Today, information security is threatened as never before due to a convergence of business and technology developments. The security landscape is changing every day, the recent years have seen an increase in security breaches world over and India is no exception to this.
Security breaches are happening at an unprecedented rate across every type of organization and hacking tactics are more treacherous than ever. In fact, the threat actor pool is growing both in number and in kind. This lower barrier to entry opens hacking to a much greater audience, which means the number of attackers is starting to outpace the perimeter defenses of most organizations. To deal with such breaches, RSA provides multi-layers of defense that enable organizations to rapidly detect and effectively respond to advanced threat attacks and attack campaigns. In addition, RSA’s Archer GRC platform gives organizations automation, workflow, and tools for effective incident response.
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“In India Government, Banking, Financial Services & Insurance (BFSI) and ITeS verticals provide the major chunk to our revenues.”
Terence Gomes
Head
Channels & Alliances
RSAIndia
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RSA’s solutions for cyber defense help organizations reduce the risk of operating in a digital world. Through visibility and analytics, RSA solutions give customers the ability to detect, investigate and respond to advanced threats; confirm and manage identities; and ultimately, prevent IP theft, fraud, and cybercrime.
Channel Strategy
Channel Management is certainly not luck. It requires one to be fully committed to their channel partners by addressing their concerns promptly, be genuinely concerned for their success & support them as they build their business on company’s offerings. According to Terence Gomes- Head- Channels & Alliances, RSA India, “For a business to grow and succeed it is essential for our partners and us to share the same vision, belief and understanding.” As part of its growth strategy, RSA has teamed up with various partners (resellers, distributors, alliances and managed security service providers) with the purpose of helping organizations reduce the risks of operating in a digital world. Its products require specialized channel partners who possess a sound experience with regards to implementation of customer support skills. The RSA SecurWorld Channel Program recognizes the fact that such specialized partners need to be rewarded & protected in order for them to resell and service RSA products. The program benefits include features like-
a) Deal Registration / Deal Protection
b) RSA Rebates and
c) Co-op funds
Apart from the financial benefits, RSA also works closely with the partners to provide them with all the required sales, marketing & technical support to grow their security business with RSA. RSA has few strategic and elite partners who specialize in RSA security products like Security Analytics, GRC and VIA. RSA also extends support to distributors and their resellers for the flagship RSA SecurID products.
RSA is also looking at extending its presence and increasing the availability of products and service to support customers & partners in T2/3/4 cities via its distribution partners. RSA India has been running a strategic program for the past few months with one of its distributors to support resellers in remote locations.
Changing Role of Channel Partners
With the increasing online commerce, the role of channel partners is changing. Sharing his view Terence Gomes says, “Online commerce wave is here to stay and our channel partners will need to align themselves with the changing dynamics of the industry. As of now, there are only a few partners who are piloting the idea to resell their security products online. There is a difference between selling online vs selling through conventional channels. A lot would also depend on how the customers respond and basis that the partners would expand their online presence.”
Finally…
The rise in use of technologies like cloud computing, BYOD and 3rd party access in organizations has led to an expansion in the attack surface making them more vulnerable. To combat these problems every organization needs to have highly trained professionals
