Lead­ing ven­dors of­fer­ing End­point Se­cu­rity so­lu­tions for con­sumer and en­ter­prise

DQ Channels - - Front page - ANKIT PARASHAR ([email protected]­ber­me­

As we all know, se­cu­rity is the de­gree of re­sis­tance to, or pro­tec­tion from any harm, what­so­ever. Se­cu­rity broadly ar­rived upon ap­plies to any vul­ner­a­ble and valu­able as­set, such as a per­son, com­mu­nity, na­tion, or or­ga­ni­za­tion. Anti-mal­ware soft­ware or for that mat­ter, An­tivirus (of­ten ab­bre­vi­ated as AV), is com­puter soft­ware used to pre­vent, de­tect and re­move ma­li­cious soft­ware.

An­tivirus soft­ware was orig­i­nally de­vel­oped to de­tect and re­move com­puter viruses, hence the name. How­ever, with the pro­lif­er­a­tion of other kinds of mal­ware, an­tivirus soft­ware started to pro­vide pro­tec­tion from other com­puter threats. In par­tic­u­lar, mod­ern an­tivirus soft­ware can pro­tect from: ma­li­cious browser helper ob­jects (BHOs), browser hi­jack­ers, ran­somware, key­log­gers, back­doors, rootk­its, tro­jan horses, worms, ma­li­cious LSPs, di­alers, fraud tools, ad­ware and spy­ware. Some prod­ucts also in­clude pro­tec­tion from other com­puter threats, such as in­fected and ma­li­cious URLs, spam, scam and phish­ing at­tacks, on­line iden­tity (pri­vacy), on­line bank­ing at­tacks, so­cial en­gi­neer­ing tech­niques, ad­vanced per­sis­tent threat (APT) and bot­net DDoS at­tacks re­spec­tively.

The Dig­i­tal land­scape of In­dia ranks among one of the top coun­tries with the largest in­ter­net user base in the world. In a coun­try with a high pen­e­tra­tion of Smart­phones, tablets and lap­tops, as well as com­put­ers, the need for in­ter­net se­cu­rity has be­come a need of the hour. The ex­po­nen­tial growth in the Smart­phone seg­ment and aris­ing se­cu­rity con­cerns ow­ing to emerg­ing tech­nolo­gies like cloud and IoT has fur­ther fu­elled the growth of the in­dus­try.

Tak­ing a cue from the evo­lu­tion of AV and End point se­cu­rity, it can be re­called here that it was started way back in the 50’s and since then it has been rapidly grow­ing till now.

Even be­fore in­ter­net con­nec­tiv­ity was wide­spread, com­puter viruses were typ­i­cally spread by in­fected floppy disks. An­tivirus soft­ware came into use, but was up­dated rel­a­tively in­fre­quently. Dur­ing this time, virus check­ers es­sen­tially had to check ex­e­cutable files and the boot sec­tors of floppy disks and hard disks. How­ever, as in­ter­net us­age be­came com­mon, viruses be­gan to spread on­line. To­day, we are around many IoT’s on which ev­ery in­di­vid­ual is de­pen­dent. De­vices in the or­der of Lap­top, Smart­phone, fol­lowed by Smart watches andTablets and many, which from their part have made our life a lot eas­ier but even then, pro­tec­tion of these IoT’s from mal­ware is a ma­jor ques­tion.

While the AV mar­ket is highly con­tested with pres­ence of over 40 do­mes­tic and MNC ven­dors who have got a plethora of se­cu­rity of­fer­ings un­der their belt, only few AV ven­dors have proved them­selves in the lit­mus test of the chan­nel and end users.


