Trend Micro appoints 20 value add partners

Vinita Suvarna-Bhatia

Trend Micro India has appointed 20 specialized Trend Micro value added partners (VAP) to its channel network. These partners will enjoy certain exclusive benefits over other channel members of the company. To start with they will have access to the company's online partner web to avail of the its database, technical and case study material. They will liaison directly with the company and will go to the distributor solely for order fulfillment.

"Currently 30 percent of our business is realized through the VAP and we expect them to contribute almost 80 percent to our revenues in the foreseeable future," said Ajit Pillai, Channel Manager, OBU- Trend Micro Inc.

The company has two other layers of channel partners, besides the VAP. One is the Trend Enterprise Solutions Provider and the other is the channel network of their distributor, Ingram Micro India Ltd.

Recently, Trend Micro appointed a dedicated business manager at Ingram's end. This is in addition to the four product champions appointed at the metros, whose role will be to interact with the channel and help push their sales. By the JFM quarter, these personnel will be deployed in other B-class cities as well.

The company has just wrapped up a technical training and certification program for its channel partners which gave them hands-on experience in inter-operability capability of the products. "We selected the top channel partners in each region, based on their strengths in solutions and networking security implementation," said
Pillai.

Trend Micro has always positioned itself as an enterprise security solutions provider. While admitting that the focus was lacking in its desktop security product, PCcillin, Ajit said that soon this will be reversed. "We expect 20-30 percent of our sales to come from the desktop business and to this end will strengthen our branding exercise for
PCcillin."

In addition to this, it will also launch a one-point help-desk for end-users by the end of the JFM quarter.

(CNS)