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News

Integrators, Suppliers and Consultants Form Important Part of IT Security Supply Chain

Launchpad Europe : 26 February, 2010  (Company News)
In the run-up to the RSA Conference next week, Launchpad Europe is encouraging IT Security suppliers to make best use of channel partnerships for achieving the most effective deployments
Launchpad Europe has advised information technology vendors not to forget the importance of the channel community in the run-up to the RSA Conference in San Francisco (1 - 5 March 2010).

'End users may be looking for a particular IT vendor's solution, but paradoxically, they often do not want to communicate with the vendor until they are already prepared to buy,' said Launchpad Europe's technical director, Mike Burkitt. 'End users consult with a broad range of technology influencers these days, including resellers, systems integrators, suppliers and consultants. To succeed, vendors must recognize and understand the complex influences that sway end-users' technology decisions. Nurturing strong relationships with channel players and other influencers is the key to virtually every IT vendor's success, whether startups or established players.'

Results from the Launchpad Europe IT Security Index, recently made public, indicated most organisations (75.3% of those surveyed) consulted with some kind of technical advisor during 2009. Consultants were the most popular choice, followed by resellers, suppliers and systems integrators. A majority of respondents (41.6%) said they thought the biggest benefit of using a technical advisor was that 'specialist advice means problems can be solved more quickly, saving valuable company time.'

'End users are remarkably savvy when it comes to using the services of technical advisors,' said Burkitt. 'Regardless of how innovative your technology may be, vendors, you must befriend the channel community if you are to succeed in new markets.'

Burkitt added, 'One of the main reasons Launchpad Europe attends events like RSA is to interact with channel players, which in turn strengthens our relationships with (and understanding of) vendors, end users, and the channel alike.'

Members of the Launchpad Europe team will be at the RSA Conference in San Francisco 1 - 5 of March 2010.
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