RSA Security will re-launch its partner program with an additional tier and free partner training this year in an effort to boost its channel business.
Newly appointed, general manager of channels, Phil Teague, said he wanted to drive more growth through closer ties with its partner base.
“We’re investing heavily in that area at the moment,” he said. “In 2008, we did about 75 per cent of our revenue through our partners and we’re looking at trying to push that up to about 90 per cent. There’s a lot that we need to do to get that going.”
The vendor is planning to re-launch its SecureWorld program to include a third tier, more rewards, rebates and better marketing development funds.
“With that, there will be some measurements around performance and attainment of certain neutrally agreeable goals,” he said.
As part of his plans, Teague said he would realign some the sales and presales teams to establish a closer engagement with partners.
“What we’re going to be doing is allocating all of our presales people to our key partners so they each get the opportunity to mentor and guide the sales side of their organisation, which is fundamental with enriching and maintaining knowledge,” he said. “We’re also putting in a technical account manager to focus on our top partners, which will complement presales, but also look at trying to drive and develop business.
“We’re coming from a lot of different angles to work with our partners and its time to get closer. In this climate, that’s what we’ve got to do.”
This year, RSA will also offer partners free certification training around its enVision, data loss prevention and authentication products.
Some of RSA’s top partners include Dimension Data, Loop Technology, Data#3, Alphawest, ThinkSecure and Bridge Point.