---
title: Virtru Adopts Channel-First Sales Process for New Enterprise Customers
description: Virtru will partner with trusted resellers to enhance support and value for new enterprise customers. Learn more about the benefits to customers.
image: https://www.virtru.com/hubfs/assets/images/blog/26-Channel%20First-Blog-Blog.jpg
---

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Education. Finance. Healthcare.

March 05, 2026

# Virtru Adopts Channel-First Sales Process for New Enterprise Customers

![Editorial Team](https://www.virtru.com/hubfs/assets/images/logos/virtru/logomark/blue/virtru_LOGOMARKMASTER_BLUE_FINAL.svg)

By Editorial Team

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## TABLE OF CONTENTS

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![Virtru goes channel-first for enterprise](https://www.virtru.com/hubfs/assets/images/blog/26-Channel%20First-Blog-Blog.jpg)

The Virtru team is shifting to a channel-first sales motion for new enterprise customers.

Moving forward, Virtru will work exclusively with authorized reseller partners for all new enterprise deals. This approach reflects our commitment to value-added resellers (VARs) and their leading role in helping organizations successfully deploy, adopt, and scale Virtru’s data protection solutions.

“Enterprise customers benefit most when they’re supported by trusted partners who understand their unique operational and security needs,” said [Bill Smith, Chief Sales Officer at Virtru](https://www.linkedin.com/in/billqsmith/). “By prioritizing a channel-first model, we’re aligning our go-to-market strategy with how our customers want to buy and how our partners create additional value by tightly integrating Virtru products with other solutions in our customers’ tech stacks.”

The shift formalizes Virtru’s long-standing collaboration with the channel and ensures partners are embedded early in the customer lifecycle.

“Virtru’s decision to prioritize the channel for new enterprise customers is a strong signal of trust and continued collaboration with its partner ecosystem,” said Mark Thornberry, SVP of Partnerships at [GuidePoint Security](https://www.guidepointsecurity.com/). “By bringing partners to the forefront of the enterprise buying process, Virtru’s customers are set up for success and stand to reap the benefits of experienced resellers and the value they bring to complex security deployments.”

Virtru will continue to support its reseller ecosystem with expanded enablement, alignment, and joint go-to-market efforts as it executes on this strategy. Resellers can learn more about participating in the program at [virtru.com/partners](https://virtru.com/partners).

![Editorial Team](https://www.virtru.com/hubfs/assets/images/logos/virtru/logomark/blue/virtru_LOGOMARKMASTER_BLUE_FINAL.svg)

### Editorial Team

The editorial team consists of Virtru brand experts, content editors, and vetted field authorities. We ensure quality, accuracy, and integrity through robust editorial oversight, review, and optimization of content from trusted sources, including use of generative AI tools.

[View more posts by Editorial Team](https://www.virtru.com/blog/author/editorial-team)

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## Dive Deeper

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[![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20cyera%20oasis/cyera-oasis.webp)

Commentary

July 29, 2026

### The Coin Has Two Sides: What Cyera's Acquisition of Oasis Tells Us About the Future of Security

](https://www.virtru.com/blog/data-centric-security/cyera-oasis) [![](https://www.virtru.com/hubfs/26-Competitor-Blog%20-%20Virtru%20vs%20Box%20copy.webp)

File Encryption

July 28, 2026

### Virtru Collaborate vs. Box: Secure File Sharing for Businesses of Any Size

](https://www.virtru.com/blog/virtru-collaborate-vs-box-enterprise) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20william%20mcborrough%20recap/cmmc-compass-will-mcborrough.webp)

Compliance

July 22, 2026

### The $600,000 Problem: What the CMMC Pause Actually Revealed About the Defense Industrial Base

](https://www.virtru.com/blog/compliance/mcglobaltech-cmmc-compass) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20three%20stories/three-stories.webp)

Zero Trust

July 21, 2026

### Last Week in Critical Infrastructure: Three Stories You Should Read as One

](https://www.virtru.com/blog/data-centric-security/three-stories-converge) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20cmmc%20on%20hold/CMMC-Pause-CUI-Not.webp)

Public Sector

July 14, 2026

### CMMC Phase II Is Officially on Hold. NIST and DFARS aren't.

](https://www.virtru.com/blog/compliance/cmmc-phase-2-on-hold-nist-dfars) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/2026%20Newsletter%20Assets/jk-HIO.png)

Zero Trust

July 10, 2026

### We Asked Kindervag: Why Are So Many Organizations Still Getting Zero Trust Wrong?

](https://www.virtru.com/blog/zero-trust/kindervag-yeske) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20ShareFile%20Takedown/26-Competitor-Blog-Blog%20-%20Virtru%20vs%20Sharefile.jpg)

File Encryption

July 10, 2026

### Looking for a ShareFile Alternative? Here's What Regulated Organizations Need to Know.

](https://www.virtru.com/blog/file-encryption/citrix-progress-sharefile) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20sendsafely%20takedown/26-Competitor-Blog-Blog%20-%20Virtru%20vs%20SendSafely%20(1).jpg)

File Encryption

July 08, 2026

### SendSafely vs. Virtru: Which Secure File Sharing Platform Protects Your Data After Download?

](https://www.virtru.com/blog/file-encryption/sendsafely) [![](https://www.virtru.com/hubfs/assets/images/blog/26-Competitor-Blog-Blog%20-%20Virtru%20vs%20Dropbox.webp)

File Encryption

July 07, 2026

### Dropbox Alternatives for Secure File Sharing: What IT Teams Are Missing

](https://www.virtru.com/blog/dropbox-alternatives-secure-file-sharing) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20alex%20karp/alex-karp.jpg)

Commentary

July 07, 2026

### Alex Karp Is Right About the AI Problem. He's Missing the Solution.

](https://www.virtru.com/blog/zero-trust/alex-karp-palantir-data-sovereignty) [![](https://www.virtru.com/hubfs/assets/temporary%20(use%20this%20for%20uploading%20unoptimized%20images,%20videos,%20etc)/blog%20-%20SACR%20Report/anna-perrone-commentary%20copy.webp)

Email Encryption

June 29, 2026

### The Email Security Report Every CISO Should Read, And the Questions It Should Inspire

](https://www.virtru.com/blog/email-security/sacr-anna-perrone-report-2026)

![](https://www.virtru.com/hubfs/assets/images/icons/right-arrow-circle-blue.webp)

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