Peter Clowes, Global Sales Director for Galaxkey in conversation with Channel Post MEA explains that his company offers a unique mix of excellent benefits for the partners and expects to enhance the Galaxkey brand visibility to do justice to the value it can add to both customers and partners in the Middle East
How would you define Galaxkey and what prompted you to participate at this year’s GITEX?
Galaxkey is one of the leading data security companies – providing an extremely holistic technology platform that covers data protection needs of all organizational unstructured data. Be it email, any type of files/folders, and even electronic document signing.
We are a British company, headquartered in the UK and with offices in UAE, India and Thailand supporting our global clients. Our solutions are used for sensitive data protection needs for governments and private organization, be it ministries, BFSI, Oil & Gas or enterprises.
We have seen a steady growth trajectory, especially since the last two years. But we were missing the energy and candid in-person inputs while meeting our industry peers and friends from across the region. GITEX provides a brilliant convergence of so many customer and channel partner stakeholders – hitting the right spot for us. With GITEX coinciding with the Expo 2020, we expect this year to be even bigger.
What products or solutions will you be highlighting during the technology show?
We will be highlighting all the components of Galaxkey data security platform, which includes:
- Email encryption and control
- File/folder encryption and secure sharing
- Secure workspace
- Secure electronic document signing
This unique offering under one modular platform has been well appreciated by our existing customer base, and we are keen to take this to more people.
How important is channel for you and how do you enable channel partners to work with you?
Our go-to-market is fully channel based. Except for some extremely sensitive accounts, we always deal through our channel partners. Hence the channel partners are our main focus for growth and we will continue to invest in our partners.
We have a robust channel enablement plan. This includes:
- Exhaustive training program (Sales and Technical)
- Galaxkey instance with partner NFR licenses
Please share the key elements of your channel program and what are the major advantages that your program offers to channel partners?
Our channel program has some unique mix of excellent benefits for the partners.
- High discounts – our partner discounts are one of the highest in the industry
- Assured renewals – due to the annual subscription nature of our licenses, our partners are assured of repeat business and upscales
- Professional Service revenue – we ensure that our partners are technically well trained to implement and support the solutions, which ensure a implementation and AMC revenue for our partners
- Attractive incentive schemes – we incentivize our channel sales through attractive spiffs, which acts as an encouragement for the partners sales/pre-sales teams
What does your company hope to achieve at the end of the show?
Our main objectives are understanding the pulse of the market through in-person customer and partner interactions; this will help us with our product roadmap. We are also looking at increasing our brand visibility to do justice to the value we can add to our customers and partners.
With these increased interactions, we are also confident of adding to our partner and customer base.
Where can we find you at GITEX?
This year at GITEX we are participating with our key partner, Amiviz and the whole team from Galaxkey local office in UAE and senior executives from UK will be available to meet and engage with channel partners, cybersecurity professionals, end-users visiting from various parts of the world.
You can find us at AmiViz booth no. H1-B1 located in Hall 1 of the Dubai World Trade Center.