Gajshield eyes SMBs for growth
Expanding its focus beyond large enterprises, UTM solutions provider Gajshield has penned an aggressive growth strategy targeting SMBs.
The company is banking on eight products in the email, Web, network, DLP, cloud, data protection and application security space targeted at SMBs having at least 20 users.
Said Sonit Jain, CEO, Gajshield, “According to our estimates, UTMs are growing at about 40 percent driven by an increased need by SMBs for end-to-end solutions, enterprise mobility and Security-as-a-Service (SaaS). This, as the demand from large enterprises is saturating.”
He said that while the company has been in India for 11 years, its business picked up in the last 3-4 years at a CAGR of more than 60 percent. “In 2013 we deployed 1,500 UTM appliances at 500 new customer sites.”
Overall, Gajshield UTMs have an installed base across 2,000 large enterprise customers including Kuwait National Petroleum, Ispat Industries, ICICI Bank and NASA. “Of these, more than 10,000 are cloud-based users,” Jain said.
He said that 70 percent of Gajshield’s revenue so far came from enterprises. “But, we expect SMBs to contribute more than 50 percent in FY2014-15. The Internet is de facto communication tool for SMBs, and with growing concern about data protection, we will pitch our DLP and cloud security solutions. We aim to deploy 5,000+ units this year.”
Jain said that SMBs are looking at porting all their security solutions to the cloud, and are therefore looking for trusted partners for SaaS. “The opportunities arise from mobile and PC applications, and client
“The Indian UTM market is growing at more than 40 percent driven by growing security awareness and adoption among SMBs” SONIT JAIN CEO Gajshield
security ported to the cloud. We have currently tied up with Webworks, but are also planning to set up one more data center on the Amazon cloud.”
Further, the company has signed up, as its RDs, Datasoft Network Solutions for the west, Texonic Instruments for the south, and Binary Global for north and east India.
“Today we are working with 100 partners who are aligned with these distributors. We plan to launch fortnightly trainings and train the partners in products and sales. Qualified partners will be issued the Certified Engineer [certificate] and Gajshield Advanced Certified Engineer certificate, for free,” Jain informed.
Some of the partners who have obtained certifications are Dixit Services, Megahertz, PC Solutions, Dytel Computers, Astron Infotech, Sam Infotech, Acma Computers, Vista Computers, SVS Technology, DellSoft Technologies, KDK Enterprises, Team Computers and Swarn Technologies.
The certified partners are being hand held to architect, deploy and manage the security solution. The company will also support its partners with lead generation through EDMs, advertisements and customer events.