By Simon Quicke
07 July 2008
With just one week under his belt in the position, Richard Turner CEO at Clearswift has outlined the input he intends to make to the content checking specialist’s channel.
Talking exclusively to MicroScope, Turner, who joined Clearswift from RSA, said he will be putting more muscle behind the commercial opportunities it creates for resellers in the hope of getting discovered by more customers.
“We have done a lot of work with channels and there is a lot more we can do to not only get us in front of customers but sell the more tangible benefits [of the product],” he said.
He said that it wanted to encourage customers to view their electronic data as a key part of the business that needed to be protected.
“What will make us successful is if we can deliver value. Electronic information is at the heart of the business but over the last 12 months whether it be through past policy or lack of education, organisations cannot stop losing this primary asset,” he said.
Although the majority of Clearswift resellers understood the need to sell solutions, enforce security policies and encourage greater protection of data it was not a “speeds and feeds” conversation added Turner.
“For some partners that are technical that conversation is a little bit uncomfortable and our challenge is to equip those resellers with tools and educate them to take out the right message,” he said.
Prior to picking up the reins at Clearswift this month Turner was EMEA vice president at RSA and previously had managed the channel.
