EMC’s security subsidiary, RSA Security, has made some big changes to its channel training program in a bid to better engage with end customers.
The vendor is offering free training courses to resellers through services organisations such as Dimension Data, Loop Technology and Bridgepoint, and hopes to have more than 100 certified partners by the close of the year. There are currently 80 certified partners in its flock.
RSA general manager for channel and alliances, Phil Teague, said the move was part of a broader channel engagement refresh which also saw his appointment at the start of the year.
“To build a profitable environment, we needed an enabled channel,” Teague said. “We are scheduling four or five three-day courses each month in Australia and New Zealand, so offering it free is a significant investment on our part.”
The move is designed to greatly enhance the vendor’s engagement with its partners, Teague said.
“I think a lot of vendors are finding channel enablement difficult, in the sense that training involved costs on the part of partners, and the need to fly experts in from overseas,” he said.
In concert with the training program, RSA held its first Technical Experts Forum on November 5-6, which is slated to become an event held every six months. The forum is designed to enhance technical sales training from a pre-sales perspective.