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RSA Plans to Target SMBs & Tier II Cities
By
Archana Venkatraman
Mumbai, Nov 7, 2006
RSA Security, the security solutions division of EMC, aims to increase penetration in B & C category cities through more channel partners and also focus on the SMB segment.with channel marketing, investment and brand awareness programs in 2007.
Elaborating on its channel strategy, Ross Wilson, MD, India & South Asia, RSA, said, "With our SecurWorld Partner Program, we are aiming to help dramatically improve the sales capability of the channel and foster a dynamic relationship between RSA and its business partners. As part of the channel strategy, RSA is working on enhancing its reach in the upcoming markets like Chandigarh, Coimbatore, Kochi, Vadodara and Ahmedabad to further consolidate its presence in the Indian market. We also plan to hold roadshows in the interest of the channel with our distributor."
"We provide our channel partners with online information, sales and technical training and certification to enable them to keep pace wirth the latest in security technologies and also plan to conduct workshops," he said, adding, "With the Internet Access management becoming mainstream and content becoming valued, we want to engage partners in profitable business."
Sunil Pillai, business head, Select Technology, a RSA value-added distributor, said, "As a leading distribution partner, we have a responsibility of engaging customers in building the necessary knowledge they require that allows them to decide how and when to implement the framework within their organizations. We would be supporting our partners in terms of training programs, enhance their skill sets and technical assistance with the vendor's aid."
The RSA SecurWorld Partner Program comprises the Solutions Partners and the Access Partners, each with different qualifying criteria. Currently, RSA is working with existing partners to help them maximize their investment in RSA as well as recruiting more partners to the Solutions and Access levels. Ross said, "We would increase our channel strength to about 60 to 70 percent. We want to partner with business channels having technical base, industry focus, sales and support infrastructure and a committed business model."
According to Anuj Gupta, director, Trident Infotech and an Access partner, "With about three years relationship with RSA, we are its best Access partner. We are very excited about the opportunity thet RSA SecurWorld Partner Program has in store for us and we hope to double our contribution to RSA sales." The SecurWorld Program delivers greater financial rewards and more efficient tools.
The main focus for RSA would be the financial institutions, pharma, ITES, BPOs and looking at increasing its geographical reach beyond the metros. With about 90 percent of business through the channel, RSA intends to increase its investment in India with a major share devoted to channel strategy.
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