EMC’s security subsidiary, RSA Security, has made some big changes to its channel training programme in a bid to better engage with end customers.
The vendor is offering free training courses to resellers through services organisations and hopes to have more than 100 ANZ 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.
