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Home » The Art of Data Protection » A Channel Revolution: An Interview with 5-Time Channel Chief Laurie Usewicz

Laurie Usewicz, VP Channel SalesWith a little over a year under her belt at SafeNet, VP of Channel Sales Laurie Usewicz has been hard at work revolutionizing the SafeNet Channel Partner Program.  She’s also recently gained recognition for the 5th consecutive year as a CRN Channel Chief.  As a follow up to an interview with Laurie in early 2013 not long after joining the SafeNet team, I was interested to hear Laurie’s insight into why the channel market is exploding, how SafeNet is growing to meet these challenges, and what’s next for SafeNet’s channel program in 2014 and beyond.

Channel leverage & utilization has continued to be a hot sales growth strategy for so many global companies.  What trends are you seeing today that are changing the game and taking this tactic into a new direction?

Data breaches are so prevalent in today’s market, and SafeNet is uniquely positioned with a market demand that commands leveraging the channel to seize the market opportunity.  The channel brings a unique and valuable perspective to the data protection opportunity since many are also delivering the infrastructure where data resides such as storage and virtualized environments.  The channel is an integral piece of SafeNet’s success!

 

It didn’t take long for you to start showing a positive impact on SafeNet Channel performance, but as the channel landscape continues to grow, how is SafeNet adapting?

SafeNet’s complete portfolio is attracting the next generation of solution providers.  The reality of the market today from a CIO perspective is that a security breach will occur (it’s no longer “if”.)  SafeNet solutions protect the critical data when the breach occurs, regardless of where the data resides.  In addition, SafeNet has made great progress in delivering our data protection solutions in the cloud which furthers the excitement from the next generation partner community.

 

What are the core areas you’re focusing on for the SafeNet Channel Partner Program in 2014, and where do you see the program heading from there?

In 2013, SafeNet demonstrated its commitment to the channel by tripling the size of the channel team.  2014 is another exciting year for SafeNet as demonstration of our channel commitment is emphasized in the redesign of our channel program.   We are revamping our channel program to ensure it is aligned to our partners needs and affords great profitability for the value they are delivering. Look out for more details on the launch of SafeNet’s Cipher Partner Program!!

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