Tag Archives: IT security

Big in Japan: Our Winning Channel Partners Head to the Far East

By James Munroe

As a committed channel business we’re always looking for new ways to engage and excite our partners, drive new sales and generate pipeline. So it was last year that Trend Micro developed a unique UK partner incentive programme: Go Big in Japan. Tapping into our heritage as a Japanese-headquartered business, the initiative has exceeded all our expectations, generating new customers, and an uptake in partner training and millions in new deals.

We’d like to thank everyone that took part, but especially the lucky 13 winners we announced at a special party in London’s swish Aqua Kyoto bar last week. We’re sending them on the trip of a lifetime to the Land of the Rising Sun.

Going big
Go Big in Japan was a partner incentive programme like no other. Aimed mainly at our managed channel partners, it featured bold, imaginative and fun branding to grab the attention. Floor days at each partner’s site introduced the programme with fun Japanese-themed activities capturing the imagination.

We extended the opportunity to take part out to all levels of sales staff as well as those outside of sales roles within our partner community. They were able to earn points by taking part in/completing specific activities, including:

• Multiple closed deals
• Training and enablement
• Creating proof-of-concept demos with customers
• Creating net new customers for Trend Micro
• Upselling customers from one solution to two, and from two to three
• Going above and beyond for Trend Micro

Heading East
The top points scorers across the community were invited to a special party night last week in Aqua Kyoto. From these, 13 participants won, 10 sales, based on the highest points scored, 2 wild card winners from both Technical and Marketing backgrounds who truly have gone above and beyond and the final place was a draw based win. Congratulations go to:
Tom Jolly & Ollie Lee – Phoenix
Ian Broadbent – SBL
Mark Hughes – SITs
Rob Finney & Megan Horton – Secon
Debbie Allen – Bytes
Conor Riordan, Lewis Wilder & Tyler Furne – Softcat
John Sajjadi – E92
Chyna Vincent – MTI
Nick Carter – ITB

Even better, the programme has exceeded all expectations, enabling Trend Micro to build fantastic relationships with partner organisations, generate greater mindshare and drive new business.

A win-win for the channel
Go Big in Japan generated over £4.6m in closed deals, smashing our target of £1.5m. With 60 of the 90+ sales people who took part closed revenue, with 16 of them exceeding the minimum close amount. The programme gave a boost to partner training, with an increased number of partners taking our Sales Essentials courses. Things are also looking good for the future, with Trend Micro delivering a large number of POCs and gaining 20 new customers via the programme.

We’re delighted with the way things have gone. Go Big in Japan shows what we can achieve with a little imagination and the commitment and determination of a talented group of partners. It’s delivered significant incremental sales to some participating partners while helping Trend Micro cement the relationships which make all the difference when it comes to channel success. We were even awarded Marketing Incentive Campaign of the Year at a year-end sales event by Saepio.

The next challenge will be thinking up something to top this.

Machine Learning: A New Tool in the Fight Against Skills Shortages?

by Ian Heritage

CISOs across the globe are worried about cybersecurity industry skills shortages. These concerns have been around for years, of course, as have recruitment challenges. But new research from Trend Micro reveals that organisations are looking to mitigate some of the worst effects of these shortages: through greater use of automated machine learning tools.

Let’s be clear, ML is not a silver bullet. But it could be effective as part of a more holistic approach to security focused around reducing unnecessary threat alerts. Continue reading

Driving Cyber Awareness in Education at UCISA Leadership Conference

by Martin Vlok

An estimated 2.5 million staff and students work in the UK’s universities, with many more in further education. That’s a lot of potential targets for ransomware, phishing and other cyber-threats. That’s why we’re proud to be sponsoring this year’s UCISA19 Leadership Conference later this month.

UCISA is helping to transform the education sector through digital change. We believe effective cybersecurity must be an intrinsic part of this. Continue reading

Surging mobile threats require a keener enterprise focus in 2019

by Ian Heritage

A new government report out this week has warned that, while FTSE 350 boards are coming to appreciate the importance of cybersecurity, few comprehensively understand business critical data and systems, and the impact that attacks could have. This is important because, partly as a result of these awareness gaps, less than half of the UK’s biggest businesses (46%) have a dedicated budget for cybersecurity.

This makes it more important than ever for IT leaders to direct spending to the parts of the business most in need. According to the findings of a new Trend Micro report also out this week, that should include mobile security. Continue reading