SecureVAD, the exclusive distributor for STEALTHbits across EMEA and Asia-PAC is planning to set up shop in the UAE. The distributor also intends to work with system integrators in the Middle East. Reseller Middle East magazine recently sat with Ian Davin, CEO at SecureVAD, to find out more about that company?s partner recruitment drive.
RME: When is SecureVAD looking at setting up office here in Dubai?
ID: I had a number of meetings the first week of March and I must say that I was delighted with the type of partners I interacted with. We’ve already started to organise the setting up of the office and I anticipate this happening in the April/May timeframe.
RME: What type of resellers (system integrators, solution providers, VARs etc) are you looking at partnering with?
ID: Experience shows that resellers guarantee success when they work in one or more of the following disciplines:
· Storage
· Microsoft/Windows environment
· Security and Compliance
We seek to engage with partners that add value to our solution as typically it’s not a volume product but a solution targeted at more complex IT environments.
RME: What is the reseller opportunity in the Middle East?
ID: Since launching outside of the USA in 2010, SecureVAD has taken Europe by storm with StealthAUDIT, winning large accounts with our dedicated network of resellers. We will replicate this success across the Middle East and Asia Pacific with a select number of resellers who will benefit from:
· The opportunity to open large accounts with a compelling message that captures senior level management
· The opportunity to solve existing accounts growing data management challenges
· Excellent ongoing margins through the ongoing adoption of solution set modules, i.e. sharepoint module, provisioning module.
· Leverage Existing accounts, case studies and testimonials
· Full marketing and technical support
RME: The STEALTHbits solutions you sell, who is the intended target market?
ID: The more complex the environment the better, target customers are enterprises in excess of 1000 staff. Existing clients include some of the world’s biggest companies including Bank of America, Merrill Lynch, Barclays Capital, Citigroup, Merck, AIG, Pzifer, Credit Suisse, Walmart, AT&T, Marriott and Goldman
Sachs. SecureVAD has taken Europe by storm with StealthAUDIT, winning large accounts with our resellers. We hope to replicate this success across the Middle East.
RME: Does SecureVAD has a reseller partner programme?
ID: Yes, full details of this can be provided, however, the company will be providing training to all channel partners who join its partner programme and we plan to certify partners at a later stage.
RME: What numbers are you looking at having in the Middle East channel?
ID: In the first 12 months it is our aim as SecureVAD to recruit two to three active partners covering the GCC geography. At a later stage we will obviously evaluate this country by country and as business grows in the region.
