ENTERPRISE TECHNOLOGY
their intent to go to market and build capabilities together.
Then there’ s the breadth, because most programmes do need to expand globally. That means leveraging distribution ecosystems in a more low-touch model, but empowering distributors to manage the breadth of channel ecosystem on your behalf, in partnership with you, and give you that scale motion. trusted relationships are the only way to go to market.
Customers increasingly rely on partners as trusted advisors – how do you plan to equip partners to support complex identity security challenges, particularly across human, machine and AI identities? I’ ve had this debate with many peers around enablement. Enablement in the channel has been lacking for decades. There’ s too much content, and no way to get to the right content when you need it most.
So, it’ s about building more of an AI
Having previously modernised channel strategies at Optiv and Skyhigh Security, what key lessons will you bring into this new role? Focus on simplicity and efficiency. As we evolve, there’ s a balance between driving growth today whilst evolving towards tomorrow, but you can’ t lose sight of the ease of doing business.
Building what’ s simple and predictable is a formula I’ ve always used, but it becomes more important as you build lasting trust within your programme. Being easy to do business with and driving predictable profitability are key.
One thing I see in the industry is the concept of earned incumbency. Partners bring their customers to us, continue to drive lifetime value and continue to expand. That’ s an earned relationship with us, and we lean in and share our business with them.
I see more programmes looking at earned incumbency versus transactional incumbency. Was I the partner of the previous transaction? Or am I a partner in good standing, earning my right to the incumbent renewal pricing protection?
Everywhere, and specifically in the Middle East, cybersecurity is a people business. People trust people, so local presence and
As we evolve, there’ s a balance between driving growth today whilst evolving towards tomorrow, but you can’ t lose sight of the ease of doing business.
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