When the news first came through about lockdown, my heart sank. How was I going to maintain sales engagement and momentum with partners, especially the ones I’d only recently taken on and did not know well? Navigating these personal relationships, from sales floor to boardroom, is challenging at the best of times. In many ways, the weeks and months that followed proved my initial feelings both right and wrong.
On the one hand I was right to be nervous: the role of the Channel Account Manager (CAM) has been impacted significantly by pandemic-related events over the past few months. However, with the right approach, the right team and the right product set behind you, it is possible to pivot to success amidst unprecedented change.
For organisations up and down the country, the past month has been a steep learning curve. The IT and security functions have never been more vital to ensuring business-as-usual, as hundreds or thousands of employees transition to remote working. Cyber-criminals have also been quick to adapt to the rapidly changing situation, making it crucial that CIOs and CISOs have the right tools, processes and policies in place to support productivity whilst managing risk effectively.
This is where Trend Micro has been able to offer its unique expertise as a trusted security partner.
Our CEO, Eva Chen, predicted recently that the Covid-19 experience will change organisations for good. This is to be largely welcomed. It will help us “fix antiquated processes” and increase remote working, which is good for staff productivity and work-life balance. One other prediction of Eva’s stuck in our minds: the idea that company headquarters in the future will be “located in the cloud”.
In fact, organisations up and down the UK are already working this way. It is bringing with it new opportunities, as well as a host of challenges, for IT security teams. As these companies struggle to ride out the current crisis, more than at any time we can remember, the function needs to step-up as a true business enabler.
Trend Micro was founded on the principles of making the digital and connected world a more secure place. And during a time of heightened threat levels, we’re working flat out to ensure customer organisations are protected, service levels are uninterrupted, and home workers have all the tools they need to stay safe.
But events of late have also focused our attention more fully on the physical world, and of the need to protect both our employees and the most vulnerable in society. We’ve always been heavily involved in projects to improve the lives of those less fortunate in our local communities. That’s all down to the passion and dedication and goodwill of our amazing Trenders. And I’m delighted to say that they’re stepping up once again.