Spotlight on Digital Risk Management | ChannelDrive.in
When it comes to delivering innovation in the digital risk management space, RSA is doing a great job in terms of providing meaningful security solutions to enterprise and SBM customers and channel partners play a very important role there.
Kartik Shahani, Director, RSA Channel, APJ speaks with Zia Askari from ChannelDrive.in about the company’s focus on the channel community and its plans to bring innovative solutions in the market.
What are the key areas where RSA is working on when it comes to its focus on channel community?
RSA is focussing on partners who would help in coverage and bring in Net New Logos. By having focussed partners and Distributors we can help the channel community with better enablement, marketing budgets and interaction with the sales resources. We are looking at how the white space can be better leveraged through our partner eco system.
How important is channel engagement for the company today? Please share details on your channel partner program?
It is extremely important to have the channels engaged, it’s impossible for a company to cover all accounts and market segments with its own sales force. Besides the channels are the ones who bid for large projects where the RSA products maybe a part of the bigger bid. Not engaging through the channels would mean that a large part of opportunities are being missed out. A typical example is a Smart city project or projects with large government department etc.
What is your strategy to skill channel partners with the latest technologies and products?
We want to skill key focussed partners with more than one product family. The RSA product family is designed to seamlessly interlock and provide value to our customers.
We would like our partners to be trained to architect and deploy the RSA Netwitness Suite, RSA Archer Suite, RSA SecurID Access and RSA Fraud and Risk Intelligence solutions. There are various levels of skills development, these are provided through the On-Demand online portal, instructor led training and certifications. We also have the shadowing experience where a partner gets to learn a real time deployment by shadowing the RSA team.
How big is the RSA Security Channels business in India and APJ? How many channel partners are working with RSA today? What are your plans to grow your channel base?
We have a right sized partner landscape to cover the requirements for all our regions in the geography. The numbers of partners vary for each Region/Country based on the potential/Opportunities. There are some products like our RSA SecurID which is sold through a number of resellers and this number varies.
Please share details on RSA Security’s expertise on risk management?
Digital Risk Management is one of the major boardroom discussions, with the accelerated change in digital content access and users profiles it’s extremely difficult for enterprises to keep up the pace. RSA with its unique family of products is trying to help enterprises look at proactive ways to manage the risk.
Through our Business-Driven Security solutions we are able to provide a unified, phased approach to provide visibility, insights, and action to manage digital risk.
What are some of the big innovation that RSA is bringing to the market today?
There are big innovations being made on most of our products and the integrating of the product families cover solutions from the Core to the endpoint. Together with our channel partner ecosystem, RSA can help organizations across all industries manage a myriad of risks with our portfolio of digital risk management solutions.
We will continue to invest in our portfolio to help make security teams more agile. For example, continued innovation in artificial intelligence, behavioral analytics, machine learning and robotic process automation to help ease identity and authorization issues for large and small businesses alike.
We at RSA Security, believe that awareness of risk is power, and will continue to help ensure business process and governance is an enabler for business and not a hinderance.