RWME: What will be Trend Micro’s main channel focus for 2010 in the Middle East region?
CM: We will continue the strategy of further enabling our SMB channels to support end users by continuing training on the right skills to do their job effectively. We will also continue to make tools like our unique Worry Free Remote Manager available to our partners, to enable them to actively and remotely monitor their customers’ security. In addition, we will add specialisation of enterprise channels to focus on the likes of our new strategic product areas.
RWME: Given the consolidation that is taking place in the IT security space, how is Trend Micro helping its channel partners to stay abreast with what’s happening in this sector?
CM: Training and information exchange are fundamental. Partners have to balance the time taken by the large numbers of vendors’ products in training versus active selling, which is the ultimate goal. Importantly, Trend Micro keeps this simple and relevant to the needs of our channel partners (and the customer). This is done by regular communication, workshops and on-site support in sales and pre-sales activities.
RWME: Trend Micro has been very proactive when engaging with channel partners in the region. Briefly explain what type of VARs and specialist security solution providers you are engaging in the Middle East region?
CM: We are ready to deliver innovative solutions through the telco and Internet Service Providers and will also be looking to engage with SaaS channels. Beyond that we will expand into more joint partners with strategic partners.
RWME: The IT industry has seen a lot of vendor OEM alliances especially between system vendors and their IT security counterparts. State which system vendors Trend Micro is working with and what opportunities are emerging from your OEM partnerships for your channel partners?
CM: We have a number of vendor partnerships; at a corporate level, EMEA and local. These include software and hardware vendors, a number of which OEM our technologies and others with whom we partner at an alliance level. Our flexible approach with other vendors particularly supports our joint channel partners, making it easier for them to deliver real solutions to customers.
RWME: Which key market verticals are you urging your partners to be focusing on in 2010 and why?
CM: Trend ‘s products and solutions cover all verticals and will continue to enjoy success in all segments. However with our latest innovative data centre security solutions for both traditional and virtualised environments, markets like the payment card industry and banking are particularly relevant. With growing security breaches in the data centres, these solutions will also address the security needs of any organisation with a data centre at their core.
RWME: The nature of IT threats is constantly evolving. What are you telling your channel partners to be focusing on?
CM: It’s simple; we all want customer loyalty to buy again and in particular our partners don’t want the pain of deploying and managing complex products and don’t meet the needs of the ever changing threats and attacks. We are therefore telling our partners to focus on selling solutions that are going to give them the least costs and pain in deployment and management, maximising customer satisfaction. This means delivering to customers solutions that meet the latest threats head-on, using multi-layered security, such as the Trend Micro solutions that are powered by Smart Protection Network (correlating web, file and email reputations)
RWME: Last year Trend Micro ramped up channel initiatives for the Middle East what sort of programmes have you lined up for both distributors and solution providers in the region in 2010?
CM: We have restructured our programmes to reward loyalty and competence rather than simple revenue. We have deployed further rewards and incentive programmes that have supported growth in key areas. We have also focussed our efforts with distributors in recruitment and support. As mentioned earlier, training and the right information exchange was and continues to be vital.
RWME: If there is anything that you would like to see happen in your reseller channel that has been happening in the last 12 months what would that be?
CM: Our latest products and solutions give our partners yet another opportunity to sell and open up opportunities not previously available to them. We will help our channel be equipped to sell. Key examples are; Deep Security, Worry Free and Threat Management Services. The big message to our partners (and customers) is that we have re-vamped our suites to make them easier to sell and more relevant to the current needs of our customers; i.e. simplicity and value.
IT security vendor Trend Micro remains buoyant about its security business in the Middle East channel. RWME?s Manda Banda spoke to Chris Moore, Middle East Business Unit Head for Trend Micro to find out more about the company?s channel optimism and plans for this year.
