Quick Take: RSA Channel VP Michael Ross

One year ago, Bedford, Mass.-based RSA tapped Nokia's channel chief to head its fledgling channel efforts. Since then, partners say Michael Ross has turned RSA into a channel-centric company. Ross, area vice president for North American channels, recently spoke with VARBusiness executive editor Chris Gonsalves.

VB: So, what's been happening since the acquisition?
Ross: Well, we've begun the integration process with EMC, and the most important thing to note is that [RSA's channel program] SecureWorld will remain independent...I'd say we're 90 percent there.

VB: What's the wisdom of not rolling RSA partners into EMC's Velocity program?
Ross: Our models are very different. RSA has focused this past year on the channel. We have a policy that any new SecureID sales must go through the channel. EMC's model is enterprise-focused. Their philosophy is designed for their selling style. So we want to keep the programs separate.

VB: Early on, what do you see coming from joint EMC/RSA efforts to benefit partners?
Ross: Our Network Intelligence offering focuses on compliance, event logging and the like. The product also is storage-intensive...The largest percentage of our partners are security-focused resellers. Our team is working on sales tools that talk about how all this ties into compliance.

VB: Do you expect to lose some of your people as a result of the merger?
Ross: Natural attrition is a part of any deal. The program lets salespeople sell. I can't see that changing.