RSA sets sights on Middle East presence

RSA Security has pledged its commitment to channel development in the Middle East and confirmed its intention to establish a dedicated regional office later this year.

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By  Stuart Wilson Published  March 14, 2005

RSA Security has pledged its commitment to channel development in the Middle East and confirmed its intention to establish a dedicated regional office later this year. With a strong reputation in the fast-growing IT arena of identity and access management, RSA Security hopes to have its regional office up and running by early summer 2005. Kieran Hernon, channel manager Middle East and Africa at RSA, explained the rationale behind the expansion plan: “RSA representatives have been traveling to the region for some time and we have been working predominantly through a single-tier channel. We understood that we needed people here in order to improve our overall knowledge of the markets and recruit more channel partners to develop RSA Security’s business to its full potential.” As part of its regional channel drive RSA is working with Fusion Distribution, a specialist security value-added distributor (VAD) based in Dubai, to spearhead the development of a two-tier channel model in the region. “We spent a long time in the region looking for a VAD focused on security solutions,” said Hernon. “Fusion fitted the bill and I believed that they could add significant value. Fusion now has regional distribution rights and we are focusing efforts on the recruitment of second-tier partners in multiple markets including Saudi Arabia, Egypt, Qatar, Oman, Kuwait, Jordan, Lebanon and UAE.” RSA has enjoyed strong success with its SecurID authentication solution with some 20 million security tokens already shipped worldwide. Hernon reckons that resellers focusing on security solutions can successfully tap into a rapidly growing market, especially if they are already working with products that complement RSA’s offering. “All resellers should be looking to add value to their existing offering,” continued Hernon. “RSA prides itself on its technology partnerships and has more than 1,000 alliances out there including major vendors such as Microsoft, Oracle, Citrix, IBM and NetScreen.” A spokesman at Fusion added: “Authentication is the area to be in at the moment. RSA has recognised this and positioned itself as a dynamic vendor leading in its sector. Our role is to help develop both the volume and value channel across the region.” RSA’s existing partners in the UAE include CNS, Intertec, MDS and Paramount. In Saudi Arabia, RSA is working with Gulf Net Solutions, Jeraisy, Advanced Computer Technology and National Technology Company. With Fusion on board as a regional distributor and a dedicated team on the ground, RSA now wants to bolster its channel reach through the development of a dedicated two-tier reseller route-to-market.

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