RSA SecurWorld Program Encourages Partner Expertise

RSA announced the launch of its new SecurWorld Delivery Services Program, which is aimed at helping channel partners to become trusted advisors to their customers.

The program is centered around helping channel partners to gain additional skills and certification in the implementation and installation of RSA’s security solutions, with the goal of creating a pool of expert channel partners around the company’s portfolio. This, in turn, will allow customers to choose which partner best suits their particular needs, according to the company.

RSA Identity Management and Governance is the first solution available in the program, with training and certification for the company’s Security Analytics and RSA Archer Governance, Risk and Compliance expected to follow later this year.

Partners will need to complete a series of advanced technical trainings, delivery methodologies and mentoring engagements to complete their certification with each solution. Straight from the blog post, RSA said it will offer partners a choice of several flexible service models, including:

• Channel Partner-Delivered Services: Channel partners own the customer services engagement by investing in building their own technical expertise for implementation and support services through RSA’s certification programs, proven methodologies and robust tools. This offers the highest margin and is designed to fully enabled channel partners to act as their customers’ trusted advisor.
• Co-delivered Services: If channel partners want to sell solutions while minimizing total investments, they can enhance their solution portfolio by reselling services offerings from RSA Global Services or their authorized distributor. Channel partners will own the customer relationship up to delivery, and the service provider will interact with the customer only after that. This provides customers with quality services options, while also enabling channel partners to add services to their own portfolio as demand for solutions increases.
• RSA Delivered Services: Channel partners maintain ownership of all customer relationships and onsite activity, while leveraging RSA’s ability to provide resources for remote services.

“The RSA SecurWorld Delivery Services Program is a tremendous step forward in RSA’s channel organization,” said William Taylor, vice president of Worldwide Channels and Alliances at RSA, in a blog post. “Partners benefit by gaining access to the enablement and support needed to deliver a comprehensive portfolio of best-in-class installation and implementation services, while customers benefit with more flexibility to choose who they want to work with.”