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Global Leader in Data Security 2017|April|EMEA

APRIL 2017
Thales Newsletter
My name is Scott Kemish and as Channel Sales Director for EMEA I have responsibility for the Thales eSecurity Channel in your region.
Over the past several months I have been working closely with your Channel Account Managers and the combined channels team to make it easier and more profitable for you to work with Thales eSecurity. A large part of our focus is around enablement and we are pleased to offer newly developed enablement tools and programmes designed to identify opportunities and quickly progress them through to a sale. I encourage you to take advantage of these tools as they will allow you to leverage your existing customer base and maximise new sales opportunities.
Please engage with us to customise these and other programmes we offer, as needed for your own business requirement.
I would like to personally thank you for your partnership. Partners like you are the key to our sustained growth in 2017. Please don't hesitate to reach out to me or your Channel Account Manager if we can be of assistance - you will find contact details for all my team at the end of this newsletter.
Scott Kemish
Scott Kemish,
Channel Sales Director, EMEA
A Word from our CEO
The Evolution of Encryption
By Alan Kessler
The roots of encryption go deep into human history. Encryption has been used for centuries to encode messages, usually to keep government secrets, but also to protect business or trade secrets such as the formula to make silk or pottery. Early encryption was fairly simplistic, largely relying on paper and pencil techniques like steganography, transposition and substitution.
Read More
In The News
Thales leads the way in cloud security
Last month we made several announcements about our leadership in cloud security. As you already know, Thales provides key management capabilities for Microsoft, AWS and - we've now added further support for Microsoft Azure with key management-as-a-service (KMaaS) as well as support for Google Cloud Platform's Customer-Supplied Encryption Keys (CSEK). We also announced a cloud-ready HSM making it easier to implement security in both traditional data centre and cloud deployments with clientless access to our nShield HSM through REST-compliant web services interfaces. Thales is clearly the company of choice to support our customers' cloud security needs! Take a look at our recent cloud announcements:
Thales Leads the Industry with Data Security Controls for Cloud Services
Thales addresses enterprise encryption key governance for Microsoft Azure
Thales Supports Customer-Supplied Encryption Keys on Google Cloud Platform to give Businesses Additional Options for Control
Thales Unveils Cloud-Ready HSM to Deliver Crypto Services for Modern Applications
IoT high on the news agenda
The internet of things (IoT) was not only a hot topic at the recent RSA Conference but also high on the news agenda. Thales took the opportunity to re-state its IoT capabilities, delivering security and trust for the internet of things. Thales's digital birth certificate (credentialing), code signing and transparent encryption solutions allow organizations to manage device security and protect data efficiently, ensuring lifecycle integrity of IoT data and enhanced trust in IoT business processes. Samsung, Polycom and Microsemi all leverage Thales security solutions for IoT. We're also looking to advance our IoT solutions and services to address security and integrity for a wide range of IoT device types and platforms - establishing trust as part of an organization's infrastructure or by partnering with Thales to provide them in a cloud service model. Enterprises will then have the flexibility to scale their IoT projects security and adapt to changing requirements.
Read the press release here: Thales Delivers Trust for Internet of Things (IoT) Devices and Data
Major HPS Morocco Deal
HPS have placed a £100k order for 3x payShield 9000s (800 TPS), payShield Manager and maintenance contract. This deal not only provides us with a strong footprint in North Africa, but also more widely in Western Africa as decision making stems from Morocco. The deal was a result of intensive work with channel management in order to get HPS as a direct partner in Africa.

In 2015 the Moroccan market saw more than 280 million payment transactions with 12 million cards, an increase of 8.6% on the previous year. Prior to July 2016 the Centre Monétique Interbancaire (CMI) was in charge of national interoperability, based on HPS’s PowerCard solution. The switching activity has now been transferred to HPS.
CRN Channel Chiefs Award
We are very proud that Mike Coffield, Thales eSecurity's VP of Global Channels, has been recognized by CRN® Channel as a 2017 Channel Chief.
CRN is a brand of the The Channel Company and selects only a handful of key industry figures as Channel Chiefs, who are chosen for their continued commitment to the channel. With over 20 years' experience in building strong partner programs, developing and executing effective business strategy and helping to advance the channel as a whole, Mike's recognition is well-deserved.
You can read more about our views on the importance of a strong relationship between technology vendors and their channel partners here.
Read the press release here.
Online Training
Online Training
On Demand - Top 10 reasons why customers need payShield Manager and CipherTrust
Upcoming Webcast - Thurs, April 20 @ 3.00 PM GMT/ 4.00 PM CET - Winning New Business with Thales in the eIDAS Market
Recorded webinar - What GDPR means to your customers -and how you can help them
In Person Training
All training takes place at the Thales Learning & Development Centre in Crawley, UK. 2017 training for the Thales product line is as noted below. Training for the Vormetric product line is as needed. If you have any questions regarding the training programmes or would like to sign up for one of our sessions, please contact:
Neil Workman
+44 1844 204170
Channel Partner Training
Month DC5000 nShield PayShield
January     24-27th
February   21-23rd  
March 14-16th    
April     25-28th
May   23-25th  
June 13-15th    
July     25-28th
August   22-24th  
October 10-12th   24-27th
November   21-23rd  
Enablement Materials
Thales Partner Playbook
Thales Partner Playbook
What to know how to identify new opportunities on when to present the Thales or Vormetric product line? Download the new Thales Product playbook which provides information on every product, use cases, smart questions and much more. Download now
Legacy Thales Partners
Legacy Vormetric Partners
Get ready for GDPR
The new General Data Protection Regulation (GDPR) comes into force in May 2018. If you work with customers holding EU citizen data - regardless of where your customer is based - watch this webcast to understand the enormous sales opportunities this landmark legislation offers your business.
