Distinct Strategies for Each Category of Partner

An interaction with Harshil Doshi, Country Manager, India and SAARC, Securonix shows the key trends in the market and how to use them for best results

- BHARTI TREHAN

Explain the key features of the Securonix Elevate programme and how it aims to support your partners and customers more effectively

Partners are an essential element of Securonix’s business. Seventy percent of our business comes through the channel route. This means that partners are among the most important elements of our business. We win with the partners and we lose with the partners. That’s the kind of commitment we have in the world of channel ecosystem. We want to reaffirm that Securonix will primarily conduct its business through partners.

What we are doing right now is helping partners build their service practices. Whether it’s a managed security services provider (MSSP), an MDR provider, or a system integrator, we have a platform where they can build customised services for their end customers. They can provide VBA as a service, full SIEM as a service, or XDR as a service. Our platform is customisable enough for them to build their unique security practices.

We also help partners amplify their wallet share. For example, we address margin protection and reciprocation concerns, ensuring that channel partners feel secure about their interests. This programme is aimed at taking care of their needs.

Additionally, we strive to make it easy to do business with us. That’s why there are no fees for the programme, free training, flexible billing options and a very competitive pricing model. These are some of the things that partners demand.

In summary, we place the partner first by helping them build their services, amplifying their wallet share and making it easy to do business with us.