We want to con­tinue to in­vest with part­ners who in­vest with us

Gane­san Aru­mugam, Di­rec­tor – Part­ner & Com­mer­cial Sales, In­dia, Sy­man­tec

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Can you briefly de­scribe your chan­nel part­ner­ship pro­gram Se­cure One and over­all part­ner strat­egy?

With the ac­qui­si­tion of Blue Coat com­plete, Sy­man­tec has be­gun ex­e­cut­ing its in­te­gra­tion strat­egy and ac­cel­er­at­ing its com­mit­ment to de­fine the fu­ture of cy­ber se­cu­rity. With this ac­qui­si­tion, Sy­man­tec has now emerged as the largest pure play cy­ber se­cu­rity com­pany.

Part­ners play a crit­i­cal role for the Sy­man­tec busi­ness, es­pe­cially now that we’re 100 per­cent fo­cused on se­cu­rity. Last Oc­to­ber, we launched our re­vamped chan­nel strat­egy called Se­cure One. It of­fers part­ners the abil­ity to un­lock higher earn­ing po­ten­tial through sim­pli­fied com­pe­tency and cer­ti­fi­ca­tion re­quire­ments, while in­clud­ing a more pre­dictable, prof­itable Growth Ac­cel­er­a­tor Re­bate. In­cluded un­der the new Se­cure One um­brella is also a new Dis­trib­u­tor pro­gram, which is de­signed to sup­port and ac­cel­er­ate part­ner growth. The en­hanced chan­nel part­ner pro­gram is de­signed to help se­cu­rity-fo­cused part­ners grow their busi­nesses. It pro­vides our part­ners with a clear road to take ad­van­tage of the in­no­va­tion and growth we ex­pect to drive as the world’s largest cy­ber se­cu­rity com­pany.

HIGH­LIGHTS OF SE­CURE ONE IN­CLUDE

Higher earn­ing po­ten­tial: Our Growth Ac­cel­er­a­tor Re­bate (GAR) sets one goal on net new busi­ness and pays out from the first trans­ac­tion. Once a part­ner reaches the Plat­inum tier in any of the In­te­grate com­pe­ten­cies (Threat Pro­tec­tion, In­for­ma­tion Pro­tec­tion or Cy­ber Se­cu­rity Ser­vices), part­ners par­tic­i­pate in a pre­dictable, prof­itable GAR across the en­tire se­cu­rity port­fo­lio, in­clud­ing Core Se­cu­rity

Get paid faster: Part­ners don’t have to wait un­til the end of the year, which trans­lates into quicker cash flow. Plus, the earn­ing op­por­tu­nity in quar­ter is 50% higher than be­fore

Eas­ier achieve­ments: It’s eas­ier than ever for part­ners to achieve Plat­inum sta­tus. We’ve stream­lined spe­cific re­quire­ments (tech­ni­cal val­i­da­tion, cus­tomer ref­er­ences, sales cer­ti­fi­ca­tion re­quire­ments), so that our part­ners can earn rev­enue faster and with fewer hur­dles

How has the re­sponse to Sy­man­tec’s chan­nel strat­egy – Se­cure One been so far?

Launched in Oc­to­ber last year, our en­hanced part­ner pro­gram, Se­cure One was de­signed to en­sure more prof­itabil­ity for our part­ners. In less than a year, the pro­gram has been very well re­ceived by part­ners across the globe, in­clud­ing In­dia. It has been rated as the best pro­gram in APJ. Our part­ners rec­og­nize the ad­van­tage of us fo­cus­ing only on se­cu­rity. Owing to the re­newed fo­cus, we are eas­ier to do busi­ness with, more nim­ble and re­spon­sive to our part­ners. Our fo­cus also al­lows us to en­hance our strate­gic en­gage­ment with part­ners—to de­liver a deeper more in­no­va­tive port­fo­lio cen­tered on growth and cre­ate best-in-class pro­grams, tai­lored to the mar­ket and our mu­tual cus­tomer needs.

Could you please elab­o­rate on Sy­man­tec’s pres­ence in In­dia?

