CHANNEL CHIEF
ME
Vectra sells 100% via the channel and uses a two-tier channel model in
EMEA. SANDRA HILT, Senior Director – Channel Sales EMEA, Vectra,
explains how she works with partners to ensure they stay competitive.
Describe your current job
role and the parts that are
somewhat challenging?
I joined Vectra as its first dedicated channel
hire in EMEA, therefore my role covers all
aspects of building and running our channel,
from creating a channel strategy and partner
programme and building processes to
identifying and recruiting the right partners
and of course building a successful Vectra
channel team. To support me, I have a
growing team of channel account managers
across EMEA, where we cover 47 countries.
This means we have to prioritise, work smart
and leverage the expertise of Value Added
Distribution partners to extend our reach
and ensure we can effectively support and
enable our channel partners.
Can you explain how your company
works with channel partners?
Vectra sells 100% via the channel and uses a
two-tier channel model in EMEA. Our channel
programme is focused on value creation for
the partner and has various elements tailored
to fit differing business models. We provide
a blend of face to face and online sales and
technical training along with certifications
for all our partners. There’s co-marketing
tools, campaigns and funding programmes
available along with a range of business
development tools including demo platforms,
deal registration, sales enablement updates
and technical communities. We’ll work with
prospective partners to build a joint plan and
once both sides are happy and committed,
we’ll resource and execute it together for
mutual success.
We work closely with our channel
partners and their customers and prospects
to ensure evaluations are successful and
deployments deliver on the security value
that Vectra Cognito has demonstrated.
Vectra Value Added Distributors then overlay
additional commercial services and support
to ensure all parts of the Vectra value chain
work easily and efficiently for our partners.
How do you ensure channel
partners flourish in a highly
competitive market?
I think it boils down to our technology.
Customers regularly tell us that our Cognito
Network Detection and Response (NDR)
platform reduces their security workload
and accelerates the detection and response
With security breaches
regularly making
the news cycle, we
consistently hear how
our high fidelity, low
noise detection alerts
enable security incidents
to be identified and
responded to quickly,
before they become
high severity
damaging events.
Sandra Hilt, Senior Director –
Channel Sales EMEA, Vectra
INTELLIGENT
INTELLIGENT TECH CHANNELS Issue 32
TECH CHANNELS
59