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New resources for security complacent Asia

Ross O. Storey | Nov. 12, 2009
MIS Asia editor Ross O. Storey spoke to Ng Fook Seng, Gemaltos senior vice president, security business Asia, about the firms Asia expansion plans.

In Asia, there is a lack of awareness on the importance of IT security as well as shortage of IT security personnel and related resources. Especially emerging countries such as China and India are still premature in developing IT security measures. Gemalto hopes that through the channel partner program, more value added resellers / system integrators will be enabled with the skill sets to provide digital security solutions not only to the bigger enterprises but the small and medium businesses, too.

What country-specific (Singapore, Malaysia, Hong Kong, Philippines, India) digital security issues stand out currently? Is there any current research that you can provide?

According to Unisys Security Index, Hong Kong residents cite security fears among one of the highest concerns particularly the fear of becoming victims of bank card fraud.

Australia is also becoming an increasingly attractive target for phishes. The success rate of phishing is usually about three per cent. With more than seven million online bankers, there could potentially be 210,000 people affected.

What are the major challenges in the year to come, relating to Gematos business and operations?

In the Asia Pacific, digital security is driven from a business perspective rather than via regulatory laws or standards set in the industry. Moreover, the benefit of implementing digital security is not apparent in the short run. Hence, one of our major challenges would be to get our customers educated on the severity of cyber fraud, and the need to combat these threats.

What benefits will members of the new Asia Channel Partner Network receive and who (which industry sectors) do you expect to become members?

The Channel Partner Network is an ecosystem of carefully selected channel partners. Members of the new Asia Channel Partner Network will be provided with infrastructure support, training and sales benefits ability to resell a broad product portfolio of off-the-shelf security solutions. In addition, partners can participate in lead generation programmes and benefit from additional sales and joint-marketing opportunities.

All necessary resources, including sales and marketing support tools, in-depth product information, training programmes and schedules, and latest news on Gemalto solutions will be exclusively available to channel partners.

More importantly, the Channel Partner Network will enable partners to broaden their business opportunities through exchanging information while leveraging Gemaltos worldwide technical support.

We are confident that our customers from different industry sectors will find it beneficial to be part of this global network.

What success stories can you tell on the outcomes for the Channel Partner networks in Europe, the United States and Africa (examples)?

The US channel partner program has made great strides towards building a continent-wide network of value-added resellers and system integration partners. The programme is currently driven by two specialty distributors focused on the security market serving more than 50 VARs across the US and Canada, and a select group of channel partners from regional VARs focused on their niche market to large national VARs.


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