DQ Channels - - Channel Pulse - KHUSHI RA­JBALA (ra­jbala@cy­berme­dia.co.in)

Shibu Paul, re­gional sales direc­tor – In­dia, ME and SEA at Ar­ray Net­works

Ar­ray Net­works a leader in Ap­pli­ca­tion De­liv­ery Net­work­ing with over 5000 world­wide cus­tomer de­ploy­ments in­ter­acts with DQ Chan­nels. Shibu Paul, re­gional sales direc­tor – In­dia, ME and SEA at Ar­ray Net­works shares his plans for chan­nel part­ners.

“Ar­ray so­lu­tions are rec­og­nized by lead­ing en­ter­prises, ser­vice providers and public sec­tor or­ga­ni­za­tions for un­matched per­for­mance and to­tal value of own­er­ship. Ar­ray is head­quar­tered in Sil­i­con Val­ley and is backed by over 300 em­ploy­ees world­wide and is a prof­itable com­pany with strong in­vestors, man­age­ment and rev­enue growth,” says Shibhu Pa­tel.

How may chan­nels part­ners are there work­ing with the com­pany? Can you name a few and also is com­pany look­ing to in­crease chan­nel part­ners in any spe­cific re­gions.

Ar­ray Net­works has al­most 50 part­ners who are part of the Ar­ray to­tal value pro­gram. This pro­gram will drive new busi­ness op­por­tu­ni­ties and in­crease prof­its by mar­ket­ing prod­ucts and so­lu­tions for chan­nel part­ners, VAR’s and SI’s. We have many large SI’s who work with us to meet in­dus­try de­mands in net­work­ing ser­vices. Ar­ray is as­so­ci­ated with key T2 part­ners like Net­work Tech­lab, Hi­tachi Sys­tems Mi­cro Clinic, Value­point Tech­sol, Quad­sel, Sys­tech, and Con­ven­tus.

Any new tie-ups.

We have signed a strate­gic tie-up with Hi­tachi Data Sys­tems to of­fer all large en­ter­prises and SMEs with com­pre­hen­sive data cen­ter so­lu­tions. Many or­ga­ni­za­tions to­day face chal­lenges in pro­tect­ing their data when dis­as­ter strikes. To meet this chal­lenge, we are of­fer- ing DC_DR repli­ca­tion over WAN. Our part­ner­ship will guar­an­tee busi­ness con­ti­nu­ity for en­ter­prises, and can lever­age on repli­ca­tion and op­ti­miza­tion to im­prove per­for­mance un­der dis­as­ter con­di­tions. En­ter­prises can gain ac­cess to a more com­pre­hen­sive port­fo­lio of data cen­ter so­lu­tions to ad­dress in­creas­ing data cen­ter chal­lenges.

Can you brief some chan­nel pro­grams or strate­gies

We have a chan­nel part­ner pro­gram called ‘Ar­ray to­tal value pro­gram’ ded­i­cated to pro­vide part­ners with the most com­pet­i­tive prod­ucts and ser­vices along with high cal­iber sup­port, the best re­sources and in­cen­tives.

We have also ex­tended our To­tal Value Chan­nel Pro­gram to Tier II ap­pli­ca­tion ven­dors. The pro­gram al­lows chan­nel part­ners to drive new busi­ness strate­gies and en­hance their abil­ity to sell so­lu­tions and ser­vices.

Ar­ray’s tech­nol­ogy part­ner­ship pro­gram al­lows en­ter­prises to team with us to in­crease busi­ness op­por­tu­ni­ties through joint so­lu­tions, prod­uct syn­er­gies and ac­tiv­i­ties like train­ing and devel­op­ment of part­ners, back end pro­grams, front end sup­port etc.

Amit Kulka­rni, re­gional manager at Tashee In­fos­ys­tems opines, “The To­tal Value Chan­nel Pro­gram gives us an ex­tra edge in un­der­stand­ing and fur­ther of­fer­ing a com­plete so­lu­tion to our cus­tomers, which helps us to be a one point con­tact for ma­jor ser­vices. We ap­pre- ciate that Ar­ray Net­works has taken the nec­es­sary steps to reach out and ed­u­cate us thor­oughly. We look for­ward to con­tin­ued sup­port from Ar­ray Net­works now and in the fu­ture.”

Is Ar­ray fo­cus­ing on some spe­cific ver­ti­cals? Can you ex­plain?

Ar­ray has al­ways fo­cused on gov­ern­ment and BFSI sec­tors as th­ese have been strong ver­ti­cals for us in terms of growth. Re­cently, we have strength­ened our fo­cus on the bank­ing sec­tor by adding 25 new cus­tomers. In the next year, we plan to fo­cus on cap­tur­ing large mar­ket op­por­tu­ni­ties in dif­fer­ent ver­ti­cals – man­u­fac­tur­ing, PSUs, IT/ITeS etc. With our lat­est prod­uct ad­di­tion in port­fo­lio, we are tar­get­ing en­ter­prise seg­ment in a very big way.

What is the fu­ture roadmap of the com­pany in the 2015-16 FY and what turnover is tar­geted to be achieved?

We ex­pect this FY to be a mile­stone in terms of cus­tomer ad­di­tion and rev­enue growth. Ar­ray Net­works will re­lent­lessly work to de­liver qual­ity prod­ucts and con­tinue to thrive in the epoch of com­pe­ti­tion.

What was the mo­ti­va­tion for part­ner­ship with Syfer­lock

There is a big need for en­ter­prise and SME seg­ment to en­hance their se­cu­rity fea­tures in or­der to meet in­creas­ing de­mands of data breaches. Fur­ther­more, en­ter­prises look for a cost ef­fec­tive SSL VPN so­lu­tion in­te­grated with two-fac­tor and multi-fac­tor au­then­ti­ca­tion. We will of­fer an ad­di­tional layer of se­cu­rity to cus­tomers to deal with in­creas­ing in­ci­dents of cy­ber­at­tacks. To add a new di­men­sion to se­cure au­then­ti­ca­tion for In­dian en­ter­prises, we have in­cor­po­rated our SSL VPN so­lu­tion with Syfer­Lock’s Soft­ware-Based Au­then­ti­ca­tion.

Please share a brief on last year achieve­ments (20142015)

From web sites to e-com­merce to en­ter­prise ap­pli­ca­tions to cloud ser­vices, Ar­ray so­lu­tions de­liver a pre­mium end-user ex­pe­ri­ence and demon­stra­ble se­cu­rity while en­sur­ing that rev­enue and pro­duc­tiv­ity gains al­ways out­weigh capex and opex. We added over 100 cus­tomers last year and our cus­tomer re­ten­tion rate is al­most 99.99%. We be­lieve that our fun­da­men­tal strat­egy has been sound and we in­tend to adapt some of the best busi­ness strate­gies to grow in mar­kets to con­tinue be­ing suc­cess­ful. One of the no­table achieve­ments for us was the tie-up with Nx­tGen and Toshiba, where we de­ployed SSL VPN and se­cure re­mote ac­cess gate­ways. We have in­tro­duced FIPS com­pli­ant se­cure ac­cess gate­way and APV se­ries. Re­cently, Gart­ner rec­og­nized Ar­ray’s WAN op­ti­miza­tion in its 2015 Magic Quad­rant.

We ex­pect this FY to be a mile­stone in terms of cus­tomer ad­di­tion and rev­enue growth. Ar­ray Net­works will re­lent­lessly work to de­liver qual­ity prod­ucts and con­tinue to thrive in the epoch of com­pe­ti­tion

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