Sy­man­tec has been present in In­dia for more than 20 years and is a key strate­gic hub for Sy­man­tec and a key en­gi­neer­ing cen­ter. Over one in three engi­neers are based in In­dia, solv­ing busi­ness crit­i­cal is­sues of cus­tomers for In­dia as well as glob­ally. In ad­di­tion to the con­tin­ued growth in core prod­uct de­vel­op­ment, we are also ex­pand­ing shared-ser­vices teams in In­dia. Sy­man­tec also has key se­cu­rity in­tel­li­gence in­stal­la­tions like Se­cu­rity Re­sponse Cen­ter in Pune and Se­cu­rity Op­er­a­tions Cen­ter in Chen­nai ser­vic­ing cus­tomers glob­ally.

Talk­ing about our chan­nel pres­ence in In­dia, bring­ing in a fo­cused chan­nel strat­egy, Sy­man­tec to­gether with its part­ners is con­fi­dent of mak­ing busi­nesses in In­dia more se­cure and pro­tected. We are fo­cused to­wards will equip­ping part­ners to fo­cus not only on pro­vid­ing core se­cu­rity, but also Man­aged ser­vices, Threat pro­tec­tion and cloud so­lu­tions. This will pro­vide part­ners a broader port­fo­lio and wider range to en­gage with Sy­man­tec, re­sult­ing in in­creased rev­enue.

We trans­act across 200+ part­ners in­clud­ing GSI, SI, Tier -1 man­aged part­ners and un­man­aged part­ners. As a strat­egy we have iden­ti­fied the top 20 part­ners and work with them as man­aged part­ners to deepen our re­la­tion­ship in terms of en­gage­ment and rev­enue. We also have a long­stand­ing re­la­tion­ship with our core na­tional part­ners and have been work­ing closely with the Big 4 con­sul­tants in In­dia.

How has the role of part­ners changed with the tech­nol­ogy trends such as dig­i­ti­za­tion and cloud?

Busi­nesses are un­der­go­ing ma­jor change in terms of dig­i­ti­za­tion, cloud and big data. If you look at cloud, cus­tomers are con­sum­ing IT as a ser­vice and not as a prod­uct. What en­ter­prises de­sire to­day is start work­ing with part­ner in the in­dus­try who can de­vise an ar­chi­tec­ture for them. Se­cu­rity is no more a point prod­uct play but an ar­chi­tec­ture play. We com­mit­ted to­wards skilling and equip­ping our part­ners to be­come con­sul­tants for cus­tomers across sec­tors.

With dig­i­ti­za­tion there are a lot of ser­vices op­por­tu­ni­ties and part­ners are trans­form­ing them­selves to pro­vide those ser­vices. Part­ners, ir­re­spec­tive of the size are work­ing to­wards get­ting ex­per­tise in spe­cific tech­nol­ogy ar­eas. We are work­ing to­wards skilling and cer­ti­fy­ing our part­ners with req­ui­site prod­ucts to ad­dress the cus­tomers’ need.

The Com­pany has un­der­gone tran­si­tion in the last cou­ple of months – sep­a­ra­tion from Ver­i­tas and ac­qui­si­tion of Blue Coat? What has been the re­sponse from part­ners?

Sy­man­tec now has a clear path for­ward as the global leader in cy­ber se­cu­rity with the Ver­i­tas trans­ac­tion com­pleted. With the ac­qui­si­tion of Blue Coat, Sy­man­tec will de­fine the fu­ture of cy­ber se­cu­rity and set the pace for in­no­va­tion in­dus­try wide. Like Blue Coat, we at Sy­man­tec are con­stantly striv­ing to cre­ate so­lu­tions that can bet­ter pro­tect cus­tomers from the next gen­er­a­tion of at­tacks. It’s an op­por­tu­nity to pro­vide growth for our part­ners with a com­bi­na­tion of the Sy­man­tec port­fo­lio and the Blue­coat port­fo­lio. It will open new sub­stan­tial cross sell­ing op­por­tu­ni­ties for part­ners. Through the com­bined port­fo­lio, our part­ners will be able to com­bine Blue­coat’s Prox­ySG prod­uct with Sy­man­tec’s DLP prod­uct, or the SSL Vis­i­bil­ity prod­uct with our DLP prod­uct. For ex­ist­ing part­ners who carry both, it will al­low them to go deeper and for part­ners which have one or the other, there are a num­ber of dif­fer­ent prod­ucts here which will al­low them to get even bet­ter scale. Fur­ther, it will add to the Sy­man­tec’s strength in email, end­point, server pro­tec­tion and ad­vanced threat pro­tec­tion (ATP) through the ad­di­tion of web and net­work se­cu­rity tech­nolo­gies.