Sophos, a se­cu­rity soft­ware and hard­ware com­pany de­vel­ops prod­ucts for com­mu­ni­ca­tion end­point, en­cryp­tion, net­work se­cu­rity, email se­cu­rity and mo­bile se­cu­rity as well as uni­fied threat man­age­ment. Sophos is fo­cused on pro­vid­ing se­cu­rity soft­ware to the mid mar­ket and prag­matic en­ter­prise from 100 to 5000 Seat or­gan­i­sa­tions, how­ever they still do pro­tect home users. Ar­riv­ing upon the Sophos anti-virus and end­point se­cu­rity prod­uct port­fo­lio, both in the con­sumer and en­ter­prise cat­e­gory, one gets to know that 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. Sophos tech­nol­ogy com­bines ad­vanced sig­na­ture-less tech­nol­ogy and be­hav­ior-based anal­y­sis to de­liver proac­tive and adap­tive de­tec­tion and mit­i­ga­tion against ran­somware, rootk­its, ma­li­cious apps, traf­fic and other zero-day threats. Busi­nesses look­ing to take ad­van­tage of Syn­chro­nized Se­cu­rity can ben­e­fit from Sophos End­point’s ca­pa­bil­ity to work in con­junc­tion with the fire­wall to de­tect and au­to­mat­i­cally iso­late sus­pi­cious or com­pro­mised de­vices. Au­to­mated in­ci­dent re­sponse and threat re­moval can save sub­stan­tial amount of time for se­cu­rity teams and this adds a unique strength for Sophos End­point. Sophos also pro­vides sev­eral free tools in­clud­ing a mo­bile se­cu­rity app for An­droid and a se­cu­rity solution for iOS de­vices.

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 dile­nated, Sophos have 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.

“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 en­duser 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 quipped.


Ja­pan based an­tivirus com­pany Trend Mi­cro, de­vel­ops in­no­va­tive se­cu­rity so­lu­tions that makes the world safe for busi­nesses and con­sumers to ex­change dig­i­tal in­for­ma­tion. As per the com­pany sta­tis­tics, Trend Mi­cro have been lead­ers in the End Point Se­cu­rity space for at least 1.5 decade now. Trend Mi­cro is rec­og­nized as the mar­ket leader in server se­cu­rity, cloud se­cu­rity, and small busi­ness con­tent se­cu­rity. Trend Mi­cro fits the se­cu­rity needs and pri­or­i­ties of cus­tomers and part­ners. Their so­lu­tions pro­tect end users on any de­vice, op­ti­mize se­cu­rity for the mod­ern data cen­ter, and se­cure net­works against breaches from tar­geted at­tacks. Their se­cu­rity is pow­ered by Trend Mi­cro Smart Pro­tec­tion Net­work global threat in­tel­li­gence and is sup­ported by over 1,200 se­cu­rity ex­perts all around the world. Within the end point se­cu­rity space, the GTM strat­egy and the prod-

uct port­fo­lio, Trend Mi­cro has the mar­ket and their prod­ucts lined up in 3 cat­e­gories. One part is Con­sumer SOHO in which Trend Mi­cro has a sep­a­rate prod­uct called Max­i­mum Se­cu­rity and To­tal In­ter­net se­cu­rity. These se­cu­rity prod­ucts come equipped with the lat­est fea­ture which SOHO cus­tomers re­quire like Anti mal­ware, ap­pli­ca­tion con­trol, Anti spy­ware. These fea­tures are typ­i­cally de­signed for SOHO chan­nel. Also, Trend Mi­cro has a sep­a­rate chan­nel in In­dia for SOHO prod­uct port­fo­lio.

Talk­ing about the SMB seg­ment, Trend Mi­cro has sep­a­rate prod­uct for SMB for 10-250 ma­chines called Worry free Busi­ness se­cu­rity. It has been de­signed for SMB seg­ment which is easy to main­tain and easy to in­stall. Most of the SMB’s do not have ded­i­cated IT teams or don’t have their own in house server, they can put the pro­tec­tion in Trend Mi­cro cloud and can man­age it from there.

Rang­ing from SMB mar­ket to Large En­ter­prise, Trend Mi­cro has a prod­uct called En­ter­prise Se­cu­rity for End­points Suite and Smart Pro­tec­tion for End­point. These prod­ucts ba­si­cally ful­fill the needs of the en­ter­prise that are con­cerned about Multi-threat pro­tec­tion for mail and file servers as well as desk­tops, lap­tops, and other mo­bile de­vices.

Talk­ing about their Chan­nel strat­egy Nilesh Jain, Coun­try Sales Di­rec­tor - Trend Mi­cro (In­dia & SAARC) stated, “We have ded­i­cated dis­trib­u­tor who only ad­dress that mar­ket. For SOHO seg­ment we have NNR IT So­lu­tions which is our Na­tional Dis­trib­u­tors hav­ing 1000+ chan­nel part­ners in the port­fo­lio. For SMB Chan­nel, we have around more than 2500+ chan­nel part­ners across In­dia. Also we have sales team across the In­dia di­vided into 4 parts North, East, South and West. For our large en­ter­prise seg­ment, we have 60 chan­nel part­ners who ad­dress­ing our Tier 1 and Tier 2 mar­ket seg­ment.”

