CHANNEL CHIEF
MAYANK VERMA , International Channel Leader at Dragos , an industrial cybersecurity specialist on a relentless mission to safeguard civilisation . Verma describes his management philosophy as a ‘ true believer in transparency ’, which is one of the core tenants in Dragos as well . He outlines here how the industrial cybersecurity specialist vendor is developing its business and growing the channel globally .
dDescribe your current job role and the parts that are somewhat challenging ? In my current role , I am responsible for building a partner ecosystem for GCC and Europe . We have three swim lanes – OEM vendors , Technology Partners , and Channel and Alliances Partners . My main objective is to recruit , enable and scale the business . Every partner has something unique to offer . Some have in-depth ICS process knowledge , some have the best deployment team , and some have a strong technical background in the complementary solution to Dragos Technology . What makes my job satisfying and challenging simultaneously is to map the right partner and leverage the right partner in co-creating the values for the end user .
Can you explain how your company works with channel partners ?
Dragos is committed to building a unique network of partners that can deliver the solutions , intelligence , and security expertise required to combat today ’ s advanced cyber adversaries in industrial controls . Dragos provides a unique opportunity for our partners to bring valuable and innovative security solutions and services to end-users . We have created the Dragos Partner Programme to work with partners to help them grow their business while safeguarding civilisation . With their unique security expertise , our differentiated offerings , and the Dragos Partner Programme , together , we can maximise growth and increase mutual revenues .
How do you ensure channel partners flourish in a highly competitive market ?
Today , the end customer is looking for turnkey solutions to solve their business problems . We educate our partner on how Dragos can help by bringing value to customers , addressing the pain points and business challenges , and highlighting our key references . It allows partners to envision the joint success story . We have several incentives schemes for our partners based on their tiers , which put them on a plan to drive larger revenue and maximise the incentives .
My main objective is to recruit , enable and scale the business .
What are the latest trends you see emerging across the channel ?
Thanks to digitisation , we ’ re in the midst of a significant transformation regarding how we produce products . As we embark on this journey , the channel must be supporting this Digital Transformation by effectively managing the risk . They have shifted the focus from selling the technology to becoming SMEs to consult the customer . Dragos wants to be a force multiplier to the channel as we bring an ICS practitioner mindset . Tapping into our knowledge base ,
Mayank Verma , International Channel Leader , Dragos
INTELLIGENT TECH CHANNELS 61