Interview
Life in the channel
Education, education, education
Dee Dee Acquista, vice president of worldwide channel and alliances, Gigamon on observability, the hybrid cloud and security.
How are you planning to grow channel partnerships? Over the next 12 months, we are continuing our focused channel-first approach, building and establishing a strong foundation with strategic channel partners, dedicating time and effort to ensuring they have the resources and support to engage effectively with end- users. Tis focused effort will allow us to drive global enablement, grow our partnerships and alliances, and ensure that our end-users have a great Gigamon experience. A core area of this enablement drive is
education. For us, this oſten centres around education on who we are today. In the past, Gigamon was most well-known for our work within the networking space, yet today we’re an organisation that secures, simplifies and optimises the hybrid cloud. We’re educating the market, as a whole, who we are as an organisation and working to ensure that all of our channel partners truly understand how deep observability can be used across the entire network for security, cloud migration, and beyond. We take a lot of pride in our channel partner programme, and
we want to ensure we are listening to partners and updating the programme to reflect their feedback, as well as incentivise and reward them for the right behaviour. It’s all about the ‘why’ and ‘how’; why partners want to be part of our programme, and how we help them grow their business by taking deep observability to
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the channel. What really aids us is our high renewal rates, which are above 90%. Tis gives partners the confidence to take Gigamon to a potential customer knowing that 9 in 10 come back and renew time and time again.
What do you mean by ‘deep observability?’ What does it mean for channel partners? When we use the term ‘deep observability’, we mean amplifying the power of traditional security and observability tools with actionable network-derived intelligence and insights. Tis not only eliminates security and performance blind spots, but it enables teams to proactively mitigate hybrid cloud security and compliance risk. It also helps IT and security professionals to deliver a superior digital experience and, importantly, contain the runaway cost and complexity associated with managing hybrid and multi-cloud infrastructure. While the term is relatively new to the
market, awareness of the value of deep observability is fast growing. Over the last two
years, we have surveyed IT and Security leaders across the globe to identify how perceptions of deep observability are changing. In 2022, when we showed respondents the full definition of deep observability, 89% agreed it as an important element of cloud security. Tis number has now reached 97% for 2023. Findings from our ‘Hybrid Cloud Security report’ reveal that 93% of global IT and Security leaders predict cloud security attacks to
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