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Channel partners “instrumental” as RSA becomes billion-dollar business

Channel partners “instrumental” as RSA becomes billion-dollar business

Channel partnerships have been instrumental on RSA’s path to becoming a $US1 billion organisation, according to William Taylor, VP of Worldwide Channels and Alliances, RSA.

Channel partnerships have been instrumental on RSA’s path to becoming a $US1 billion organisation, according to William Taylor, VP of Worldwide Channels and Alliances, RSA.

Given the channel’s integral role to RSA’s go-to-market strategy, Taylor says the security division of EMC is “constantly inspecting” its channel partner offerings, modifying what needs improvement, and introducing new programs to drive more fruitful relationships.

“With that, RSA is excited to formally announce the launch of the RSA SecurWorld Delivery Services Program for its channel partners,” Taylor adds.

“This program is designed to enable channel partners to provide the implementation and installation services and support to their customers, ultimately maximising their value as their customers’ “go-to” trusted advisor.”

One of RSA’s most in-demand technologies, RSA Identity Management and Governance (IMG), is the first solution available in this program, with Taylor advising that RSA Security Analytics and RSA Archer GRC will follow later this year.

“World-class customer support is engrained in RSA’s business, and the RSA SecurWorld Delivery Services Program only strengthens this sentiment,” he adds.

According to Taylor, the most profitable path for partners, and RSA’s preferred method, is to have channel partners become certified to deliver services themselves.

Furthermore, the channel chief believes it “empowers the customer” to ultimately decide who they want to work with from an implementation and support perspective.

“To become certified in the Delivery Services Program, channel partners undergo a series of advanced technical trainings, delivery methodologies, and mentoring engagements with RSA,” he explains.

“Once complete, they are deemed a RSA Certified Delivery Services Partner in a particular solution.”

As revealed during the launch, there are several service models that channel partners can choose from, including Channel Partner-Delivered Services, Co-delivered Services and RSA Delivered Services.

The breakdown?

Channel Partner-Delivered Services

Taylor says channel partners own the customer services engagement by investing in building their own technical expertise for implementation and support services through RSA’s certification programs.

“This offers the highest margin and is designed to fully enabled channel partners to act as their customers’ trusted advisor,” he adds.

Co-delivered Services

If channel partners want to sell solutions, while minimising total investments, Taylor says they can enhance their solution portfolio by reselling services offerings from RSA Global Services or their Authorised Distributor.

“Channel partners will own the customer relationship up to delivery, and the service provider will interact with the customer only after that,” he explains.

“This provides customers with quality services options, while also enabling channel partners to add services to their own portfolio as demand for solutions increases.”

RSA Delivered Services

Finally, Taylor says channel partners can also maintain ownership of all customer relationships and onsite activity, while leveraging RSA’s ability to provide resources for remote services.

“The RSA SecurWorld Delivery Services Program is a tremendous step forward in RSA’s channel organisation,” he adds. “In the end, exceptional customer service is what it is all about.”


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