Hendrik Flierman, G DATA CyberDefense
Hendrik Flierman proudly serves as the VP global sales & marketing at G DATA CyberDefense, a global powerhouse in German cybersecurity excellence. His journey in this dynamic industry spans over 18 years, providing him with a deep understanding of market intricacies, trends, and the multifaceted challenges faced by businesses in the digital age.
What truly fuels his drive is the opportunity to create and deliver solutions that not only shield his clients from cyber threats but also act as accelerators for their digital transformations and organic growth. In his role, he leads a diverse team of over 160 professionals across 18 countries, responsible for crafting and executing the global sales and marketing strategies.
Beyond his responsibilities, he is honored to represent the channel community in the IT industry as a CRN Ambassador for Germany. This role enables him to champion the interests and viewpoints of the vibrant industry, promoting innovation and collaboration.
His skill set encompasses a wide array of competencies, including sales leadership, business development, channel management, cloud computing, B2B marketing, and business strategy. But more than just skills, he is deeply committed to nurturing and developing talent, fostering a culture of collaboration, innovation, and excellence.
Number of years in current role:
6
Number of years in current company:
19
Number of years involved in indirect sales:
10
Reporting to:
Board of Directors, G DATA CyberDefense AGM
What percentage of your sales come through the channel?
45 per cent.
Describe your personal channel philosophy.
Hendrik Flierman's channel is a nexus of innovation and expertise in sales engineering and cybersecurity. With over 18 years of experience at G DATA Software AG, Hendrik empowers teams to achieve technical excellence and drive client success. This channel offers deep dives into B2B marketing strategies, technical product management, and cybersecurity, aiming to share actionable insights and foster a culture of continuous improvement. It's a platform for professionals seeking to enhance their technical prowess, understand market dynamics, and cultivate robust customer relationships. Join to explore cutting-edge solutions and strategies that drive success in the rapidly evolving digital landscape."
What were yours and your organisation's biggest channel accomplishments over the past year?
Over the past 12 months, my team and I have successfully introduced our managed endpoint detection and response solution to the market. In doing so, I focused on an exchange with customers and partners at eye level. As a result, I have not only increased our turnover, but also further strengthened our relationship with specialist retailers.
How is your company working to build equity and inclusion in the channel?
Personally, I rely on a dynamic and diverse team. I have filled some management positions with women. In the channel, our company is committed to promoting equity and inclusion through various initiatives and programmes.
We also regularly take feedback from our channel partners to ensure that our efforts to promote equity and inclusion are effective and continuously improved. Ultimately, our goal is to build a channel community that is diverse, inclusive and enriching for all.
What are your top channel goals for 2024?
In 2024, we are committed to expanding and enhancing our channel strategy, with an emphasis on Managed Security solutions and services. Our core objectives include:
- Expand and deepen partnerships: Our aim is to extend our network through new partnerships and to strengthen existing relationships. The focus will be on integrating and promoting our Managed Security offerings to jointly shape the market and drive innovation.
- Increase channel revenue: We plan to boost revenue through targeted sales strategies and tailored support models. Our focus is on maximizing the value of our channel ecosystem and effectively meeting our partners' needs.
- Focus on the partner business: Continuous support and development of our partner business remain crucial. Special programs and initiatives aimed at the growth and success of our partners will fortify the foundation of our channel network.