Rana Gupta, Vice President of APAC Sales, Enterprise & Cybersecurity at Gemalto
Last week at Gemalto Accelerate in Da Nang, Vietnam we brought together our APAC Enterprise & Cybersecurity team and more than 70 Gemalto partners from across the APAC region for another great sales and partner kickoff. During the three-day event, we celebrated our 2017 achievements and participated in many keynotes and informational sessions on how our solutions can help solve the critical security issues facing our customers today and what they can anticipate tomorrow. It is clear that many businesses, governments and other organizations are undertaking rapid digital transformations both how they operate and how they deliver services to their customers. That is why the theme of this year’s event was “Drive the Transformation”.
This digital transformation that is occurring across all industries has serious implications for the integrity and protection of data. More services are being built in the cloud, delivered from the cloud, and accessed from a growing number of mobile devices. Trust will be the key to the success of the digital revolution, and Gemalto is ideally positioned help customers because of our unique focus on the new security perimeter: data and identities. From our data encryption and key management solutions to our authentication and cloud access management solutions, we bring security closest to what matters most in order to protect the most sensitive data assets, applications and transactions. Due to the high relevance of Gemalto and its data protection solutions there was incredible enthusiasm by our partners and sales teams for the opportunities ahead of us.
In addition to building new digital businesses, our customers must also manage the current realities of data breaches and security threats and building security strategies to address them. According to Gemalto’s Breach Level Index, nearly 10 billion data records have been stolen or lost since 2013, and 2017 turned out to be a big year in terms of data breaches. Against these threats, our customers must also manage the growing number of compliance regulations and government data security mandates not only in countries across the APAC region but in others across the globe as well.
Compliance was therefore also a major topic with discussions focusing on how organizations should address new data protection regulations relevant to the region. This includes the recently enacted Australian Privacy Amendment (Notifiable Data Breaches) Act of 2017, the mandated use of HSMs by the Unique Identification Authority of India (UIDAI) to protect the private cryptographic keys used to digitally sign and authenticate the Unique Identification numbers of all residents of India as well as the UIDAI’s notification on mandatory Tokenization of Aadhaar Data, the Philippines’ Data Privacy Act 2012 (DPA) which took effect in sept 2017, the Singapore Cyber Security Bill currently under discussion, and lastly the EU’s General Data Protection Regulation (GDPR) which has ramifications for APAC-based companies that operate in the EU and collect EU customer data.
In addition to looking to the future opportunities, we also took the opportunity to look back and recognize the outstanding achievements of our top partners in 2017 for the transformational growth we have had together.
This year we again decided to recognize two distributors and jointly awarded Exclusive Networks in India and Nera Telecommunications in Singapore as Gemalto’s 2017 APAC Top Contributor of the Year. The fact that these two distributors were nominated again after winning the award last year, speaks volumes about the support and effort they have put into our business.
For the second consecutive year, Exclusive Networks was recognized for maintaining excellent Year over Year growth, achieved by a highly motivated team with a value based selling approach. Similarly, for the second consecutive year, Nera, a long-standing partner in Singapore, was recognized for illustrating their commitment to Gemalto, in particular for their willingness to invest in the skills of their team as well as other resources to ensure all our major clients and key system integrators are well supported.
Looking at the next category – this year Japanese reseller, Intelligent Wave Inc. (IWI) achieved the 2017 APAC Solution Partner of the Year title, not only for their consistent phenomenal growth year over year, but also for creating new key management opportunities in the Manufacturing sector.
The 2017 Data Protection Partner of the Year award went to TIS Inc. in Japan who accelerated new encryption deals with strategic customers, achieving exceptional revenue growth during 2017 as a result. The dedication of the TIS team helped us to enhance awareness of Gemalto in the local market and strengthen our position.
In our 2017 Rising Star of the Year category, we decided to award three Gemalto partners for achieving triple digit growth. The first winner is Indian reseller Technobind Solutions India. The highly motivated team at Technobind maintained consistent high growth rates year over year.
The second winner in this category is Appliance Korea. Although this partner only came onboard last year, they made an exceptional first impression and had tremendous success especially with our Hardware Security Modules (HSMs).
Our third winner in this category was Root Security in Singapore who deserves a special mention for their consistent focus on Gemalto’s authentication solutions. Regardless the complexity of end user requirements, they have consistently demonstrated the value of our authentication solutions and developed trusted relationships with our joint customers.
Last but not least, I would like to congratulate two winners in our 2017 Marketing Excellence of the Year category. We recognized both Zero One Technology in Taiwan and JNR Management Resources in India for their exceptional marketing support resulting in an increased number of leads generated and subsequently significant revenue growth.
Before I conclude, allow me to thank Senetas, our high-speed network encryption technology partner and sponsor at Gemalto Accelerate 2018 in Da Nang.
I am very proud of the record growth we achieved with our channel partners in APAC last year and I look forward to the opportunities ahead in 2018 and beyond. Our channel partners are key to our success and that is why we made significant investments to our program in 2017 to really accelerate our growth together. In addition to the investments in our channel program last year, we also launched two new very important solutions – SafeNet Trusted Access and SafeNet Data Protection On Demand – both of which give our partners even more opportunities to grow their business with us. Together with our partners, Gemalto is very well positioned as not only the leading digital security company in the APAC region but across the globe.