Our two com­pa­nies share a mu­tual com­mit­ment to de­liver in­no­va­tion and drive cus­tomer suc­cess. We feel more con­fi­dent and our part­ners are ex­cited to en­gage as they see new growth op­por­tu­nity and new profit op­por­tu­nity to take care of their cus­tomers. Ev­ery sin­gle part­ner is pos­i­tive and ex­cited about this ac­qui­si­tion, which is rare. It has helped so­lid­ify the di­rec­tion of Sy­man­tec, and the lead­er­ship within Sy­man­tec. All the part­ners see this as an up­side op­por­tu­nity.

What are your fo­cus ar­eas and key pri­or­i­ties for the part­ner com­mu­nity?

We want to con­tinue to in­vest with part­ners who in­vest with us so we can con­tinue to have mu­tual growth and prof­itabil­ity. We will en­sure prof­itabil­ity, pre­dictabil­ity and sus­tain­abil­ity for our part­ners.

Fur­ther, with the com­ple­tion of the ac­qui­si­tion of Blue Coat, Sy­man­tec will en­hance its lead­er­ship po­si­tion to de­fine the fu­ture of cy­ber se­cu­rity and set the pace for in­no­va­tion in­dus­try wide. Both our part­ners and cus­tomers are pos­i­tive about this as there will be greater op­por­tu­ni­ties for all. In terms of part­ner pro­grams, there won’t be dra­matic changes in ei­ther the Blue Coat or the Sy­man­tec’s pro­grams. Over an ex­tended pe­riod of time, with lots of in­put from the part­ner com­mu­nity, we will move more to­wards a uni­fied pro­gram. Se­cure One will still be the blue­print for part­ner en­gage­ment for the fore­see­able fu­ture.

Can you share some of the best prac­tices to en­sure mu­tu­ally ben­e­fi­cial chan­nel com­mu­nity?

With a ma­jor­ity of Sy­man­tec’s busi­ness in In­dia be­ing part­ner-led, we see tremen­dous value in in­vest­ing in com­mit­ted, ca­pa­ble part­ners to drive deeper re­la­tion­ships with cus­tomer. We are work­ing with our part­ners, as we ad­vance se­cu­rity to­gether and take a stand to keep in­for­ma­tion safe. Some of our best prac­tices in­clude:

Build loyal and com­mit­ted part­ner eco sys­tem, de­velop trusted re­la­tion­ship with part­ners: As this new en­hanced pro­gram is op­ti­mized for our se­cu­rity port­fo­lio only, this pro­vides a more fo­cused ap­proach. Our pri­mary ob­jec­tive was to re­move bar­ri­ers to suc­cess for our part­ners.

In­vest in build­ing their com­pe­ten­cies: Through Sy­man­tec Se­cure One, we have con­sol­i­dated com­pe­ten­cies to just four: Core Se­cu­rity, Threat Pro­tec­tion, In­for­ma­tion Pro­tec­tion and Cy­ber Se­cu­rity Ser­vices.

Help part­ners in build­ing pipeline through our joint mar­ket­ing pro­grams: As a fo­cused se­cu­rity com­pany, we are com­mit­ted to in­vest­ing heav­ily in mar­ket­ing and de­mand gen­er­a­tion with part­ners. These are aimed to sup­port Part­ner or­ga­ni­za­tions and rep­re­sen­ta­tives ac­cel­er­ate their pipeline de­vel­op­ment.

Work­ing closely with part­ner in sales cy­cle: Our sales and pre­sales team will be work­ing closely with the part­ners in their cus­tomer en­gage­ment and help in the sales clo­sures.

AR­CHANA VERMA

Gane­san Aru­mugam, Di­rec­tor – Part­ner & Com­mer­cial Sales, In­dia, Sy­man­tec

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