CY­BER CON­TRA­CEP­TIVES FOR DIG­I­TAL IN­DIA

Some fo­cus on SMBs, some tar­get the en­ter­prise, and some court con­sumers; An in­creas­ingly vul­ner­a­ble Dig­i­tal In­dia pro­vides am­ple growth op­por­tu­ni­ties for all anti-virus ven­dors

DQ Channels - - Perspective - ANKIT PARASHAR ankitp@cy­ber­me­dia.co.in

An­tivirus Mar­ket and the needs of end­point se­cu­rity are grow­ing in In­dian Mar­ket. From past few years, when our coun­ties pen­e­tra­tion to­wards dig­i­tal. The way we are dig­i­tal­iz­ing our­selves, we are also invit­ing dif­fer­ent treats in our cy­ber space. In 2015, In­dia was the 11th in ran­somware at­tack and in 2016, we were ranked 6th. In­dia is also the sec­ond largest in mal­ware. In­creased num­bers of in­ter­net users by 26% of the to­tal pop­u­la­tion in In­dia and the 243 mil­lion of smart­phone users that has dras­ti­cally boomed the An­tivirus and end­point se­cu­rity mar­ket. In In­dia, the size of An­tivirus mar­ket is around ap­prox 1000-1200 cr. Also the lat­est trends are hap­pen­ing today has in­creased the need of end­point mar­ket. As per Gart­ner, 6 trends of 2017 in­clud­ing Cloud, Ap­pli­ca­tion se­cu­rity, Data se­cu­rity, Mo­bile and Net­work Gate­way se­cu­rity which causes the boom and shift to­wards the End­point mar­ket.

Ma­jor end­point se­cu­rity com­pa­nies are pre­par­ing them­selves ac­cord­ing to these threats and trends. An­tivirus vendor hon­chos ex­pend­ing their prod­uct port­fo­lio with the lat­est tech­nol­ogy keep­ing the trends and threats in mind and fo­cus­ing to ex­pand their chan­nel, seek­ing newer ver­ti­cals where they are see­ing the pos­si­ble growth to lead in the end­point mar­ket.

QUICKHEAL

Quick Heal Tech­nolo­gies Ltd. (For­merly Known as Quick Heal Tech­nolo­gies Pvt. Ltd.) is a well known IT se­cu­rity So­lu­tions Com­pany. Quick Heal prod­uct is de­signed to stream­line IT se­cu­rity man­age­ment across the length and depth of de­vices and on mul­ti­ple plat­forms. They are cus­tom­ized to suit con­sumers, small busi­nesses, Govern­ment es­tab­lish­ments and cor­po­rate houses.

Be­ing a con­sumer ori­ented com­pany; Quick Heal has 6 mil­lion ac­tive end­point in the coun­try out of 25-30 mil­lion ac­tive end­point over­all. Talk­ing about their prod­uct port­fo­lio; Quick Heal has their foot­prints in Con­sumer, En­ter­prise seg­ment and end point se­cu­rity seg­ment. In their en­ter­prise seg­ment, Quick Heal has Se­qrite as a brand which is a one-stop so­lu­tion for all en­ter­prise se­cu­rity needs. With the UTM ap­pli­ance as your first line of de­fense, your net­work is se­cure and em­ploy­ees can fo­cus solely on pro­duc­tiv­ity and busi­ness im­pact. On the other side of their con­sumer seg­ment in mo­bile se­cu­rity, Quick Heal has 2 prod­ucts. One is To­tal Mo­bile Se­cu­rity and Quick Heal Se­cu­rance.

Vi­jay Mhaskar, Chief Op­er­at­ing Of­fi­cer, Quick Heal said, “We are the 30% mar­ket share holder in terms of an­tivirus seg­ment. We are mar­ket lead­ers in con­sumer and di­rect in lower level of SMB’s.”