To help you capitalise on these opportunities we have put together an enablement kit consisting of everything you need to create great marketing campaigns that will help you maximize and deliver on this unprecedented sales opportunity.
Download the enablement kits:
Legacy Vormetric Partners
Legacy Thales Partners
Be Prepared and Secure for GDPR
Bloor White Paper
Encryption is the default option for data-at-rest
Adopt an Encrypt Everything Approach for GDPR
How Thales Can Secure Data at Rest
Let Us Help You...
Assess your GDPR data at rest position
With F5, customers can simultaneously manage high volume SSLconnections to deliver secure connectivity while meeting operational demands. Organisations looking to further extend the security of SSL-based operations can deploy F5 BIG-IP with Thales network based hardware security modules (HSMs) to achieve operational efficiency and high assurance. Thales nShield Connect HSMs safeguard and manage large numbers of critical SSL keys and certificates within a dedicated, hardened device, ensuring that keys are never exposed to unauthorized entities.
Download the new sales enablement kit.
Legacy Vormetric Partners
Legacy Thales Partners
HSM Management
10 Reasons You Cannot Live without HSM Management
Legacy Thales Partners Download
Legacy Vormetric Partners Download
HSM Monitoring
Top 10 Reasons HSM monitoring helps you avoid outages
Legacy Thales Partners Download
Legacy Vormetric Partners Download
Nutanix delivers invisible infrastructure for next-generation enterprise computing, elevating IT to focus on the applications and services that power their business. The Vormetric product line provides both Transparent Encryption and Key Management and is fully integrated with the Nutanix platform. The solution is designated Nutanix Ready & is part of the Nutanix Technology Alliance.
Download the new sales enablement kit:
Legacy Vormetric Partners
Legacy Thales Partners
Come and visit us in person. We are taking part in the following regional events - we'd love to welcome you to our stand.
Rethink! IT Security 2017   -   Hamburg, Germany, 24-25 April
Heise Security Roadshows     -   Cologne, Germany, 25 April
    -   Stuttgart, Germany, 9 May
    -   Munich, Germany, 11 May
Public Sector Cyber Security Conference:
Defending the Public for Cyber Attacks
  -   Salford, UK, 17 May
Infosecurity Europe     -   London, UK, 6-8 June
A full list of the events can be found here
Here is Thales eSecurity's CTO, Jon Geater (on the right), hosting a panel discussion at a LAWtrust Symposium Roadshow, South Africa in March. With him are Maeson Maherry and Dr Aleksandar Valjarevic of LAWtrust.
Thales eSecurity in action hosting workshops with our partners Clear2Pay & Clico in Warsaw, 15th - 16th March
Initiatives to digitally transform the UK government are happening across the board. Read what Louise Bulman, Vice President, UK & Ireland has to say on the subject here.
Our website has changed! We are pleased to announce the launch of our new website launched on March 20th. You can now find us at The new website brings together both the Thales and Vormetric product lines in one website. Check it out today. We look forward to your feedback!
Partner portal
For Legacy Thales Partners login here
For Legacy Vormetric Partners login here
Meet the UK & Ireland Channel Team...
Jamie Garner
Senior Channel Sales Manager
Jamie joined Thales eSecurity exactly one year ago and brought with him many years of channel experience - which is proving invaluable as Thales moves towards being a 100% channel vendor in the UK & Ireland. Jamie started his IT career in 2001 at a small distributor in Newmarket and quickly realised that the commercial world was where he belonged. After many years of account management and vendor specific roles including Juniper, Aruba and Packeteer Jamie spent several years managing the companies largest customers before joining Thales in 2016. Jamie says, "building on and growing the UK & Ireland channel is the foundation of the companies future success and we have the team and resource to support this."
Geoffrey Portier
Channel Sales Manager
Geoff joined Thales eSecurity 7 months ago from the Thales group where, since 2014, he was a BDM based in Johannesburg. The UK & Ireland is a key region for Thales eSecurity and Geoff was identified as the perfect fit to work with Jamie to help build and grow our channel business. Geoff has made a great impact to the business in the short amount of time he has been with us and we're looking forward to many more years of success with him on the team! Geoff's enthusiasm and determination is infectious. Why not try and strategically align Thales with other vendors on your portfolio to maxmise the opportunity? Get in touch with Geoff and he'll give you examples of how we're doing this right now.
Contact your ChAM
Jamie Garner - UK Senior Channel Manager
Direct: +44 79764 14004
Geoffrey Portier - UK Channel Manager
Direct: +44 7919 470575
Tiziana de Cinque - Southern Europe Channel Manager
Direct: +44 7814 623195
Aurelian Narcisse - Africa Channel Manager
Direct: +34 628 374 929
Surendran Purshotan - India Channel Manager
Direct: +91 8554 990 143
Simon Taylor - Middle East & South Asia Channel Manager
Direct: +971 55 950 7152
Juergen Schopper - DACH Channel Manager
Direct: +49 1728 410475
Richard Palmer - Eastern Europe Channel Manager
Direct: +44 7769 642215
Peter Gowdy - Nordics & Benelux Channel Manager
Direct: +31 6 52 09 76 87
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