Interview
What makes the ideal channel partner? Te ideal partner can be of any size, shape or form. We value partners that share our core values of enabling growth and the desire to innovate and deliver great customer experiences. Together, these form a solid foundation for a deep partnership. To me, it’s all about joint relevance and making sure you can see the fire in each other’s eyes. Partners must be able to support an organisation’s unique needs.
By selecting partners based on their strengths – deep technical capabilities – organisations can maximise value and receive the best possible experiences. Tis will serve them well when it comes to addresses gaps in their security measures.
How do you establish a partnership that has real value for the end- customer? Relevant partnerships are key to unlocking real value for end- customers. We want to build different types of partnerships based on relevance to support their strengths, maximising value and offering the best possible experience for both partners, and in turn, end-customers. Transforming the way organisations think about security requires
partners that are willing to get to know the customer inside and out, and those who value a different, more valuable conversation about cybersecurity. Partners should steer clear of scaremongering and instead focus on building security that creates a more resilient organisation, able to act on its ambitions.
How will the channel evolve? Shaped by economic uncertainty, the channel continues to face challenges with supply chain disruptions, which could result in market shortages and failing to meet customer needs.
Despite this, I have a lot of faith in the channel as this is a
perfect time for vendors, distributors, and partners to take market share and grow. Trough this, the channel can attain greater customer intimacy and understanding of their specific challenges to help unlock opportunities and drive positive customer outcomes. For channel partners with a cybersecurity play, it’s worth
remembering that any uncertainty can potentially open new doors for threat actors. Identifying those security hotspots fast could be an opportunity for growth.
What does Trellix offer channel partners that makes it stand out? At Trellix, we recognise the long-term value of deep, intimate relationships with partners - and this approach is a key differentiator from competitors. We’re proud of our unique partner-first approach and our laser focus on defining and driving new opportunities for our partners to rapidly grow with us as we work together to help our customers breathe a little easier. Our living security approach and focus on XDR offers broad
and deep integrations across native and third-party providers, which enables our partners to sell to a wide variety of customers. Further, with the launch of our Xtend Partner Programme, we
also place a strong focus on education and community through our Trellix University learning management platform and our Trellix Partner portal, a robust repository of resources to help partners succeed. Our partner-led approach is focused on anticipating the needs
of our channel ecosystem, and we’re committed to providing EMEA channel partners with the right elements to drive growth and build their own customised services.
50 | June 2023
www.pcr-online.biz
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