Talk­ing about their GTM strat­egy, Quick Heal is all chan­nel driven com­pany. 99% of their busi­ness comes from their chan­nel ecosys­tem. Quick Heal has sep­a­rate teams for both en­ter­prise and con­sumer seg­ment for their all prod­uct port­fo­lio. Quick Heal has lo­cal dis­trib­u­tor for ev­ery lo­ca­tion hav­ing 36 branches on lo­cal and re­gional level.

“As our en­tire busi­ness comes from Chan­nel ecosys­tem, our 80% busi­ness comes from re­tail and 20% from en­ter­prise and govern­ment. we have 20000+ part­ners in con­sumer busi­ness pro­gramme. We have 1000+ part­ners who look af­ter the en­ter­prise, Govern­ment and ed­u­ca­tion sec­tor and we have 1000+ part­ners in mo­bile and end­point se­cu­rity. So we fo­cus more on our large part­ner ecosys­tems”, Vi­jay added.

Look­ing for­ward to their fu­ture roadmap, Quick Heal has a tar­get of 30-40% growth rate for next 12-18 months. Com­pany has lots of plan­ning in terms of their train­ing pro­grammes, tech sup­port and their mar­ket­ing strat­egy. Fo­cus­ing on the their ver­sa­til­ity, Quick Heal will con­tin­u­ously add new fea­tures in their prod­uct line up and ar­ray ac­cord­ing to the needs and re­quire­ments of the cus­tomer and mar­ket.

Talk­ing about Quick Heal’s ex­pan­sion plan, com­pany is fo­cus­ing to ex­pand their part­ner port­fo­lio in South re­gion. Com­pany is ma­jorly tar­get­ing to join more part­ners in Tier 2 and Tier 3 cities.

e-SCAN

eS­can is an in­ter­net se­cu­rity so­lu­tion that pro­vides virus pro­tec­tion to busi­nesses and home SOHO users. Users can Down­load free anti-virus for best an­tivirus se­cu­rity. In their prod­uct port­fo­lio ar­rives eS­can and MailS­can that en­com­pass Anti-Virus, Anti-Spy­ware, Con­tent Se­cu­rity, An­tiS­pam and Net­work In­tru­sion Pre­ven­tion so­lu­tions. They are in­cor­po­rated in the USA with of­fices based world­wide.

e-Scan clien­tele in­cludes Govern­ment and De­fense Or­ga­ni­za­tions, com­pa­nies in Tele­com, IT & ITeS, In­fra­struc­ture, Fi­nance and Ed­u­ca­tional In­sti­tu­tions world­wide. Many bank­ing and fi­nan­cial in­sti­tu­tions across the world, use their soft­ware to pro­tect crit­i­cal and sen­si­tive data. Their prod­ucts are also be­ing used in sev­eral Schools, Uni­ver­si­ties, Hospi­tal Net­works, and Health Care Providers, glob­ally. eS­can is also sold world­wide through Large For­mat Re­tail­ers.

If one ar­rives on the sub­ject of the size of the an­tivirus mar­ket ac­cord­ing to e-Scan, In­dia be­comes a 1000-1200 crore plus mar­ket for an­tivirus seg­ment which in­cludes the SOHO, SMB and en­ter­prise seg­ments and is grow­ing at CAGR

15-17%. The re­cent drive to­wards dig­i­tal In­dia (that in­cludes free wifi zones), Smart City project will open up much larger seg­ment for se­cu­rity prod­ucts.

e-scan to­tal mar­ket share to­gether would be ap­prox­i­mately 15%-17% of the to­tal se­cu­rity mar­ket pie with a larger rev­enue share among SOHO and SMB users. With their re­cent strate­gic plans to strengthen the en­ter­prise teams with sales and sup­port staff across pan In­dia, e-scan aims to reach equal rev­enue from both the en­ter­prise and SOHO/SMB seg­ments.

