“Bitdefender is al­ready a fa­mous brand world­wide” ZAKIR HUS­SAIN RANG­WALA

In a one on one with DQ Chan­nels, Zakir Hus­sain Rang­wala- Di­rec­tor, BD soft, Coun­try Part­ner of Bitdefender shares the main fo­cus of the com­pany in the In­dian Mar­ket.

DQ Channels - - Channel pulse - Di­rec­tor, BD Soft, Coun­try Part­ner of Bitdefender

HOW HAS BITDEFENDER BEEN FUNC­TION­ING IN IN­DIA SINCE ITS IN­CEP­TION HERE IN THE COUN­TRY?

Since we have started from Au­gust and Septem­ber in In­dian mar­ket and our main fo­cus was the busi­ness, cus­tomers for SMB and con­sumers. Bitdefender is al­ready a fa­mous brand world­wide and we have been grow­ing suc­cess­fully. Of course we had faced de­mon­e­ti­za­tion and GST which slowed us for a time be­ing but at the same time when it comes to re­tail we are quite ev­ery­where and reaches the cus­tomer in ev­ery seg­ment.

WHAT ARE BITDEFENDER’S FO­CUS AR­EAS IN IN­DIA? PLEASE EX­PLAIN YOUR EN­GINE OF GROWTH HERE.

Gov­ern­ment, in­sti­tu­tion, med­i­cals, and col­leges we have started in th­ese sec­tors and the idea was not to seg­ment our­selves. And Bitdefender is the prod­uct which is to­tally de­pended on the cloud so you don’t need an in­fra and server or setup and make all those tech­ni­cal things and then set up an an­tivirus. You can eas­ily de­ploy the pol­icy from the cloud and the mo­bile phone and can have the re­sults. Also we are gain­ing lot of trac­tion in mar­ket and are def­i­nitely go­ing very well. We have al­ready grown 30% from what we did last year.

WHAT WOULD BE THE PRO­POR­TIONAL CONTRIBU TION TO BITDEFENDER’S TOPLINE BE­TWEEN CON SUMER & COR­PO­RATE BUSI­NESS?

Cor­po­rate is lit­tle more than the con­sumer be­cause at the time of GST we were strug­gling for our con­sumer so we got lit­tle slow in the sense. And at the mo­ment I would say it is 60 % on SMB cor­po­rate point and the 40% is on the con­sumer point. But it will change very fast. Be­cause con­sumer is ba­si­cally very fast and we are launch­ing our more prod­ucts in the mar­ket in next 2 months.

WHAT IS THE RA­TIO­NALE BE­HIND THE GTM STRAT­EGY BITDEFENDER IS PUR­SU­ING IN IN­DIA?

What we did in In­dia is we seg­mented partners in sell­ing, re­tail, on­line, partners who sell to small medium cus­tomers and of course than we have a set of partners who is only sell­ing to very big cor­po­rate. So we are around th­ese four types of seg­ments in which we have es­tab­lished our partners. Right now we haven’t put any ef­forts to go­ing af­ter the ver­ti­cals as such. But we have lots of our cus­tomers in univer­si­ties and col­leges.

ELAB­O­RATE ON BITDEFENDER’S CHAN­NEL STRAT EGY AS PART OF ITS GTM.

Right now in cor­po­rate we have more than 100 partners across In­dia who are deal­ing in SMB and pow­er­ful busi­nesses. We do lot of pro­grams for partners. So they are get­ting trained as well. And of course they are get­ting a bet­ter pro­por­tion on how to func­tion for their re­quire­ments. We do th­ese ini­tia­tives as our go to mar­ket­ing strat­egy.

WHAT SORT OF GROWTH ARE YOU EX­PECT­ING THIS YEAR?

We are ex­pect­ing 50% of growth.

ZAKIR HUS­SAIN RANG­WALA Di­rec­tor, BD Soft, Coun­try Part­ner of Bitdefender

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