5 for 15: Luke Power, Intel Security channel sales director A/NZ

The keys to market success this year
Luke Power

Luke Power

Key market plays for 2015?

If we want to grow our business and take it to the next level, then the channel is where we need to step up in our investment.

From a programs, systems and people perspective, we’re heavily investing in the channel.

Key tech trends in 2015?

We’re seeing a huge demand in the channel for what we call a security connected platform. If you look at the different types of security silos whether it be firewall, data loss prevention or end point security, the security connector platform provides end to end security. This means that partners don’t have to deal with five or six different security vendors, just one.

Key message to the channel?

Partners that really focus on particular segments and verticals are excelling. But partners that are trying to be everything to everyone aren’t doing as well the focused partners.

Key warning to the channel?

With so many technologies and different ways of approaching the market, it’s easy for a partner to fall into the trap of trying to be all things to everyone. Then they become quite unfocused and management costs go up because they’re dealing with so many different vendors.

Key to Intel Security’s success this year?

Focus on the channel. We’re trying to remove all the operational barriers to make it easier for partners to do business with us.