Dilea­nat­ing the fo­cus area of Trend Mi­cro and the roadmap for next 12 – 18 months, it has to be un­der­stood that Trend Mi­cro has 3 dif­fer­ent prod­ucts. One is Cus­tomer Pro­tec­tion User Group which is all about the end point se­cu­rity and mo­bile se­cu­rity. Sec­ond prod­uct that fig­ures out in this list and which they have is Hy­brid Cloud Se­cu­rity. Third is Cus­tom De­fense which has now be­come a net­work de­fense.

“In the roadmap we are com­ing out with the strong so­lu­tions which can pro­tect most of the large en­ter­prise cus­tomer against most so­phis­ti­cated tar­get at­tack glob­ally. Most of our so­lu­tions in­clud­ing Cus­tomer Pro­tec­tion User Group, Hy­brid Cloud Se­cu­rity and Net­work Cus­tom De­fense Solution do have tight in­te­gra­tion which is a strong and unique propo­si­tion for us”, Nilesh added to the same.


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. Kasper­sky once again got dou­ble digit YoY growth in the SMB seg­ment. 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 in­clud­ing In­tel­li­gence Threat Ser­vices, Cy­ber Se­cu­rity Train­ing, Anti APT, Vir­tu­al­iza­tion and Stor­age Se­cu­rity, DDoS etc.

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.

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.

Fo­cus­ing more on their strat­egy in terms of train­ing pro­grammes for their part­ners and dis­trib­u­tors Altaf Halde, Man­ag­ing Di­rec­tor (South Asia) Kasper­sky Lab, In­dia shared, “We have of­fice in Mum­bai, and once in a month we or­gainses re­fresher course for our ex­ist­ing part­ners who come in the batches and un­der­stand what new in the prod­uct port­fo­lio than also we have got hands on train­ing. When­ever new ver­sion re­leased we call our part­ners or we go to their cities and we con­duct on­line and on­site hands on train­ing for the so­lu­tions also.”

“We be­lieve train­ing is one of the most im­por­tant be­cause which we are do­ing for our growth and to give bet­ter sup­port and we are plan­ning to con­tinue this in the fu­ture.” he added.

Talk­ing about their pric­ing strat­egy, Kasper­sky have got a global pric­ing team sit­ting in the Head­quar­ters that looks at the mar­ket con­di­tion as well as the econ­omy.

“In­dia comes into the emerg­ing mar­ket cat­e­gory. In the emerg­ing mar­ket, prices are much lower com­pare to a ma­ture mar­ket like US. To­day com­pe­ti­tion has grown up ev­ery­where and ev­ery­one is look­ing for more mar­ket share but what we are look­ing is that we de­pend­ing upon the case to case ba­sis and level of our part­ner. We give them levy dis­count. So our strat­egy be­hind the pric­ing is all de­pend on the level and the de­mand of the cus­tomer”, Altaf added.

Ar­riv­ing on the prod­uct roadmap for next one year, Kasper­sky is plan­ning to add on more and more fea­tures into their prod­uct line up as new threats are gen­er­at­ing ev­ery­day like ren­somware. Kasper­sky adding new fea­ture for ex­am­ple have re­cently launched sys­tem watcher which pro­tect sys­tem and him­self from these at­tacks. Also, they are fo­cus­ing on ed­u­cat­ing and spread­ing aware­ness about the threats not just for the cor­po­rate but also at the grass root level as school chil­dren.


Syman­tec is the global leader in cy­ber se­cu­rity and has wit­nessed growth in en­ter­prise se­cu­rity rev­enue for the third con­sec­u­tive quar­ter (1% year-over-year in­crease in en­ter­prise se­cu­rity rev­enue) and ex­pect­ing con­tin­ued growth through FY17.