From the per­spec­tive of Se­cu­rity for En­ter­prise and Con­sumer re­mains largely dif­fer­en­ti­ated in the form of at­tacks. Whereas, en­ter­prises are vul­ner­a­ble to APT and DDoS (Dis­trib­uted De­nial of Ser­vice ) at­tacks for fi­nan­cial gains by the fra­ter­nity of cy­ber crim­i­nals, in­di­vid­u­als re­main a smaller seg­ment.

Con­sumers as in­di­vid­u­als even to this day lack the ba­sic aware­ness of pro­tect­ing, pri­vacy, data and do not fol­low best prac­tices of se­cu­rity while do­ing fi­nan­cial trans­ac­tions on e-com­merce or bank­ing sites. Whereas, En­ter­prises though have IT se­cu­rity poli­cies, it needs to be up­dated and im­ple­mented strongly as one of the key pil­lars of busi­ness con­ti­nu­ity.

Anil Gupta, AVP, In­dia sales, eS­can said, “As a pure play se­cu­rity so­lu­tion provider we have prod­ucts and so­lu­tions for all ver­ti­cals, how­ever with the mar­ket trends our ma­jor fo­cus re­main in BFSI, IT/ITES, Ed­u­ca­tion, Govern­ment, Ed­u­ca­tion, Health­care and Tele­com seg­ments. Our cur­rent de­ploy­ment base with for­tune 100 com­pa­nies put us among the pre­ferred vendor cat­e­gory among the en­ter­prise seg­ments look­ing for a ro­bust se­cu­rity so­lu­tion that is scal­able, cus­tom­iz­a­ble and has a strong tech­ni­cal and pre sales sup­port”.

Talk­ing about their chan­nel strat­egy Anil Gupta says, “We have var­i­ous part­ner­ship mod­els across chan­nel seg­ments that ad­dresses to the end user or SOHO / SMB chan­nel seg­ment we have more than 5000+ ac­tive chan­nel part­ners across Pan In­dia. We work closely with some of the key play­ers among the SI seg­ments from large scale de­ploy­ments across In­dia apart from strong tie ups with re­gional SI part­ners for lo­cal mar­kets in In­dia.”

NOR­TON

Claim­ing to be the mar­ket leader in the cy­ber se­cu­rity space in In­dia, GTM strate­gies for Nor­ton doesn’t change it re­main the same. Nor­ton’s main strat­egy is to go out and pro­tect ev­ery­one in In­dia and the dig­i­tal lives. Nor­ton’s fo­cus is on the en­tire in­for­ma­tion Se­cu­rity. Ac­cord­ing to the com­pany, the pain-point is the con­sumers don’t un­der­stand the need of se­cu­rity.

Ac­cord­ing to Nor­ton, they do sur­veys ev­ery year. For the last two years, Nor­ton has no­ticed the trend that con­sumer be­hav­ior is chang­ing. The de­vices that they use have changed. Com­pany did this mo­bile sur­vey for In­dia across 14+ cities, both tier one, tier two kind of cities, age group was 16 years and above. What comes out of it from the sur­vey is that the ac­cess in­ter­net us­age more through the mo­bile phones than ver­sus the tra­di­tional PCs. The most im­por­tant piece there was that they were will­ing to share in­for­ma­tion or will­ing to give per­mis­sion to apps with­out pay­ing too much at­ten­tion into it. So, 36% of peo­ple re­sponded by say­ing that they do not un­der­stand or they do not even take any care while giv­ing per­mis­sions to apps. So, 40% of them gave ac­cess of their browsers, book­mark his­tory, and their cam­era to apps.

Nor­ton is not just of­fer­ing se­cu­rity like an an­tivirus or an in­ter­net se­cu­rity but the vi­sion what they are look­ing at ‘Se­cu­rity for ev­ery­one, se­cu­rity ev­ery­where’. Talk­ing about their prod­uct port­fo­lio, Nor­ton has 3 lat­est prod­ucts. One is Nor­ton se­cu­rity, sec­ond is WIFi Pri­vacy and Nor­ton Online Fam­ily.

