“WE GREW 30% IN IN­DIA LAST YEAR”

In a can­did in­ter­ac­tion with the DQ Chan­nels, Navin Mehra, re­gional busi­ness head of Fortinet talks about com­pany’s ad­vanced and in­no­va­tive se­cu­rity so­lu­tions that of­fer end point se­cu­rity to the en­ter­prises

DQ Channels - - Channel Pulse - PRIYANKA PUGAOKAR (priyankapu@cy­berme­dia.co.in)

Navin Mehra, re­gional busi­ness head of Fortinet talks about com­pany’s ad­vanced and in­no­va­tive se­cu­rity so­lu­tions that...

How has Fortinet ex­panded and grown in terms of rev­enue and mar­ket share dur­ing last fis­cal?

Navin Mehra: Fortinet has taken a big leap as a lead­ing se­cu­rity ven­dor with the in­no­va­tions it has brought in. In next gen­er­a­tion fire­wall we have done fan­tas­ti­cally well. We had closed to 30% growth dur­ing last fis­cal in In­dia. We wit­nessed growth in the Gov­ern­ment, BSFI and Tele­com seg­ment. Th­ese key three ver­ti­cals re­ally did well for Fortinet. We wit­nessed tremen­dous growth and in­creased our man­power and cus­tomer base. Ex­pand­ing our op­er­a­tions, we have opened of­fices in Kolkata, Chandigarh and Cochin. We are in­creas­ing our foot prints in tier 2 cities as well.

As a lead­ing se­cu­rity ven­dor, what key trends do you iden­tify in the net­work se­cu­rity domain?

Navin Mehra: Con­sid­er­ing the cur­rent mar­ket sce­nario, there is lot of in­cli­na­tion to­wards next gen­er­a­tion fire­wall. To­day the en­ter­prises need in­tel­li­gent se­cu­rity prod­ucts which ba­si­cally can give next level of per­for­mance and the next gen­er­a­tion fire­wall rightly hit on this re­quire­ment of the en­ter­prises. Now a days, threats have be­come more so­phis­ti­cated. This is not a gen­er­a­tion of only hack­ing and viruses but a gen­er­a­tion of ad­vance per­sis­tent threats (ATP). There are con­stant at­tempts by cy­ber crim­i­nals to pen­e­trate in the net­works of cus­tomers and then stay in and launch an attack or steal the in­for­ma­tion for mon­i­tory pur­poses. There­fore, clients are look­ing for so­phis­ti­cated net­work se­cu­rity so­lu­tions to ad­dress the se­cu­rity is­sues.

How Fortinet’s se­cu­rity of­fer­ings ad­dress the in­ci­dents of se­cu­rity breach and tackle the ad­vance and high tech se­cu­rity at­tacks?

Navin Mehra: Clients at en­ter­prise level have adopted Fortinet in a way where they are look­ing for more so­phis­ti­cated se­cu­rity so­lu­tions but still a com­pre­hen­sive one which is easy to con­fig­ure and man­age and at the same time it takes care of zero day at­tacks. In the SMB, SME and en­ter­prises seg­ment, Fortinet has a very fan­tas­tic story in the next gen­er­a­tion fire­wall space. We have dif­fer­ent mod­els for dif­fer­ent seg­ments at dif­fer­ent price start­ing from ` 20,000 for SMB for SOHO upto ` 20 crore for en­ter­prise or Telcos. Our se­cu­rity prod­ucts like the For­tiGate which is our flag­ship prod­uct of­fers the client end point se­cu­rity. The beauty of For­tiGate is that it has the same op­er­at­ing sys­tem and fea­ture across the plat­forms. For­tiGate is very ideal for SMB and SME kind of cus­tomers which of­fers secu- rity for their net­work. At the same time it gives perime­ter func­tion­al­ity and in­fras­truc­tural func­tion­al­ity like Wi-Fi and two fac­tor au­then­ti­ca­tion. To­day it has the high­est num­bers of cer­ti­fi­ca­tions and fea­tures in a sin­gle prod­uct. Forti-Client is an­other ex­cel­lent prod­uct which extends the power of For­tiGate’s Uni­fied threat man­age­ment to end­points on net­work.