Given the sig­nif­i­cant growth in the num­ber and na­ture of cy­ber at­tacks, busi­nesses have started re­al­iz­ing the im­por­tance of cy­ber se­cu­rity. Gart­ner pre­dicts that se­cu­rity spend­ing will con­tinue to grow in 2016 and rev­enue will reach $1.23 bil­lion and the rev­enue from se­cu­rity ser­vices ac­count for 60 per­cent by 2019.

Syman­tec be­lieve it’s time to go on the of­fen­sive, lever­ag­ing the next gen­er­a­tion of both threat and in­for­ma­tion pro­tec­tion tech­nolo­gies to fight in­creas­ingly so­phis­ti­cated ad­ver­saries. As­sum­ing this ag­gres­sive, of­fen­sive pos­ture en­tails keep­ing ad­ver­saries out; pro­tect­ing the valu­able in­for­ma­tion that’s in­side; con­tin­u­ously gath­er­ing and ap­ply­ing in­tel­li­gence to gain an ad­van­tage; and pro­vid­ing com­pre­hen­sive in­ci­dent re­sponse and foren­sic sup­port if a breach does oc­cur. Syman­tec is the only com­pany with the proven ex­per­tise to en­gage across all four fronts.

Shrikant Shi­tole, Ma­gaing Di­rec­tor, In­dia, Syman­tec said, “We al­ready op­er­ate the world’s largest civil­ian threat in­tel­li­gence net­work. No other com­pany has as much in­sight (and in real-time) into the threat land­scape as we do. Our uni­fied se­cu­rity plat­form will build on this ca­pa­bil­ity, bring­ing to­gether the threat in­tel­li­gence de­rived across our un­ri­valled in­stall base, and ap­ply­ing big data an­a­lyt­ics to give our cus­tomers more ac­tion­able in­sights to stay pro­tected”

There is a lot of in­no­va­tion tak­ing place at Syman­tec and once cus­tomers see how com­pany us­ing threat in­tel­li­gence and an­a­lyt­ics to get

ahead of at­tacks they start to re­al­ize com­pany who can help them get more value out of their se­cu­rity strat­egy and re­duce the com­plex­ity they face ev­ery day. As for ex­am­ple, Syman­tec’s Ad­vanced Threat Pro­tec­tion (ATP). For any com­pany al­ready us­ing Syman­tec’s end­point se­cu­rity this new of­fer­ing gives them an in­stant lift in de­fend­ing against so­phis­ti­cated at­tacks like the ones saw hit Sony and Tar­get.

En­ter­prise se­cu­rity has seen in­creased de­mand span­ning across all sec­tors. Syman­tec’s In­ter­net Se­cu­rity Threat Re­port (ISTR), Vol­ume 21, re­vealed that pro­fes­sion­al­iza­tion of cy­ber­crime means that In­dian or­ga­ni­za­tions now need to brace them­selves for re­peated at­tacks with tar­geted or­ga­ni­za­tions on the re­ceiv­ing end of two at­tacks on an av­er­age. In 2015, one in four tar­geted at­tacks were aimed at busi­nesses in the trans­porta­tion and man­u­fac­tur­ing sec­tors, while the BFSI sec­tor con­tin­ued to be tar­geted. Ad­di­tion­ally, or­ga­ni­za­tions in the pub­lic util­i­ties and fi­nan­cial sec­tor that were tar­geted once were likely to be be­ing tar­geted at least two times more through­out the year.

“At Syman­tec In­dia, while we con­tinue our fo­cus on sec­tors like BFSI, Tele­com, Health­care, Gov­ern­ment, IT and ITeS that have tra­di­tion­ally been early adopters of se­cu­rity so­lu­tions, we are also see­ing other sec­tors such as man­u­fac­tur­ing and pharmaceuticals in­crease their fo­cus on in­for­ma­tion se­cu­rity. Due to the amount of crit­i­cal data, vol­ume of end­points and the vast­ness of the op­er­a­tions in the com­pa­nies op­er­at­ing in these ver­ti­cals, in­for­ma­tion pro­tec­tion con­tin­ues to play a piv­otal role,” Shrikant Shi­tole added.

Talk­ing about their chan­nel strat­egy, Syman­tec has al­ways been a part­ner-led com­pany, and it will con­tinue to be even more with the re­newed fo­cus on in­for­ma­tion se­cu­rity. Their part­ners have played a crit­i­cal role in driv­ing busi­ness suc­cess and it is con­stant en­deavor to nur­ture and sus­tain a syn­er­getic re­la­tion­ship with them, espe­cially with en­hanced part­ner pro­gram Se­cure One.

