William Taylor

Vice President of Worldwide Channels and Alliances at RSA, The Security Division of EMC

Latest posts by William Taylor (see all)

Channel partnerships have been instrumental on RSA’s path to becoming a $1 Billion organization. Given the channel’s integral role to RSA’s go-to-market strategy, RSA is constantly inspecting its channel partner offerings, modifying what needs improvement, and introducing new programs to drive more fruitful relationships. With that, RSA is excited to formally announce the launch of the RSA SecurWorld Delivery Services Program for its channel partners. This program is designed to enable channel partners to provide the implementation and installation services and support to their customers, ultimately maximizing their value as their customers’ “go-to” trusted advisor. One of RSA’s hottest technologies, RSA Identity Management and Governance (IMG), is the first solution available in this program, with RSA Security Analytics and RSA Archer GRC to follow later this year.

World-class customer support is engrained in RSA’s business, and the RSA SecurWorld Delivery Services Program only strengthens this sentiment. The most profitable path for partners (and RSA’s preferred method) is to have channel partners become certified to deliver services themselves. Plus, it empowers the customer to ultimately decide who they want to work with from an implementation and support perspective. To become certified in the Delivery Services Program, channel partners undergo a series of advanced technical trainings, delivery methodologies, and mentoring engagements with RSA. Once complete, they are deemed a RSA Certified Delivery Services Partner in a particular solution.

There are several flexible service models that channel partners can choose from, including:

  • Channel Partner-Delivered Services – Channel partners own the customer services engagement by investing in building their own technical expertise for implementation and support services through RSA’s certification programs, proven methodologies, and robust tools. This offers the highest margin and is designed to fully enabled channel partners to act as their customers’ trusted advisor.
  • Co-delivered Services – If channel partners want to sell solutions, while minimizing total investments, they can enhance their solution portfolio by reselling services offerings from RSA Global Services or their Authorized Distributor. Channel partners will own the customer relationship up to delivery, and the service provider will interact with the customer only after that. This provides customers with quality services options, while also enabling channel partners to add services to their own portfolio as demand for solutions increases.
  • RSA Delivered Services – Channel partners maintain ownership of all customer relationships and onsite activity, while leveraging RSA’s ability to provide resources for remote services.

The RSA SecurWorld Delivery Services Program is a tremendous step forward in RSA’s channel organization. Partners benefit by gaining access to the enablement and support needed to deliver a comprehensive portfolio of best-in-class installation and implementation services, while customers benefit with more flexibility to choose who they want to work with. In the end, exceptional customer service is what it is all about.

RSA channel partners interested in joining the program can find more information at www.RSAPartnerCentral.com.

William Taylor

Vice President of Worldwide Channels and Alliances at RSA, The Security Division of EMC

Latest posts by William Taylor (see all)

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