CHANNEL CHIEF
EUROPE
PAUL MONAGHAN has 20 year of sales experience, 13 of
which are within the channel. He explains how WALLIX helps channel
partners flourish, and what he does to relax after work.
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Describe your current job
role and the parts that are
somewhat challenging?
I am the Channel Manager for the UK, Ireland
and Nordics at WALLIX. I joined the company
just over two years ago and I am responsible
for leading and growing our channel partner
base across all three territories.
I have over 20 years of sales experience,
13 of which are within the channel. During
that time, I have worked on both the
vendor and partner side, so I understand
first-hand the challenges resellers face. At
WALLIX, the channel is our sole route to
market and understanding the needs and
requirements of our partners is fundamental
to my day-to-day role. I am also focused on
ensuring partners have the local support and
enablement they require to meet today’s
diverse cybersecurity needs.
Working across three different territories
can be challenging at times, and we have
ambitious growth targets. However, we are
always looking to expand our programme
and work with new strategic partners
across the region. As part of this, we work
with resellers who might already offer a
privileged access management platform as
well as those that are new to this area.
Can you explain how your company
works with channel partners?
We sell 100% through the channel and we
offer multiple routes to market, making it
as easy as possible for both Value Added
Distributors and resellers. Our partner
programme is based on three tiers (Initial,
Premier and Elite) but throughout each stage
partners have access to training, demos and
onsite support as well as other enablement
packages. The channel is very much an
extension of our business, so we strive to work
in a close partnership with each and every
one. We also offer Marketing Development
Funding for activities and campaigns.
It is critical that we
support our partners
and we do this through
several enablement and
incentive programmes.
How do you ensure channel
partners flourish in a highly
competitive market?
It is critical that we support our partners
and we do this through several enablement
and incentive programmes. We also put
ourselves forward at all levels of customer
engagement, whether this is offering a demo
or a proof of concept. By working in a close
collaboration with our channel partners
they know that they can pick up the phone
anytime and we will offer support.
In addition, I also believe it is our
technology that can help partners to offer a
differentiated product in such a competitive
market place. Customers are looking for
simplicity when it comes to cybersecurity
and our privileged access management
platform prides itself on this.
What are the latest trends you see
emerging across the channel?
It is difficult to predict the future and
COVID-19 has certainly thrown a spanner
Paul Monaghan, Channel Manager for UK, Ireland
and Nordics at WALLIX
INTELLIGENT
INTELLIGENT TECH CHANNELS Issue 31
TECH CHANNELS
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