Decoding Partnership

Gemalto’s Sebastian Pavie, regional director, META, Enterprise and Cybersecurity and Colleen McMillan, VP, Global Channel Sales Strategy and Programmes, share the updates on the firm’s revamped partner programme.

As the security landscape advances and becomes even more complex with evolving threats, channel partners have their work cut out for them. They need to gain the necessary expertise in order to become customers’ trusted advisers.

Digital security firm Gemalto has revamped its Cipher Partner Programme, in July this year, having taken into account partners’ biggest challenges when it comes to selling security.

Over the last few months, the vendor has undergone structural changes with the appointment of a new CEO and reorganised the firm into four business units.

Sebastian Pavie, regional director, META, Enterprise and Cybersecurity, Gemalto, says, “Our team is established in the region and our business has grown significantly over the last quarter. We have now added Turkey, Pakistan and Greece to the MEA region, handled by our Dubai operations.”

With a prominent footprint in verticals such as banking, government and telecom, the director says that the firm operates through a 100 percent two-tier channel model in the region. The company has distribution partnerships with StarLink and Exclusive Networks in the Middle East.

Colleen McMillan, VP, Global Channel Sales Strategy and Programmes, Gemalto, says, “In certain global markets, we do have direct business. However, it is interesting to note that we have observed the strongest growth in those geographies where we have a channel-centric philosophy.