RSA Names Citrix Exec As New Channel Chief
Chris Clinton, who was director of worldwide business development at Citrix, will be responsible for developing a channel strategy around RSA's EnVision security information and event management (SIEM) product line, which EMC picked up in its acquisition of Network Intelligence last September.
At Citrix, Clinton helped move the software vendor from a one-product organization to a one focused on multiple offerings. He also played a key role in crafting channel-friendly licensing enablement and recruiting guidelines. He'll play a similar role at RSA in terms of helping position more products for the channel -- and recruiting partners to sell them.
"There are key elements that resellers will need to have, as far as expertise on staff, to deliver the EnVision product line," Clinton said, adding that he's determining which channel partners meet these requirements today.
Clinton also will focus on developing discount structures, licensing models, and incentive programs to meet local and geographical channel partner requirements, said Michael Ross, area vice president for North American channels at RSA.
EnVision is now available for purchase through distribution, and EMC plans to embark on a 10-city road show focused on the product in the April-May time frame, according to Ross.
"RSA wants to talk more about 'info-centric' security, which encompasses data protection as well as compliance, and we want our partners to be able to sell comprehensive, info-centric solutions," Ross said.
Clinton said one of the main challenges he faced at Citrix was ensuring that the vendor's worldwide channel program met the requirements of each geographical region, which affects partners' revenue-generating capabilities. He said experience will serve him well as he strives to do the same across the various regions of RSA's channel program.
Before Citrix, Clinton held various sales and marketing positions at Neoware, PDS Software, Vector and Aris Consulting, as well as management positions with Ryder and the American Automobile Association.