RSA: New Technology Focus Means New Skill Sets For Partners

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A technical expert at an RSA partner who declined to be named told CRN that the company has been pushing a lot of training and marketing through its distributors. The systems integrator turned to RSA enVision for a security information event management alternative when Cisco Systems discontinued its monitoring analysis and response system appliance line. He said he wished more vendors fully embraced the channel using Cisco's model, which drives the vast majority of its sales through the channel with little conflict.

"They're definitely making a big push to enhance the channel," he said of RSA, adding that there is room for improvement. "Their commercial team is very dedicated to the channel, but one bad move by the enterprise team that pushes the partner out erases the commercial team's improvements."


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