Com­guard plans ag­gres­sive ex­pan­sion

CRN - - CONTENTS - Amit Singh

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.

HAR­ISH RAI

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