RSA is no longer a one-product company, and with a series of recent changes to encourage solution-selling, protect margins and secure partner profitability, its SecurWorld partner program will now reflect that.
The security division of networking infrastructure vendor EMC (NYSE: EMC), RSA has evolved as a company over the last four years said Joe Gabriel, senior manager, global channel marketing, RSA. When the SecurWorld program was launched RSA was a one product company: SecureID, a two-factor hardware authentication key. And SecurWorld was designed primarily around that product.
“It’s time to evolve the program,” said Gabriel. “As RSA has evolved over the last four years we’ve become a multi-product, multi-solution security company within the vision of EMC.”
Two years ago RSA launched its enVision platform to the channel, a security information and event management tool designed to aid with compliance requirements, and more recently launched its Data Loss Prevention (DLP) suite. Gabriel said the enhancements to the partner program are designed to help the channel embrace these products, and take the suite of RSA offerings to market with a solution-based approach.
“Together with these three products we now offer a really complete security solution for resellers to bring to their customers, whereas two years ago we were really a point-product company,” said Gabriel.
The SecurWorld program has three tiers: Access is the lowest, Solution in the middle and Signature as the top tier. Qualification is based on both revenue and training/accredited staff. The Access level requires technical and sales training on one product, Solution on two products, and Signature on all three.
In addition to the standard margins on sales, RSA has also introduced performance-based rebates as quarterly incentives based on revenue-goal attainment, as well as corporate rewards, to provide additional rebate incentive on the backend. Gabriel said the backend rebates can range from three to five per cent in the Access tier and five to eight percent in the Solution tier, up to seven to 10 per cent for Signature partners.
“The enhancements to program benefits are designed to ensure our partners can do two things: maintain profitability in the RSA product line, and ensure they can compete effectively to win end-user business will protecting their margins,” said Gabriel.
RSA is also making its co-op program available to a broader range of partners, providing dollars that can be used for marketing, channel enablement, attending training, and purchasing demo products. As well, recognizing partners are increasingly reluctant to send staff out of town for training, RSA is increasing its online training resources.
Bill Taylor, senior director, global channels and alliances, RSA, said the motivation behind the program changes is to show partners that they’re going to get payback for their investment in RSA, and that the vendor intend to be a long-term partner.
“They’ve got to receive the right training, and they’ve got to receive the right support,” said Taylor. “This is a joint venture for both of us.”