RSA plans to widen its partner base

style="font-size: 9pt;" size="2"> size="3"> href="https://www.dqweek.com/vincent-goh-to-lead-rsa">RSA,

the

Security Division of EMC, is in process of increasing its partner

count to 20, with a more target-based approach to deliver its

solutions to SMBs and enterprises. The appointment of Kartik Shahani,

Regional Leader, RSA, India and SAARC has resulted in signing up of

new partners, creating a more focused approach towards bringing in

business, deal registration, training, etc. Shahani outlined how RSA

plans to expand its partner base in India. Explaining the need for

the same, Shahani said, "Most of our business was done in the

higher enterprise space. We have very large NSIs (national system

integrators) as our standard partners. face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">A

fairly

large chunk of our business comes from higher side of SMB and

SME, which tend to the corporate. face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">Though

we had a SecureWorld program for the channels, there wasn't a

concerted effort in getting those various channels activated."


RSA

is also set to launch 'partner central' which is basically a PRM

(partner relationship management) portal. "Partners will be able

to log on directly to the
face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">PRM,

put

in their bids, registrations, and can see what is new for renewal

etc face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">"

said Shahani. He is confident that this will have a positive impact

on partner engagement. "We cannot train hundreds of people, and

hence are focusing on a small number of NSIs and mid-sized partners.

We expect a lot more run rate business with this plan," said

Shahani.


Earlier, RSA had 150 ad ho
face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">c

partners

in India, which were 'opportunistic-based'. According to

Shahani, partners would go for two-three deals face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">in

a year and face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">even

though

these numbers would happen from EMC, it was not planned as

part of their business face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">.

"Now we are saying 20 of the partners have planned it as part of

their business, face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">"

he face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">

said. Off the 20, Shahani expects that approximately 15 to 18

partners will sign up as RSA partners. Now the partners will have

their plans chalked out, made and sealed, with RSA tracking them and

helping them achieve their targets. Shahani also said, partners will

be offered a choice as to which products will complement their

current offering.


"Thereafter,

we will make a plan. Depending on the chosen product,
face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">we

will

stick o face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">n

the sort of numbers that they want to achieve and will see if

resources need to be trained on it. We will also help with the

rebates around face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">

it," he face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">added.



style="font-size: 9pt;" size="2"> size="3"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">Shahani

did

not divulge the amount that will be spent on partner engagement

or training effort but stressed that the latter is designed to be

backed up by its professional services division for time-to-time

expert support. face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">

Sahani will continue bagging large corporate deals. According to him,

SMBs are the ones who slowly convert to become enterprise customers.

If we do not work on them now, we will never be able to move up the

chain. face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">The

areas

of PR and marketing are g face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">oing

to be more focused around the channels for the next two quarters. To

handle this responsibility, Amitabh Jacob has been appointed as

Channel Manager for bringing together the face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">back-end

w face="Verdana, sans-serif"> face="Times New Roman, serif"> style="font-weight: normal;">ork.

style="font-size: 9pt;" size="2"> size="3"> style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">RSA

has

also appointed a Program Manager who will be handling training,

enablement, ensuring that programs run properly, payments are made,

training material and course-ware is distributed on time and

accreditation is carried out appropriately.


href="http://www.ciol.com/Channel-News/Channel-News/News-Reports/RSA-appoints-Kartik-Shahani/134355/0/">RSA

appoints Kartik Shahani