EMC channel account manager joins RSA Channel & Alliances

Teague will improve its channel model and develop RSA key channel relationships.

He will oversee the expansion of RSA's strategic partnerships with resellers and distributors and is in charge of launching an RSA partner program, SecurWorld 09, later this year, and will rely on initiatives that made the EMC Velocity program a success.

As part of the restructure, Mark Pullen, country manager RSA plans to increase its channel revenue from approximately 75 percent to 90 percent of the business this year.

Pullen and Teague will focus on the company's internal partnering culture, where presales, inside sales and its executive sales team will work closer with partners.

"This will be further supported by RSA's increased commitment in working with Express Data, our sole A/NZ distributor," said Teague.

"This year they will also be playing a much more strategic role in managing and developing our partners, while creating new business opportunities for RSA."

Teague said to develop a stronger partner culture, its presales team will be aligned to key partners and spend more time in partners' offices, working with its security specialists and sales teams.

"I will be continually meeting and planning with our partners this year to ensure our programs and initiatives are in line with their requirements to be successful," said Teague.

"The experience from working with system integrators in the past, and more recently with EMC for seven years in the channel, provides me with a lot of knowledge and experience that will be valuable in developing our channel program.

"I have had the good fortune of being involved deeply in the initial and ongoing development and refinement of EMC Velocity Partner Program, from both an enablement and account management perspective.

"I see a great opportunity to apply what I have learnt, and build on the excellent work that has already been started at RSA. I've got a number of ideas that I will be looking at developing and implementing throughout the year, and they will all be based on the 3 Ps for partnering," he said.

According to Teague, there are three ways to build a 'world class' channel based on the 3 Ps; Partnering; Predictability, Profitability and Positioning. 

In addition to the changes in the channel organisation structure, RSA will be offering free presales and services training to all its partners around its enVision, Data Loss Prevention and Authentication products.

"Resellers need to carefully review their options when determining what vendors to align with in this current economy," said Teague.

"They should consider the financial strength and reputation of the vendor, and review the cost of engaging with them.

"They need to consider how much time and what's the associated direct and indirect cost in developing staff and business to align with a vendor."

Teague was previously with EMC for seven years, most recently Services Global Channel account manager A/NZ. Prior to that, he was at BDO SynergyIT, Crone Associates and Architectonic.