Ritesh Cho­pra, Coun­try Man­ager, In­dia, Nor­ton by Sy­man­tec states, “We are the old­est an­tivirus com­pany or a se­cu­rity com­pany in the world. Our vi­sion is se­cu­rity for ev­ery­one, se­cu­rity ev­ery­where. We don’t want to of­fer se­cu­rity like an an­tivirus or an in­ter­net se­cu­rity or a 360 which is a tiered prod­uct. We are look­ing ev­ery­body should have the lat­est and the great­est. Nor­ton Se­cu­rity works across de­vices. It works across op­er­at­ing sys­tems.”

KASPER­SKY

Op­er­at­ing in 200 coun­tries and ter­ri­to­ries and hav­ing 37 of­fices in 32 coun­tries, Kasper­sky Lab’s en­try in the In­dian mar­ket took place with the B2C Prod­ucts. Kasper­sky have seen a dou­ble digit YoY growth in the Con­sumer busi­ness. While the con­sumer busi­ness was be­com­ing stronger, the com­pany started fo­cussing on the SMB seg­ment and with the help of their ded­i­cated team of part­ners. While their Con­sumer and SMB busi­ness grows, Kasper­sky have in­creased fo­cus on the En­ter­prise busi­ness by not only pro­mot­ing end­point so­lu­tions but also fo­cus­ing on non-end­point of­fer­ings.

If their prod­uct port­fo­lio are any­thing to go by, Kasper­sky from its end has come up with dif­fer­ent ver­sions of prod­ucts depend­ing upon the need of the mar­ket, need of the cus­tomer and do­main etc. In the con­sumer seg­ment, the com­pany has Kaspesky An­tivirus which is their en­try level prod­uct, sec­ond is Kasper­sky In­ter­net Se­cu­rity and the third is Kasper­sky To­tal Se­cu­rity. Their prod­ucts are avail­able in the mar­ket as per the need of the cus­tomer and re­quire­ment. One other prod­uct in con­sumer port­fo­lio is Kes­per­sky An­droid Se­cu­rity.

On the other side of the en­ter­prise seg­ment, Kasper­sky have to their credit so­lu­tions which work for SME’s as well as large en­ter­prise in which they have en­try level prod­ucts, core and ad­vance prod­ucts again depend­ing on the need and re­quire­ment of the cus­tomer.

Talk­ing about the ma­jor trends for 2017, Kes­per­sky be­lieves that the fast paced growth of In­dian IT in­dus­try is ac­cred­ited to a host of fac­tors in­clud­ing grow­ing users of tech­nol­ogy in tier 3 & tier 4 cities, ris­ing dis­pos­able in­come and more im­por­tantly the var­i­ous govern­ment ini­tia­tives. Kes­per­sky an­tic­i­pate the var­i­ous trends Dig­i­tal In­dia and e-Gov­er­nance, e-Com­merce, Smart Cities and Cy­ber Se­cu­rity.

Kasper­sky have a strong GTM strat­egy as they have dis­trib­u­tor­ship for B2C in VR In­fotech, and for B2B mar­ket they have Com­guard In­fosol, SeaIn­fonet and eCaps. Un­der the same com­pany have their platinum part­ner then gold and sil­ver part­ners. Kasper­sky this way around fol­low the de­cent hi­er­ar­chy of GTM strat­egy.

Altaf Halde, Man­ag­ing Di­rec­tor (South Asia) Kasper­sky Lab, In­dia shared “In the en­ter­prise busi­ness we have in­tro­duced new prod­ucts and ser­vices cater­ing to spe­cific ver­ti­cals. We have re­ceived very good re­sponse on our new en­ter­prise of­fer­ings. We plan to stick to our present mar­ket­ing strat­egy as we have seen good re­sults”.

“In the con­sumer seg­ment we have a very good con­sumer base and they have been very loyal to the brand. Our present chan­nel mar­ket­ing strat­egy has also been very fruit­ful and we have got a very good feed­back from the chan­nel. We’ll con­tinue do­ing chan­nel in­cen­tive schemes, sales & tech­ni­cal train­ings to strengthen our chan­nel” he added.

