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July 02, 2014

SafeNet Introduces Cipher Partner Program to Help Asia-Pacific Partners Transform Data Security

As we all know from reading the headlines, information security has become not just a top priority of IT professionals, it literally knows no boundaries. The bad actors can have impact literally and virtually anywhere, and security solutions need to be comprehensive, i.e., protective of being in a connected world and also customized to account for regional differences.

In recognition that all regions of the world need adaptable information security solutions with high-touch applied by local and trusted partners, data protection security leader, SafeNet, Inc., has launched its enhanced global channel partner program, the SafeNet Cipher Partner Program, in the Asia-Pacific region. 

As SafeNet (News - Alert) explains, the new program is designed to allow partners to grow their businesses and help their customers tackle the new challenges of data security in the age of cloud, virtualization and mobility.  And, SafeNet is making it attractive to Asia-Pacific existing and potential partners with improvements to the program. These include: tiered partner benefits; an enhanced partner portal; simplified global pricing; and, deal registration to make it easier for partners to grow their data security business with SafeNet.

SafeNet brings to the table its internationally recognized encryption, crypto management and authentication solutions, which a recent report from 451 Research pointed out can be leveraged by partners, help customers address key security pain points and priorities of data security as well as user authentication and access controls.

SafeNet says it enhanced the program based on channel partners’ feedback. Cipher Partner Program highlights include:

  • Single Global program framework - A consistent program across the globe with allowances for local market adjustments.  
  • Discount Harmonization - A simplified, harmonized single product discount, making it easier to do business with SafeNet.
  • Tiered Partner Benefits –Three benefit tiers – Silver, Gold and Platinum. Partners can earn Cipher benefits for bringing incremental business to SafeNet, and those that commit to higher levels benefit from higher discounts, margins and sales and marketing support.
  • Global Security Ecosystem – SafeNet has integrated and validated its products with leading technology company solutions, offering partners numerous additional opportunities to increase incremental revenue.
  • New and Improved Partner Portal – The SafeNet partner portal offers partners the tools and resources needed to sell, service, and support the full range of SafeNet products and solutions. It provides centralized access to sales tools, training and marketing campaigns available to each partner. Special features include profile management, lead management, deal registration, online training and fund management. SafeNet partners benefit from video-based, web-based and classroom training.
  • Deal Registration, Access to Leads, and Generous, Uniform Discounts –SafeNet has increased the discount on registered deals to 10 percent, providing greater margin and reward for partners. Partners are assured that opportunities are assigned only to them and they receive ongoing leads provided by SafeNet.
  • Marketing Programs, Sales Support and Training – SafeNet provides channel support across all critical functions of partners' businesses to accelerate the marketing, selling and servicing of SafeNet solutions to end users.

SafeNet's investment in developing training, accreditation and sales and marketing programs to support partners will help them architect, sell and deliver advanced data protection solutions to help customers secure the "new perimeter" of IT security – the data and the users.

Rana Gupta, vice president for the Asia-Pacific region, SafeNet explained: "The channel is an extension of SafeNet's sales & technical team and a critical route to market for SafeNet. Over the past 12 months, channel partners have more than doubled the incremental revenue contribution delivered to SafeNet. Partners represent an important part of our overall go-to-market strategy, and we are committed to their growth.  These improvements will help increase the value of being a SafeNet Cipher channel partner while making it easy to do business with us. We will continue to strengthen our partner relationships and deliver an increasingly valuable program that helps our channel partners be successful."

Partners already have voiced support of the new program.  One example is Samuel Ang, President & CEO  Nera Telecommunications (News - Alert) (Singapore) who commented that: "SafeNet enables partners like Nera with great support and highly relevant data protection solutions in the context of today's ever increasing threat landscape. The new SafeNet partner program helps us deliver key components of a defence in depth strategy for our customers' key pain points in protecting the data and securing user access to corporate applications and data."

No matter where in the world, or what part of the information and communications technology (ICT) business one looks at, being global and acting local has become critical and ecosystem/partnering has become paramount.  The trick obviously is attracting not just the best partners but in making such relationships win-win for them and ultimately for customers. 

Having great products and services is table stakes for success and attracting great partners through relationships that benefit everyone in a rapidly changing world is key. It is why the partnering enhancements SafeNet has made with the SafeNet Cipher Partner Program in Asia-Pacific have been well-received by existing partners and are likely to draw a lot of attention.

Edited by Maurice Nagle

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