In the Hot Seat: Eric Krauss, IronKey’s Director of Channel Sales

On its Vendor Q&A series, Channelnomics interviews the industry’s premier IT channel executives. Eric Krauss, IronKey’s director of channel sales and business development, recently took the hot seat and answered some really interesting questions. Below are excerpts from the interview.

On how IronKey’s channel program differs from the competition and what it can offer to partners that rivals cannot:

“We work to protect our channel partners’ profitability. By restricting channel conflict and competition, we help our partners compete in a highly commoditized and price-sensitive market.

Our channel program prioritises security, enabling us to maintain focus on our core technology, forging solutions that secure data, identities and workspaces. We currently offer joint marketing opportunities where need and opportunity present themselves. We have a channel marketing team that can help support all types of programs and events that our channel is looking to engage in.

With our revamped partner program, we now provide an online training portal, new sales tools and dedicated channel sales, and customer service teams to engage and support the needs of our partners throughout the sales cycle.”

On the reasons why solution providers should partner with IronKey:

“There is a growing trend toward remote workers—the enablement of remote employees, contractors, temporary workers, physicians, field salespeople, customer engineers, and others who work away from a desk and who form a critical and growing component of the information workers landscape.

As the face of the mobile workforce changes, it brings new opportunities to the channel. BYOD is changing how customers access, manage and store corporate data. We can help channel customers capitalize and navigate this requirement with Windows To Go (WTG) and ‘PC-on-a-Stick’ technology.”

Krauss’ views on IT channel changes over the next decade and if IronKey is prepared for those:

“Dealing with security is all about risk versus countermeasures, and we help our channel put the right solutions in place to mitigate those risks. The difference between the next decade and today is vendors will take more action to be more proactive. It’s our experience that people push off security for other priorities, but that is changing.

Security needs to be a natural by-product of what our partners do on a daily basis. On the heels of major cyber attacks, it is becoming increasingly more important to have security built in from the ground up. We firmly believe security is no longer a separate animal from storage; security needs to be engrained and tied in to all other solution offerings.”

For the complete Vendor Q&A feature on IronKey’s Eric Krauss, click here.