Ac­cord­ing to Kes­per­sky, com­pany is not fo­cus­ing on any par­tic­u­lar ver­ti­cal but fore­see big op­por­tu­nity in the BFSI & ITES ver­ti­cal.

McAfee

With In­dian govern­ment’s fo­cus on Dig­i­tal In­dia ini­tia­tives, McAfee aims to se­cure In­di­ans dur­ing this time when se­cu­rity has gained cen­ter stage in In­dia. Govern­ment, Large en­ter­prises, Busi­nesses and con­sumers have started re­al­iz­ing the im­mi­nent cy­berthreats present in their data in­fra­struc­ture. They are tak­ing a pro-ac­tive step to­wards en­sur­ing the safety of their data.

The up­com­ing GST im­ple­men­ta­tion is also go­ing to present var­i­ous se­cu­rity risks as a re­sult of the ag­gre­ga­tion of data from mul­ti­ple sources. The ‘ag­gre­ga­tion’ of data on a sin­gle sys­tem is sup­posed to bring in huge risks for In­dian CIOs. This fur­ther needs strong en­cryp­tion for pro­tec­tion. McAfee in In­dia has part­nered with ap­prox. 49% ET 500 and aims to cover 60% of ET500 com­pa­nies, with an over­all tar­get to in­crease the cus­tomer’s base by 20%.

Anand Ramamoorthy, Man­ag­ing Di­rec­tor, South Asia, McAfee said, “The fo­cus on IoT and In­dus­trial IoT by com­pa­nies is lead­ing to new cy­berthreats and vul­ner­a­bil­i­ties. With more than 6.4 bil­lion IoT con­nected de­vices, we are com­mit­ted to­wards safe­guard­ing con­sumers and busi­nesses alike in In­dia”.

Tak­ing about the ma­jor trends in 2017, McAfee un­der­stand that both tech­nol­ogy and cy­ber­crim­i­nals are in a race to evolve faster than each other. Com­pany be­lieves that this race against cy­ber crim­i­nals can only be won with two things: col­lab­o­ra­tion and tal­ent. McAfee be­lieves that col­lab­o­ra­tion and in­te­gra­tion is more im­por­tant than ever to cre­ate a strong se­cu­rity pos­ture.

At the core, McAfee mission is to en­able se­cu­rity de­vices to share in­tel­li­gence and or­ches­trate se­cu­rity op­er­a­tions in real time. To en­able such in­dus­try lead­ing col­lab­o­ra­tion, McAfee’s OpenDXL lever­ages the McAfee Data Ex­change Layer (DXL), which many ven­dors and en­ter­prises al­ready uti­lize, and de­liv­ers a sim­ple, open path for in­te­grat­ing se­cu­rity tech­nolo­gies re­gard­less of vendor. OpenDXL en­ables un­prece­dented col­lab­o­ra­tion in an open, real-time sys­tem.

Tak­ing about McAfee’s fo­cus­ing ver­ti­cals; McAfee is well po­si­tioned to be #1 se­cu­rity player to serve the In­dian mar­ket as per the com­pany. Com­pany has a

strong pres­ence across key ver­ti­cals like Tele­com, BFSI, IT & ITES, and Govern­ment with 1500+ part­ners. Glob­ally, McAfee safe­guards over 220 mil­lion users while aim­ing to ac­tively pro­tect over 1 bil­lion of the world’s con­nected pop­u­la­tion.

Ow­ing to In­dia be­ing the hot­bed for growth, it’s one of McAfee’s fastest grow­ing mar­kets. “We have been grow­ing in the dou­ble dig­its over the last sev­eral years and we ex­pect to con­tinue that tra­jec­tory across pub­lic and pri­vate sec­tor, In­dia is eas­ily one of our top mar­kets. As a tes­ta­ment of this growth, McAfee in In­dia has part­nered with ap­prox. 49% ET 500 & aim to cover 60% of ET500 com­pa­nies, with an over­all tar­get to in­crease the cus­tomer’s base by 20%” he added.