In­dian IT mar­ket is cur­rently buzzing with the term In­ter­net of Things (IoT)? How Fortinet would ad­dress the se­cu­rity con­cerns aris­ing with the flood of data?

Navin Mehra: IoT in many ways is still bud­ding though some of the OVMs are mak­ing lot of noise around the IoT. Fortinet has al­ready taken steps in terms of ad­dress­ing the IoT. We have de­vel­oped prod­ucts around IoT which can take care of all the se­cu­rity con­cerns. We have al­ready taken steps to en­sure that we make our prod­ucts reach­ing at the SOHO and SMB seg­ment. In en­ter­prise, we have got prod­ucts like web ap­pli­ca­tion fire­wall or D Docs which can also han­dle other types of at­tacks.

When we talk about IoT in the home seg­ment, we have got prod­ucts where modems and routers of the cus­tomers can be re­placed with For­tiGate box and a set up can be made where com­mu­ni­ca­tion through all the de­vices can be via For­tiGate. Fortinet un­der­stands that an­droid is a widely used plat­form and For­tiClient can be in­stalled on an­droid plat­form also. On the Big Data front, Fortinet can also pro­vide a threat anal­y­sis re­port of the data be­ing gen­er­ated. We have got an­a­lyt­ics prod­ucts to give big data an­a­lyt­ics on the threat per­spec­tive.

Are you ba­si­cally a chan­nel driven com­pany? How do you fa­cil­i­tate the nour­ish­ment of chan­nel ecosys­tem?

Navin Mehra: We are a 100% chan­nel driven com­pany. Our rep­u­ta­tion in terms of a chan­nel com­pany is ex­cel­lent. We don’t sell di­rectly and we align our part­ners with the im­ple­men­ta­tion and ser­vice and en­sure that our part­ners good mar­gins. When­ever there is new launch or up­grade, we give regular train­ings to the part­ners. We also do cer­ti­fi­ca­tion pro­grams for them. We have set up ex­pe­ri­ence zones in ev­ery city where part­ners can come and get prac­ti­cal knowl­edge of our of­fer­ings. In short, we work closely with part­ners and groom them.

What is your go to mar­ket strat­egy in 2015?

Navin Mehra: Year 2015-16 is a very cru­cial year for us. Coun­try has be­come sta­ble po­lit­i­cally and the rul­ing gov­ern­ment has rolled out sev­eral cru­cial projects where Fortinet has got very im­por­tant role to per­form. Fortinet is en­gaged with the gov­ern­ment in some of the pre­mium projects. On the other side, by ex­tend­ing our arms, we are try­ing to rope into the an­a­lyt­ics and con­sul­tants. We are try­ing to high­light our tech­nol­ogy to the next plat­form by bring­ing in per­for­mance and demon­strat­ing our tech­ni­cal ex­per­tise. In the year 2015, we are tar­get­ing to reach big com­pa­nies in fi­nance and other sec­tors. We ex­pect huge busi­ness from Telcos. Apart from typ­i­cal UTMs and fire­walls, Fortinet will also high­light its prod­ucts spread in 15 cat­e­gories. On the chan­nel front, we are ex­pand­ing our op­er­a­tions and in­creas­ing our chan­nel base across the re­gions. We will con­tinue our chan­nel ini­tia­tives and fo­cus more on aware­ness of our new tech­nol­ogy in­no­va­tions.

In the year 2015, we are tar­get­ing to reach big com­pa­nies in fi­nance and other sec­tors. We ex­pect huge busi­ness from Telcos, apart from typ­i­cal UTMs and fire­walls

NAVIN MEHRA, Re­gional Busi­ness Head, Fortinet

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