GEC NEWS WIREStar Link has been a trusted security adviser for enterprises across Middle East, helping to secure critical assets and safeguard access to sensitive data in the most demanding data centre environments.
“When partners align with us, we want to support, help and train them to become 100% autonomous to the level where they can go and deliver end-to-end services on their own, hence giving them an edge to make more profits and retain their unique differentiability in the market. We know that the only way we can scale our business up is with our partners.”
AVINASH ADVANI, VP, BUSINESS STRATEGY, STARLINK
What novelty is Star Link bringing into the market ?
At GITEX 2014, we launched the Star Link Solutions Lifecycle and the Star Link Security Framework. The latter is really a vendor-agnostic, technology-centric layered approach to give customers the ability to get a visual aid for identifying their IT security risks and being able to prioritize where to spend their IT security budgets in the coming year.
Last year, we had rebranded our portfolio; it was called Best Practices for Securing Access to Sensitive Data and this was made up of four individual solutions- access control, vulnerability management, advanced threat protection and secure mobility. That continues today. We have expanded each of those solutions and rebranded as Star Link Solutions Lifecycle because in a way, each of these solutions feed into each other. So, now we offer a lifecycle of integrated solutions allowing customers to not only get a framework to map their priorities and risks but also to know where to begin, and how those priorities feed into each other from a vendor and technology perspective.
How have you grown over recent times ?
We have evolved tremendously over the recent times; the company has grown rapidly in terms of resources, vendors in the portfolio, geographical presence, and partner landscape. We have been known in the market for many years as a trusted security adviser, and being in that position, one of the key things was to maintain the consultative selling approach. We have expanded our portfolio to include Infoblox, WebSense, and many others. Our team has also grown to 150 people across 14 countries that we do business. We have offices in 10 of those 14 countries. Our channel has grown to 250 partners across those 14 countries and we are really focussing on enabling them.
So, what are your partner enablement strategies ?
2014 was the Year of Channel and we launched the Star Link Choice Program for partners across the MEA region. The objective of the program is to support Strategic Partners to facilitate growth, differentiate services, secure investment, challenge competition, diversify product offerings, expand market share, maintain consistency in business growth and strengthen customer relationships.
The real program in the big picture for our channel partners is called the Path to Channel Autonomy, meaning when partners align with us on one or more technologies, we want to support, help and train them to become 100% autonomous to the level where they can go and deliver end-to-end services on their own, hence giving them an edge to make more profits and retain their unique differentiability in the market. We know that the only way we can scale our business up is with our partners.
So, are you looking to tap new markets now ?
We have expanded in a big way across Middle East, Turkey and Africa this year. Our US operation was launched in February 2014, we’ll be expanding in a big way in North America in 2015. We also have a new region on board, SENA, i.e. Southern Europe and North Africa, starting with the French speaking countries. All these are part of our global expansion plan to become the largest pure play IT security VAD globally.
What’s your customer base ?
We have more than 1000 enterprise customers across the Middle East, Turkey and Africa that are using one or more of Star Link technologies through our channel partners.