Ad­di­tion­ally, build­ing on es­tab­lished on­go­ing re­la­tion­ships with lead­ing global smart­phone man­u­fac­tur­ers like LG and Sam­sung, McAfee now safe­guards one of the lead­ing con­sumer elec­tron­ics com­pany Mi­cro­max - 10th largest mo­bile brand in the world. With this mar­quee part­ner­ship, com­pany has suc­cess­fully ex­panded their mo­bile se­cu­rity foot­print in In­dia.

SOPHOS

Sophos, a se­cu­rity soft­ware and hard­ware com­pany is fo­cused on pro­vid­ing se­cu­rity soft­ware to the mid mar­ket and prag­matic en­ter­prise. Hav­ing 650 mil­lion dol­lars of rev­enue last year, Sophos anti-virus and end­point se­cu­rity prod­uct port­fo­lio, both in the con­sumer and en­ter­prise cat­e­gory, Sophos are pri­mar­ily fo­cused on un­der­served mid-mar­ket en­ter­prises and SMBs, Sophos brought HOME to ex­tend of­fer­ing for home users or con­sumers. Sophos has pro­vided free tools to home users for a num­ber of years, and the lat­est of­fer­ing Sophos Home is a new tool de­signed specif­i­cally for today’s home. One can pro­tect both Macs and PCs from one re­mote con­sole.

For en­ter­prise of­fer­ings, Sophos pro­vides Sophos next-gen­er­a­tion end­point pro­tec­tion. Go­ing be­yond legacy AV and sig­na­ture-based end­point se­cu­rity, Sophos Next-Gen End­point brings an evolved ca­pa­bil­ity to help busi­nesses that want to re­place tra­di­tional or legacy AV with easy-to-man­age yet ad­vanced end­point pro­tec­tion.

Fo­cus­ing on Sophos GTM and Chan­nel Strate­gies, Su­nil Sharma, VP, Sale, In­dia and SAARC, Sophos in­forms, “All free se­cu­rity tools for con­sumers and home edi­tions of our soft­ware are avail­able for di­rect down­load from our web­site. We are com­mit­ted to pro­vide sim­ple, re­li­able se­cu­rity so­lu­tions to the mid-mar­ket and the chan­nel that serves them”.

“Sophos is the most chan­nels or part­ner-fo­cused IT Se­cu­rity Com­pany in the world. We em­ploy a sim­ple and ef­fec­tive 100% “Chan­nel First” sales strat­egy that al­lows us to ef­fi­ciently scale our cus­tomer base. Sophos of­fers a broad and pow­er­ful port­fo­lio of net­work and end­point se­cu­rity prod­ucts al­low­ing part­ners to de­liver a “com­plete se­cu­rity” and a “syn­chro­nized se­cu­rity” so­lu­tion to their cus­tomers,” he in­formed.

Su­nil Sharma talk­ing about the fu­ture roadmaps, Sophos has com­pre­hen­sive se­cu­rity port­fo­lios in the in­dus­try, span­ning End­point, mo­bile, server, en­cryp­tion, UTM, next-gen­er­a­tion fire­wall, email se­cu­rity, web se­cu­rity, and se­cure Wi-Fi. Sophos are out­grow­ing the mar­ket, ex­e­cut­ing well and gain­ing share in the mar­ket also and this way around they feel con­fi­dent that Sophos will con­tinue to do so. As per the com­pany, Sophos are the only se­cu­rity vendor that’s a leader in UTM, end­point and en­cryp­tion se­cu­rity.

Sophos has 82 peo­ple strong sales and pre­sales team work­ing closely with their 2000+ chan­nel part­ners in In­dia. Com­pany has clas­si­fied their part­ners in 3 seg­ments which is Platinum, Gold and Sil­ver.

