B Swaminathan
Mumbai, May 24: Security leader Forcepoint assures protecting their channel partners during their tough time including incumbency. Ajay Dubey, Senior Channel Manager, Forcepoint, shares his channel plans with Cell IT.
“Any security product does the primary four functions which can be called as ‘4D’ viz. Defend (defend the external sources from the secured area), detect (detecting the harm at the right time), defeat (completely remove the threats and defeat them) and decide. Any channel partner can tell their customers that Forcepoint provides all the aforesaid functions.”, Ajay Dubey said. He also added that channel mantra is to engage and evolve. “We have a dynamic channel model where we engage and evolve the channel partners and their teams both in terms of sales and technical aspects.”
Forcepoint claims itself a channel-driven organization with 2 distributors (inflow technologies and iValue infosolutions) and 200 odd partners selling their solution which is available in cloud and subscription. Platinum, gold, silver and associate are the channel categories and any channel organization will be termed based on their performance.
Channel-Friendly policies:
Some of the key channel friendly policies, according to Dubey, Forcepoint has are, the road shows and training. “We had recently organized six city channel meets and not just training on the sales skills, we also train the channel on the latest technology too. We periodically train the channel ecosystem both online and through face to face meeting to understand what is needed to the channel partner”, says Dubey further adding that Forcepoint, through subscription model, assures channel partners recurring income on the renewal of the products. This is supposedly to help the channel in tough time including incumbency. He also echoes high margins and profits and says any channel partner who want to enter data security space can try with Forcepoint.
Terrific Tuesdays:
Forcepoint’s Terrific Tuesday concept adds thrill to its channel fraternity. According to that, every month, the first Tuesday, Forcepoint select specific channel partners and identify potential customers. “First Tuesday, the organization involves in digital marketing which creates curiosity and the following Tuesday an USB drive containing the relevant data which explains, in fact, educates the channel on the threats and solutions will be physically sent to the addressee. The last Tuesday of the month, team Forcepoint will call the customer and explain the product in detail.”, Dubey concluded.