India today is exposed to a glut of new security challenges owing to the ever evolving business landscape, coupled with the surge in the use of technology. The challenges range from breaches in enterprise-level data security to issues of consumer identity privacy. Furthermore, in present day cyber security landscape, the malware issue has emerged as an undefeatable and uncontrollable one. The current security solutions are not capable of combating the sophisticated attacks and therefore are left with other option then to innovate in order to detect the malwares at the earliest stage.
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“We strongly emphasize to our partners for strong commitments towards mutual growth in one of the fastest changing consumer market in India towards personal integrated security needs.”
Nilesh Jain
Country Manager(India and SAARC)
Trend Micro
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Security companies spend millions of dollars on R&D and innovative products, however breaches haven’t halted. Why do hackers always stay ahead?
We at Trend Micro do not agree with the myth that hackers are always ahead. Considering the increasing number of attacks in the country, it might seem so. The fact however is something else; online trading and shifting operations online, are the easiest and the most favourite way of doing business today. Nonetheless, these businesses do not invest in secure development and web application security. Hackers know this very well and they take advantage of such facts and hack them.
What is your channel strategy to encourage and support channel partners to sell and service Trend Micro’s security suite?
After a comprehensive evaluation of our programs, we’ve applied best practices from around the globe to establish a common structure for a single, more cohesive program that can help our partners drive sales like never before. This approach has allowed them to quickly identify and respond to business opportunities for our comprehensive security solutions.
What is the key mechanism for you to achieve the effectiveness of channel management?
We strongly emphasize to our partners for strong commitments towards mutual growth in one of the fastest changing consumer market in India towards personal integrated security needs. In our quest to make this world a secure place, it is essential for our partners and us to share the same vision, belief and understanding. The entire process involves series of activities from training to evaluation to rewards. It is a long process and we are fortunate to have established the right connect with our sustained partners and continue to increase our family till present day.
What are your unique initiatives for the channel nourishment?
Trend Micro is focusing significantly on its channel ecosystem as they play a crucial role in making our products and solutions widely available. We have new channel initiatives which are designed to empower and make them profitable. On a regular basis, we continue announcing various schemes and promotional activities to help partners earn higher rewards.
We introduced Trend Channel Empowerment program to enable our channel partners to sell our solutions more easily and profitably. We have also introduced channel training program to train the sales and technical team of all our partners to be ready for the next generation Antivirus solutions based on Cloud Technology.
With the increasing online commerce, how the role of channel partners is changing?
The role of channel partners does not change, but with the rise of online commerce enhances the business prospects. Channel partners who have understood the significance of online presence are reaping the benefits and enjoying the ease of selling online. It aids in their B2C business but also B2B business. However, channel partners play a significant role when it comes to convincing and educating customers about the increasing threats and the security landscape.
