Intelligent Tech Channels speaks toAnthony Perridge, VP of International at ThreatQuotient, about his role at the company which is a leading security operations platform innovator.
ThreatQ’s security operations solutions will help enterprises stay ahead of threats and the company has also established a strategic partnership and value added distributor agreement with StarLink.
What does your position entail?
As VP of International for ThreatQuotient, I lead all aspects of international sales and business development. I leverage significant experience for sales growth and new business development – accelerated through the implementation of strategic partner programmes. I am strategically focused on customer success, building long term customer and partner relationships and loyalty.
Can you explain how your company works with channel partners?
We are a channel company and sell through our channel partners and distributors around the world. We recognise the value of our channel and the relationships they have with their customers.
What is your management philosophy?
We have a management philosophy built around the notion that our success is measured by our customers’ success. If we can delight our customers and respect our employees and partners, everything else will fall into place.
Do you work differently with channel partners in the Middle East compared to Africa?
We have channel partners that cover both the Middle East and Africa and we try to work with all partners in the same way regardless of geographic location.
How do your partners deliver ThreatQuotient solutions to end-users?
We are primarily a software company. Our partners often help us with the co-ordination and delivery of our solution to our end-users. Our partners often have experience and familiarity with the end-user and the solutions we will integrate with. We really see our partners as part of our success to deliver a meaningful solution to our end-users.
How do you ensure channel partners flourish in a highly competitive market?
We have measures in place to provide deal registration and renewal protection to the partners who have helped us find accounts. We recognise that there may be requirements for competitive bids from other channel partners, but we work to ensure the partner who has found the opportunity has recognition and protection for that work.
What are the latest trends you see emerging across the channel?
We are seeing more partners establishing additional services around the companies they represent. Those additional services may include, implementation services, training and education, or fully managed services for end-users who need the solution but don’t have the people or skills in-house.
Which regions do you see offering the most opportunities for your company?
We believe the most new opportunities will be in the areas where we have recently added both new employees and new channel partners. We expect to see growth in the Middle East, Africa and across Asia.
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