Comguard plans aggressive expansion
Comguard is charting a strategy to increase its presence in tier-2 and -3 cities. The company, which witnessed 100 percent growth in 2013, plans to achieve 150 percent growth this year. For this it is eying new security and networking vendors. It will also take on more partners and increase its focus on the government.
Last year Comguard acquired a voice and data VAD, Converged Solutions, and partnered with Kaspersky for its SMB and enterprise businesses. “Converged Solutions brought in a partnership with Sangoma, a voice networking vendor with a major presence in BPO and telecom. Kaspersky and Sangoma businesses contributed an additional 25 percent to our revenue last year, and will contribute more than 40 percent in 2014,” said Harish Rai, Country Manager, Comguard India.
The distributor is planning to expand its presence in cities such as Bhopal, Patna, Nagpur, Jaipur and Ranchi. In the process, it will add 100 partners to its base of 150 and will double its sales and pre-sales personnel from 45 to 90 by 2014-end. “We will look for 35 partners addressing enterprise customers; the rest will be SMB partners,” Rai informed. “We will conduct a 30-city roadshow to educate our partners and train their resources.”
Rai said that Comguard will also look for vendors to address gaps in its portfolio. “We operate with niche players who may not be the top vendors but have robust and innovative products. We will look for security vendors offering APT and network forensics solutions, and networking vendors with wireless solutions for SMBs.”
The company intends to focus aggressively on the government vertical. “We will target opportunities in e-governance, gram panchayats and other state government projects,” Rai said. Comguard currently has 12 partners focused on the government vertical; it will add seven this year.