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