Q&A: RSA's entourage land in Oz

CRN: Why are you all here?
Bill Taylor senior director Global Channels & Alliances:

"We look at this geography like we do the US and Europe. We are a global company, you can't say that if you don't show up outside of Boston [HQ].

"The support around this table, every different layer of the organisation sitting in this room right now are saying, the channel is important to us, Australia is important to us."

"EMC has US$9 billion in cash and we don't give up much when it comes to R&D. CEO Joe Tucci's state of direction is to be aggressive in this downturn.

"This is when real market leaders become real market leaders. This is our intent, this is why we're investing in channel programs cause it's key to our growth.

Joe Gabriel Worldwide Channel Marketing:

"We're here to launch the enhanced launch of our SecurWorld program to this region."

CRN: What is SecurWorld?
Taylor:

"It's a predictable and consistent program that allows [partners] to invest in RSA, to get a return on their investment and to really see a return for what they do.

"The program reflects RSA's changing environment of products, it's not SecurID anymore, it's everything. We're going up the value stack and in order to do something with it, we need to give these guys [partners] some money opportunity and ability to be able to deliver on that."

Gabriel:

"It about predictability and consistency from a vendor. As a partner to be able to get the same reward for the same investment you've made every time.

"Other enhancements to the program are making it easier for partners to do business with RSA."

CRN: What are the key features?
Gabriel:

"Partner performance rebates, partners that invest in our program are able to receive rebates; we have deal registration component to our program that protects partners that invest in opportunities and another component is co-op dollars, so partners are able to utilise co-op dollars to invest back into the RSA business to do demand generation activities. 

CRN: How has the program been enhanced?
Taylor:

"This geography is not a nice-to-have, we look at it as a standalone business in the sense that need to invest. Some other corporations see it as a nice-to-have.

"We're expecting this to be a growth sector for us, we're going to spend the time here, we're going to give these guys [partners] the tools they need to be successful.

"It's important, and it's near and dear to our hearts and we will spend the time to refine it and get it right."