“We also have our own in-house R&D back­bone, which is SophosLabs, and the in­fra­struc­ture is state of the art threat re­search with a team of vet­eran re­searchers. We main­tain con­stant vig­i­lance against evolv­ing cy­ber-at­tacks and suc­cess­fully thwart hun­dreds of thou­sands of at­tempts ev­ery day. We are suc­ceed­ing at be­ing a lead­ing provider of both end user se­cu­rity and net­work se­cu­rity. And we’re now lead­ing a new wave of se­cu­rity in­no­va­tion that we call syn­chro­nized se­cu­rity, and we have a strong roadmap afoot around this,” Su­nil Sharma added.

BIT­DE­FENDER

With a world­wide net­work of 500 mil­lion ma­chines, Bit­de­fender claims that they have the largest se­cu­rity de­liv­ery in­fra­struc­ture on the globe. Per­form­ing 11 bil­lion se­cu­rity queries per day, Bit­de­fender de­tects, an­tic­i­pates and takes ac­tion even the new­est dan­gers any­where in the world in as lit­tle as 3 sec­onds.

Work­ing in 150 coun­tries, Bit­de­fender is tar­get­ing 5% mar­ket share in next 3 years in In­dian mar­ket. Com­pany is fo­cus­ing in En­ter­prise level se­cu­rity and re­cently launched Se­cu­rity in vir­tu­al­iza­tion which no other com­pe­ti­tions don’t have this mo­ment.

Talk­ing more on Bit­de­fender’s ver­ti­cals, Zakir Hus­sain Rangwala, Di­rec­tor, Sales and Mar­ket­ing at BD Soft­ware shared, “We have not taken a very fo­cus ap­proach on any ver­ti­cal. Last one year of our op­er­a­tion, we have been good in the ed­u­ca­tion and the govern­ment sec­tor. We are also very good in pri­vate and cor­po­rate sec­tor. For this year of ap­proach, it will take an­other 6-8 months to know in which ver­ti­cal we need to fo­cus”.

Bit­de­fender have 30% share in en­ter­prise and 70% in con­sumer busi­ness but from post GST, Bit­de­fender is fo­cus­ing to achieve 50%- 50% busi­ness shares by the end of this FY.

Tak­ing about the chan­nel strate­gies, Com­pany have al­ready set up few part­ners in Mumbai, East and South re­gion. “At this mo­ment, we are a 100% chan­nel ori­ented com­pany. We have around 100 part­ners in con­sumer and 40 part­ners in en­ter­prise model. From this July on­wards we will be fo­cus­ing on city wise distribution or re­gional distribution model. Right now we have link tele­com one of our ma­jor part­ners for our con­sumer prod­ucts in In­dia and in en­ter­prise seg­ment, we have Tech­nobind which is help­ing us in the busi­ness li­cense mar­ket”, he added.

As Bit­de­fender is grow­ing, com­pany is fo­cus­ing in which ver­ti­cal to tar­get more. Talk­ing about the fo­cus for next 12-18 months, Bit­de­fender is fo­cus­ing on ed­u­cat­ing their part­ners in which Com­pany has cer­tain schemes for en­ter­prise and SMB part­ners and get the peo­ple trained. Right now Bit­de­fender cov­er­ing 15-20% of In­dia, so by end of this year com­pany is fo­cus­ing to ex­pand pres­ence in other cities and ex­pend the chan­nel port­fo­lio.

F-SE­CURE

F-Se­cure Cor­po­ra­tion has 20 coun­try of­fices and a pres­ence in more than 100 coun­tries. Ac­cord­ing to F- se­cure the In­dian se­cu­rity soft­ware mar­ket is es­ti­mated to be around INR 1k Cr and is ex­pected to grow at a CAGR of 10%. Fre­quent use of in­ter­net en­abled sys­tems and hand­held de­vices are pri­mar­ily driv­ing the an­tivirus mar­ket growth in In­dia. F se­cure fore­sees a bullish growth in this mar­ket be­cause of the ever in­creas­ing sales of hand­held com­put­ing de­vices, IoT etc.

