RSA, the security division of EMC, has roped in Redington as its second national distributor in India. The security vendor already has WeP Solutions as its national distributor in the domestic market. Redington has been a distributor for EMC for several years now. RSA wants to leverage on the mix of storage-security offerings with this new alliance.
Sharing more on this new development, Sriram Viswanathan, Channel Manager (India & SAARC), RSA, said, "In last five years, we have seen a lot of business development in India. To tap this development, one needs enhanced distribution network, and that’s what we are exactly doing while adding a new distributor to our distribution network. Besides, market competition is also a value added reason for this development. With growing market, there’s a scope for business and expansion. With this added distributor, we’re balancing our product placement to meet this growth. We’re hoping this new alliance will bring us new set of partners. We already have 45-50 partners in India, and we plan to take this number to around 70-75 in coming days."
The vendor is aiming at emerging markets with this new tie-up. These markets would include Ahmedabad, Cochin, Chandigarh, some towns in Tamil Nadu, and eastern cities. Elaborating more on this, Viswanathan said, "We have been associated with WeP Solutions for last four-five years, and our main target was metros. However, this is not the first time we’re catering to these markets. These secondary markets have started getting business momentum now, and our aim is to capitalize on it by straightening our channel network."
In his reply to whether there will be any operation overlapping between these two distributors, and whether partners will have freedom to operate with them, he said, "At our end, we’ll ensure that there won’t be any overlapping. However, there won’t be any product segmentation for them. The product portfolio will remain the same. However, it will bring more channel accountability on the distributors’ side. As far as partners are concerned, they’ll have a complete freedom while working with these distributors."
The vendor would be targeting IT-ITeS, BFSI, pharmaceuticals and government verticals with its products, and the focused products would be two-factor authentication, compliance and log management. Furthermore, RSA will help its partners through enablement on the sales and technology side. It has developed its own training schedule, and the vendor works closely with distributors in training programmes by offering necessary support. "We’re helping our partners to place our products in the marker to meet the customers’ demand," added he.
When asked is RSA planning any India-specific product, Viswanathan said, "Not as such. We’ll probably work on product restructuring with our existing products based on market dynamics. However, we will work on incentive programmes and schemes for our partners."
Sharing his views on overall security market in India, he replied, "In most of the organizations, there’re no specific allocated budgets for security products. It comes with the need. However, the overall market is improving and we can see growth in the overall situation in coming days."
Recently, RSA added fine-tuned its SecurWorld Programme. These enhancements were aimed at helping partners more competitively position themselves with their customers as experts on RSA products and services.
Talking more about this programme, he added, "Our decision has met with some positive feedbacks from our partners. We’ve seen increase in deal registration along with increase in the profitability. With growing competition, it has become essential to address customer feedback. Our products need consultative approach, and we’re helping our partners to position our products in right manner."