As a vendor operating in a niche security solution arena describe the product profile, market opportunities, and partner programme for channel partners
EDITOR’ S QUESTION
Demand for digital rights management security
Seclore has segmented Middle East into two regions and uses two-tier go to market channel structure, according to Amit Malhotra at Seclore.
As a vendor operating in a niche security solution arena describe the product profile, market opportunities, and partner programme for channel partners
For enterprises around the world, balancing security and efficiency is a critical imperative to sustain data integrity inside and outside the organisation. As a result, more companies are seeking solutions that ensure data and files are protected regardless of their format, who creates and uses them, or where and how they are shared.
Companies seek solutions that integrate seamlessly while leveraging established policies to enable secure collaboration with minimal intervention from users. They want to naturally augment their existing systems with persistent data-centric security, to protect information wherever it travels.
Seclore’ s target verticals are banks, financial institutions, insurance companies, non-banking financial companies, manufacturing, pharmaceutical companies, public sector and government organisations. However, the need and demand for Seclore’ s solution is ubiquitous, and there are several use cases for telecoms,
Amit Malhotra is Vice President Sales, India, Middle East and Africa, at Seclore
utilities, ITeS as well as in SMEs. Seclore’ s go to market approach for Middle East is a two-tier channel structure. Seclore has divided the Middle East region into two territories. The first territory is Saudi Arabia, where it has a country manager and a team of specialists. The second territory is Rest of Middle East representing the other five countries of GCC, which is handled by a regional head.
Saudi Arabian region has a separate partner network arrangement while Rest of Middle East is represented by one major vendor representative. In addition to distributors, we also work very closely with important large resellers in order to maintain close contacts with the complete value chain. Seclore’ s vendor representative for
Rest of the Middle East territory is Ascent Middle East, based in Sharjah, UAE. Ascent has been active with Seclore for the last four years. In November 2016, Seclore appointed Data Wide as its new distributor in Saudi Arabia. Data Wide works with the energy, telecom, education, retail, banking and government sectors in Saudi Arabia.
Partners have traditionally been at the forefront of promoting the brand, and their hard work has ensured that Seclore is well recognised in the end user segment. Looking ahead, the next wave of growth anticipated by the channel partner community is driven by the digital security needs of government, utilities and telecom sector.
The Middle East is currently a hotbed for cloud, mobility and smart city digital initiatives. With this emphasis on mobility and collaboration, BYOD in the workplace is becoming a modern-day reality and organisations need to have an effective policy in place to ensure seamless and secure collaboration along with efficient control.
The latest product enhancements to Seclore’ s Enterprise Digital Rights Management solution adds further advances in persistent, data-centric security. The technology offers usage controls and advanced capabilities to ensure files are secure wherever they travel thus helping the governments of the region to meet their digital initiatives securely.
50 Issue 03 INTELLIGENT TECH CHANNELS