Vijay Babber, the Channel Manager for META at Skyhigh Security, speaks about his company’s participation at GITEX 2023
Tell us about your participation at Gitex 2023. As Skyhigh Security what products will you be showcasing?
We are thrilled to be participating at Gitex this year. Skyhigh Security will be showcasing our latest cloud cybersecurity solutions in the SSE space. With more and more data, users, applications, and devices, it is critical to ensure organisations have visibility into their cloud applications and the data that resides there. We will showcase a complete SSE solution to cover the challenges associated with securely accessing cloud applications and protecting your data.
What are your expectations from Gitex this year?
Our primary expectation from this year’s Gitex is to engage with existing and potential channel partners, customers, and industry peers. It’s about understanding the region and its fast transformation in this evolving digital world, especially when it comes to cloud security, data protection and compliance. We want to hear what our partners and customers are experiencing, the challenges and successes. At the same time, as an 18-month-old company in the region, we also want to share our insights and successes.
What will be your theme of participation this year?
Our theme for this year isn’t really a theme but let’s say a hot talking point across many worldwide organisations. It’s about Securely using Generative AI applications without putting your business-critical data at risk.
How have your regional strategies changed in the past few months?
Our regional strategies haven’t really changed. As a 100% Channel First company, we will continue to grow the META region but with the driving force of our channel partners. We will continue to focus on building a strong successful channel community and putting our resellers first. We will continue to focus on helping our channel partners succeed. And we will continue to focus on ensuring our channel partners are very well rewarded for their efforts.
What is your Channel strategy for META?
Skyhigh Security’s channel strategy for META focuses on building long-term mutually beneficial relationships with our partners. We select our channel partners based on their market reach, their technical expertise, and their alignment with our values. Personally, I look for the 5 C’s when recruiting new partners, are they committed, are they competent, do they have capacity, their regional coverage, and their existing customer base? Once onboarded we invest in their training and provide them with the support and tools to succeed. Our Altitude Partner Program employs a tiered approach offering more incentives and support to partners who demonstrate commitment and drive significant growth.
Can you elaborate on how you operate in the META region, and what is Skyhigh Security’s priority for the rest of 2023 and into 2024?
We have a regional sales team based in Dubai UAE and Riyadh KSA, looking after the Middle East. Being 100% channel, we empower our partners to identify and drive revenue opportunities. Our channel partners are an extension of our sales, technical and marketing teams. We operate in a 2-tier channel business and as a Channel First company, we are focusing on expanding our Channel community into the other territories for the region. We will be fundamentally changing how we go to market, with our Distribution and Channel Partners initiating a significant portion of our business in the territories outside the Middle East, and in return, we will demonstrate our commitment to them.
For the company, one of the priorities is driving both channel and customer awareness. This is an ongoing task as we continue to engage with the region’s market via presence in some of the premier technology events, Gitex being one. The region’s focus is working with a smaller number of highly competent and highly motivated partners in every territory of META. We will continue delivering several campaigns for both end users and partners and we will work with our Distribution partners to deliver the right training to generate leads.
How does Skyhigh Security help customers address their cyber risks?
Our mission at Skyhigh Security is simple: to protect our customers, their employees, and most importantly, their data – regardless of where it is located and which device. The urgent need for security to protect users’ data wherever they have galvanised the emergence of the Security Service Edge (SSE), making it our singular focus. Our solutions include, but are not limited to, comprehensive risk assessment, advanced threat protection, and data protection and privacy. This is all made possible through our leading Skyhigh Cloud Access Security Broker, Skyhigh Secure Web Gateway, and Skyhigh Private Access (ZTNA).