Ga­jshield eyes SMBs for growth

CRN - - CONTENTS - ■ SONAL DE­SAI

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.

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