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