Christina Decker, Trend Micro

Christina Decker is the director of strategic channels for Europe at Trend Micro. She leads the European channel business and directs the strategic path of the partner ecosystem. Having been with the company since 2005, Christina initially started her career at Trend Micro in enterprise sales, where she managed relationships with major clients and international corporations for many years.

Over time, her focus shifted towards strategic partnerships and alliances. In her most recent role, she served as the channel head for Germany, taking charge of channel-related responsibilities since 2020. With a wealth of experience and expertise, Christina plays a pivotal role in shaping and driving the strategic initiatives within the company's channel landscape.

Number of years in current role:

1

Number of years in current company:

19

Number of years involved in indirect/channel sales:

23

Reports to:

Frank Schwittay, senior vice president Europe.

Number of employees in channel organisation:

Declined to disclose.

What percentage of overall sales come through the channel?

Declined to disclose.

What is your personal channel philosophy?

In cybersecurity channels, my leadership centres on customer satisfaction, collaborative synergy, and innovation. We strategically pivot from reselling to a service-driven model, empowering partners to provide cutting-edge managed services.

The focus is on developing partner competencies, ensuring they excel in an ever-evolving cybersecurity landscape. Together, we forge a future where customer needs are met, innovation thrives, and partners lead in service-centric cybersecurity solutions.

What were your biggest personal channel accomplishments over the past year?

In the last year, I spearheaded aligning with the global team to establish a groundbreaking partner programme. I played a crucial role in building and leading a dynamic European channel team, executing a comprehensive strategy. Collaboratively aligning with country channel leaders, I fostered a cohesive and strategic approach to channel development.

What were your organisation's biggest channel accomplishments over the past year?

The announcement of a new global Trend Micro Partner Programme in October 2023 and the launch of a new MSSP platform and programme for SOC providers.

What areas would you like to see your channel partners invest in in 2024?

In 2024, I'm keen on channel partners prioritising investments in customer satisfaction, fostering collaborative initiatives, and driving innovation.

Embracing managed services in cybersecurity is critical for staying ahead. A transformative shift from reselling to service-driven models on the partner side is essential for adaptability. Furthermore, strategic investments in partner development, specifically in competencies, will ensure our collective ability to navigate the evolving landscape and deliver exceptional value to our clients.

What are the biggest challenges facing your partners in 2024?

In 2024, cybersecurity partners face heightened challenges, including complex cyber threats, regulatory compliance, and an expanding skills gap. Navigating these headwinds demands continuous enhancement of defences and addressing resource and skill gaps on the customer side.

Partners must assist customers with cybersecurity services amidst these challenges. Adapting to emerging technologies and ensuring robust data protection remain imperative. Staying ahead necessitates a dynamic approach, emphasising innovation and resilience.

In what ways do you use your role to build equity and inclusion?

As channel chief, I'm dedicated to advancing equity and inclusion. I actively support Trend Micro's "Close the Gap" initiative, focusing on closing the gender gap in cybersecurity globally. Serving as a mentor for female mentees in the IT industry, I strive to contribute to a more diverse and inclusive landscape.

Through strategic initiatives and personal engagement, I aim to create an environment within the channels I oversee that not only aligns with industry-wide goals but actively fosters equal opportunities, empowerment, and diversity.

Describe how your use of market development funds (MDF) is changing this year?

In 2024, our market development funds (MDF) strategy remains inclusive for partners, while prioritising those demonstrating strategic alignment and proactive investment. We're opening up funds to partners committed to the partnership's growth, encouraging investments in competencies, new customer acquisition, and strategic initiatives.

This shift ensures MDF benefits are directed towards partners actively contributing to our collective success, fostering a more collaborative and mutually beneficial channel environment.

What are your biggest channel priorities in 2024?

In 2024, we are aiming to increase the overall percentage of company revenue that comes through the channel, launch a new/revamp our existing channel programme and increase the amount of professional services going through partners.