In In­dia, much of this growth is driven by in­creased in­ter­net us­age - be it per­sonal or pro­fes­sional; ed­u­ca­tion, en­ter­tain­ment, and work. With the con­stant on­slaught of cy­ber­crimes and crim­i­nals, the an­tivirus mar­ket and spend­ing to­wards it has bur­geoned. It is prob­a­bly wit­ness­ing the fastest growth in In­dia.

Talk­ing about their mar­ket strat­egy, they have big plans for the In­dian mar­ket. F-Se­cure is look­ing to grow ag­gres­sively in the coun­try by fo­cus­ing on the cor­po­rate and SMB mar­ket. In­dia is a rapidly grow­ing mar­ket with so many ac­tiv­i­ties hap­pen­ing lately, with the govern­ment’s Dig­i­tal In­dia ini­tia­tives shap­ing up and with the ex­pan­sion of SMBs and star­tups. All these seg­ments re­quire strong se­cu­rity so­lu­tions and con­sul­ta­tions – these are the core area of fo­cus.

Amit Nath (Head of Asia Pa­cific (Cor­po­rate Busi­ness) In­dia & SAARC – F-Se­cure said, “We are ex­pand­ing into the Con­tent Cloud space by pro­vid­ing a com­pelling range of so­lu­tions that are tai­lored to the needs of the Oper­a­tor Com­mu­nity and this goes be­yond In­ter­net se­cu­rity. We be­lieve in com­bin­ing the best tech­ni­cal ca­pa­bil­i­ties and con­sul­ta­tion prow­ess to act as a real dif­fer­en­tia­tor to its con­tenders. That’s our unique sell­ing propo­si­tion”.

Given the na­ture of se­cu­rity at­tacks today, any se­cu­rity so­lu­tion should be holis­tic and not lim­ited to si­los. With IoT, con­nec­tiv­ity is ev­ery­where today - from your wash­ing ma­chine to TV and also your cam­era to fit­ness de­vice any­thing can get hacked and are be­ing hacked. Thus, se­cu­rity providers have to be up and ready for any­thing and build in­tel­li­gent real time se­cu­rity prac­tices in their of­fer­ings.

“We pro­vide tools for scan­ning and are build­ing tools into the net­work as well. Go­ing for­ward, we will be us­ing sen­sors in our of­fer­ings. We will be launch­ing new prod­ucts in B2B seg­ment where we see huge growth in In­dia and a greater in­ter­est by con­sumers to pay for their prod­ucts. B2B play­ers are the ones that want to pay for qual­ity se­cu­rity prod­ucts” he added.

F Se­cure has also ven­tured into ser­vices - F-Se­cure Cy­ber Se­cu­rity Ser­vices. At F-Se­cure Cy­ber Se­cu­rity Ser­vices, They work with their client on sev­eral lev­els to en­hance se­cu­rity over­all in the busi­ness and pro­vide ex­pert ad­vice and ace test­ing and pro­fes­sional se­cu­rity ser­vices.

VI­JAY MHASKAR, Chief Op­er­at­ing Of­fi­cer, Quick Heal

ANIL GUPTA, AVP, In­dia sales, eS­can

RITESH CHO­PRA, Coun­try Man­ager, In­dia, Nor­ton by Sy­man­tec

ALTAF HALDE, Man­ag­ing Di­rec­tor (South Asia) Kasper­sky Lab, In­dia

ANAND RAMAMOORTHY, Man­ag­ing Di­rec­tor, South Asia, McAfee

AMIT NATH Head of Asia Pa­cific (Cor­po­rate Busi­ness) In­dia & SAARC F-Se­cure

SU­NIL SHARMA, VP, Sale, In­dia and SAARC, Sophos

ZAKIR HUS­SAIN RANGWALA, Di­rec­tor, Sales and Mar­ket­ing, BD Soft­ware

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