseller base globally through TD SYNNEX’s broad reach.
Monica Jain, Head of Global GTM Partnerships at 1Password
Toronto-headquartered identity security vendor 1Password, which makes the most used enterprise password manager in the business, has announced a new strategic partnership with distributor TD SYNNEX. This new partnership expands the reach of 1Password’s identity security solutions more than 100-fold globally. This marks a significant advance in distribution capability for 1Password.
“The release several months back of 1Password Extended Access Management [XAM] was the impetus behind this,” said Monica Jain, Head of Global GTM Partnerships at 1Password. “They now have the option of taking this to their customers through distribution. 1Password Extended Access Management protects unmanaged apps and devices, providing a comprehensive solution that fills what 1Password calls the ‘Access-Trust Gap’—the discrepancy between the number of sign-ins to a system that is fully trusted and those that are not, left by traditional identity and access management (IAM) and mobile device management (MDM) solutions. This provides a path towards securing and enabling shadow IT and validating the health of devices—all while providing the insights and controls businesses need to secure the modern workforce. Zero Trust requires that every person, device, and login is validated, but it assumes all of these elements are known.
1Password has been around since 2005, but spent most of its history as a consumer password management application, before launching their first password management solution in 2018. It works in harmony with some well-known identity management solutions rather than as a competitor to them.
The deal with TD SYNNEX is a net-new, not an expansion of an existing relationship.
“Before this, in terms of both North America and global, we had what term a reactive distribution model,” Jain said. “We had resellers who would work with a favoured distributor, and this did not involve the large ones. So we would work with their preferred one. We wanted a more efficient system and we had discussions with TD SYNNEX about this for six months.”
Before the TD SYNNEX deal, Jain said that the company’s pool of resellers was around 1000.
“We have given the larger ones a choice of whether to work with us directly or not,” Jain said. “The way we built our margin, partners don’t gain anything by working with distribution compared to working with us. We will continue to have a direct relationship with a select number of important resellers.”
TD SYNNEX will manage the 1Password relationship through their security business unit. 1Password’s objective is to leverage the distributor’s global network to greatly expand the market for the XAM solution. 1Password and TD SYNNEX will collaborate on joint go-to-market initiatives, including co-branded marketing, shared resources, and enhanced market visibility.
“We expect several specific benefits from this,” Jain said. “They will be bundling and aggregating solutions for the SMB market. They will expand our network with resellers in areas where we want to grow out. They will also service net new resellers for us.”
