SafeNet's channel partner program includes a broad variety of competitive elements

A global leader in information security, protecting data at rest, data in
motion, data in use, software and license management with the broadest range of
security solutions in the world; SafeNet protects critical business data
communications, financial transactions, and digital identities through a full
spectrum of encryption technologies. SafeNet's channel partners include VARs,
SIs, and distributors, which play a critical role in providing business, sales,
solution implementation, integration, technical support, and value-added
services to their customers.

According to Rana Gupta, Business Head-SafeNet, India and SAARC, the channel
partner program of SafeNet has been built to offer access to the portfolio of
the industry's most innovative IT security solutions, along with support and
benefits specifically designed to match their partners' business models and
business goals. The program also includes a broad variety of competitive
elements, including generous margins, training programs, innovative sales
incentives, and self-service access to tools and materials through their partner
portal.

Channel Programs

According to Gupta, SafeNet's partners also have access to SafeNet's product
development team, and a market-driven policy, that delivers to their partners
and customers about the ongoing product innovations and new features designed to
meet the evolving security needs of the market that SafeNet serves.

"We are dedicated to back our partners in every step, working together to
ensure, that our mutual customers receive the most innovative products and
solutions, the highest quality support, and a superior customer experience,"
added Gupta.

Considering the fact, that SafeNet is a very lean and mean organization,
Gupta looks after the entire business in India and SAARC and tackles all the
direct and indirect sales. Even the channel program is managed locally by
SafeNet and there is no other channel team deployed in India. SafeNet has a
channel specific team in Hongkong, which helps in devising the channel specific
program. But Gupta specified that at the end of the day the execution is done by
them. "We have two different product lines-Software Rights Management and
Enterprise Data Protection. There are sales people for each of the two product
lines, who are more into commercial selling. So we have a total of eight people
reporting to me from various regions. We have a small satellite office in Mumbai
and our primary office in Noida. We cater to the whole of India, SAARC, Nepal,
Bhutan and Bangladesh," added Gupta.

Expansion Plans

Talking about the expansion plans, Gupta said, "Obviously we are eager to
expand our reseller channel in India. IT can help us expand our outreach,
specially for the two products-eToken PASS and the ProtectDrive Product." The
main strategy of SafeNet is to reach out to the potential reseller resources,
because SafeNet believes that the network reseller community understands the
opportunity that exits for them if they collaborate with SafeNet. "We also
conduct quarterly training programs, depending upon how many resellers are newly
added, and depending upon the typical queries, that we get from them, we decide
upon the content and the time frame of the program. On the other hand, we also
participate in the industry specific trade shows and shows like Smart Card Expo
or Interop Expo and other key events. We are very open in participating jointly
and help the partners. We also provide various technical materials, marketing
brochures and evaluation equipment to our resellers, so that they can provide
access to the prospective customers and show the proof of concept for that,"
added Gupta.

Minakshi shetty

minakshis@cybermedia.co.in