RSA to restructure channel

Carries out a ‘segmentation review’ of its partner community in a bid to fortify relationships with resellers

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By  Andrew Seymour Published  March 11, 2009

Security vendor RSA is carrying out a ‘segmentation review’ of its partner community in a bid to fortify relationships with resellers willing to show greater commitment to the software firm.

Although light on details at the moment, Chris Johnson, EMEA VP at RSA, confirmed the company expects to make announcements during the second quarter.

“We are looking to partners that can take on the wider portfolio and which are prepared to invest more time in us — and therefore us in them,” he explained. “There is a segmentation review of the whole partner landscape happening to try and work this out. But, yes, there will be reasonably significant changes based on the fact that the market has shifted now.”

The EMC-owned company is keen for partners that have traditionally focused on authentication sales to expand more aggressively into other areas, such as its data loss prevention suite and enVision compliance platform.

“We are investing a lot of time segmenting our partners in certain markets and enabling them to sell across the portfolio,” commented Johnson. “I think this is the key to the future — to move away from point selling as customers want delivery partners, not just vendors, to provide a broader set of capabilities.”

Johnson said RSA may use its channel programme to offer partners incentives for investing in additional parts of its portfolio, as well as ramping up the level of joint-training it provides.

RSA is understood to have more than 85 partners in the Middle East, with around 80% of its regional business driven through the channel.

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