“We don't believe in just increasing the number of partners”

What are
the recent developments in RSA?

RSA, the
security division of EMC, is the premier provider of security, risk
and compliance solutions, helping the organizations succeed by
solving their most complex and sensitive security challenges. These
challenges include managing organizational risk, safeguarding mobile
access and collaboration, and securing virtual and cloud
environments.

In 2005, it
was acquired by EMC. We have 10-12 types of technologies and we are
operating vigorously in this space of compliance, risk and data
protection. We are mainly concentrating on the SOHO market and large
enterprises. Security is becoming a big concern for everyone, whether
its a big organization or small.

What are
the various strategies adopted by RSA to reach channel partners?

Our strategy
is based on a 2-tier model. We operate with large system integrators
(SIs) and recently we have signed with more than 50 partners who will
help us reach the market. We are sure that we do not want to show the
growth just by increasing the number of partners, as we already have
quite a lot of them. Instead, we want to sign with good partners, who
can add value to our business.

As far as
security is concerned, what are the recent transformations you are
witnessing?

Gone are the
days when organizations were small and independent. Today, their
sizes are growing bigger and are bifurcated into various divisions,
and for every single section security—related threats are becoming
a great concern. Today, threats are complicated and are evolving
every day. So organizations nowadays have started looking at security
in a completely different way. Security is not just a tool but it
should be adoptive, risk-based and contextual.

How do
you
foresee the future of security?

With
changing
transformations, we are much excited about the forthcoming days.
However, with more than 3 decades of expertise in this industry and
after getting acquired by a renowned brand, RSA is well-tuned to meet
the expectations of the customers through channel partners.

What are
your future plans?

As far as
the
technology is concerned, we will continue to invest more on
technology which will be able to take care of the ever-changing
scenario. As far as increasing the base of channel partners is
concerned, we do not believe in increasing our number to a mass
figure. We are already having quite decent number of partners and we
are also looking for the right partners who will take us to the
customers in the right way.

What are
your strategies for the tier-2 markets?

There are a
lot of opportunities in the tier-2 markets. Whenever there is some
sensitive data, there is a great need for security. We find a good
and smart market in many tier-2 cities and we want to reach them
through the channel partners and work is in progress for that.

What are
the primary sectors in which you will be working in the coming days?

The
opportunities for security solutions are enormous in every sector. As
I have already mentioned, wherever there is data, it should be
secured. RSA is concentrating on banking, finance, government, and IT
and ITeS sectors.