CHANNEL CHIEF
BENTSI BEN-ATAR , CMO and Co-Founder at Sepio Systems , whose mission is to provide its customers with the highest level of visibility , policy enforcement and rogue device mitigation capabilities . Ben-Atar ’ s management philosophy strives to build a heterogenous team of dedicated professionals – individuals with different approaches , capabilities , and characteristics . He outlines how the company is developing its channel business and engaging with solution providers in the EMEA market .
dDescribe your current job role and the parts that are somewhat challenging ? As the CMO and Co-founder of Sepio , I am responsible for strengthening our brand ’ s recognition and supporting the efforts of our sales teams . The fact that we are a pioneer in this newly introduced domain is extremely challenging . It requires us to educate the market and , in some cases , correct assumptions or beliefs regarding what existing cybersecurity products can detect and what they cannot .
Can you explain how your company works with channel partners ?
Our leading territory managers – in the US and EMEA – are responsible for sourcing and engaging with new channel partners . In many cases , this involves bringing the first few customers to the channels to validate our business cases , technology , and market traction .
How do you ensure channel partners flourish in a highly competitive market ?
The fact that Sepio Systems is one of the few companies companies in the world to provide physical layer ( L1 ) visibility , enabling it to detect network implants and sophisticated spoofed devices , we provide our channels with a “ uniqueness factor ,” differentiating us from the competitors with a distinct value proposition .
What are the latest trends you see emerging across the channel ?
Consolidated solutions , which I believe will drive companies to cooperate and set up distinctive structures across channels .
The fact that we are a pioneer in this newly introduced domain is extremely challenging . It requires us to educate the market and , in some cases , correct assumptions or beliefs regarding what existing cybersecurity products can detect .
What is your management philosophy ?
I believe that you should strive to build a heterogenous team of dedicated professionals – individuals with different approaches , capabilities , and characteristics . You should also guide and encourage these
Bentsi Ben-Atar , CMO and Co-Founder , Sepio Systems
INTELLIGENT TECH CHANNELS 61