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Safenet Adopts Channel-Centric Approach
By
Sharmee Roy
New Delhi, Mar 9, 2006
Safenet has revised its market strategy to move more into channel-centric business from its earlier direct presence approach.
Till now the vendor was putting more emphasis on direct business model than channel focus. Deepak Prasad, general manager-India operations, Safenet India, said, "As of now we had only two partners and an informal relationship with SIs, but now we are more focused on channels and will ink formal relations with SIs. We want to replicate the Japan model here wherein 95 percent of the business is channel-centric."
The company is looking at vertical-specific partners with reach and expertise in a particular domain. As part of its new channel focus, the company has launched a tiered partner program wherein the partners can log on to its partner portal to get training modules and certification information.
The company's bulk of the revenue comes from the enterprise, OEM business and rights management segments. Prasad said, "Previously our drive for each of our target segment had been discreet, but now we have merged it together to get more focus on them. We are targeting $40 million revenue for the year 2006."
Safenet is also working to enter the UTM market, but has not set any particular timeframe for it.
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good news lets wait and watch |
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- MANAV,
SARGAM TRADERS, Mumbai
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