At Syman­tec In­dia, they trans­act across 200+ part­ners in­clud­ing GSI, SI, Tier -1 man­aged part­ners and un­man­aged part­ners. As a strat­egy Syman­tec have iden­ti­fied the top 20 part­ners and work with them as man­aged part­ners to deepen re­la­tion­ship in terms of en­gage­ment and rev­enue. Com­pany also have a long­stand­ing re­la­tion­ship with core na­tional part­ners and have been work­ing closely with the Big 4 con­sul­tants in In­dia.


Talk­ing about Nor­ton’s per­spec­tive on con­sumer side, 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 have 3 lat­est prod­uct. 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.”


F-Se­cure Cor­po­ra­tion is a cy­ber se­cu­rity and pri­vacy com­pany based in Helsinki, Fin­land. The com­pany has 20 coun­try of­fices and a pres­ence in more than 100 coun­tries, with Se­cu­rity Lab op­er­a­tions in Helsinki, Fin­land and in Kuala Lumpur, Malaysia. 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.

Sta­tis­ti­cally ar­rived upon, the world­wide se­cu­rity soft­ware mar­ket is worth USD 21.4 bil­lion as per a re­port by Gart­ner. Ad­di­tion­ally, the con­sumer se­cu­rity soft­ware mar­ket is worth USD 5.1 bil­lion and is ex­pected to grow 3.2% an­nu­ally in 2016-2019.

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.

The lev­els of ap­pre­hen­sions and doubts have gone down and be it con­sumers or en­ter­prises or OEMS, all have com­pre­hended the im­por­tance of an­tivirus so­lu­tions. As crim­i­nals and crimes get smarter by the day with ev­ery ad­vance­ment of tech­nol­ogy, it is only nat­u­ral that more and more in­no­va­tive sys­tems, tools and so­lu­tions for mit­i­gat­ing threats and at­tacks will emerge.

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.


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 An­tiVirus, Anti-Spy­ware,Con­tentSe­cu­rity,Anti-Spa­mandNet­work In­tru­sion Preven­tion so­lu­tions. They are in­cor­po­rated in the USA with of­fices based world­wide.

Mi­croWorld’s prod­ucts cover the en­tire se­cu­rity spec­trum, mak­ing it a one-stop solution for pro­tect­ing all your in­for­ma­tion se­cu­rity as­sets. Over the years, Mi­croWorld has been re­defin­ing the In­for­ma­tion Se­cu­rity land­scape by de­vel­op­ing in­no­va­tive tech­nolo­gies and so­lu­tions. Com­pany con­tin­ued en­deavor is to pro­vide Fu­tur­is­tic Se­cu­rity In­tel­li­gence to com­put­ers; be it in an En­ter­prise, SMB, or for that mat­ter, Home.

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 5000 crore plus mar­ket for an­tivirus seg­ment which in­cludes the SOHO, SMB and en­ter­prise seg­ments and is grow­ing at CAGR 12-13%.The in­crease of mo­bile de­vices fur­ther in­creas­ing the scope of growth by man­i­fold. With cur­rent in­ter­net pop­u­la­tion of more than 350 mil­lion In­dia is 4 times larger than US mar­ket, how­ever with only less than 20% in­ter­net users and among the se­cu­rity prod­uct users the pen­e­tra­tion re­mains closer 20% for paid se­cu­rity users.

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

The num­ber of in­ter­net users in In­dia grows ev­ery year so emi­nence of an­tivirus prod­ucts is in de­mand. IT se­cu­rity needs of IT users be­long­ing to var­i­ous seg­ments and ver­ti­cals are grow­ing rapidly. These so­lu­tions of­fer com­pre­hen­sive pro­tec­tion against evolv­ing IT se­cu­rity threats for en­ter­prise, SMB, as well as home user seg­ments.

The in­ter­net prac­tice has be­come very es­sen­tial in day to day life. How­ever, in­flated us­age also brings with it the dou­ble edged risk of in­fect­ing the com­puter sys­tem with var­i­ous kinds of mal­ware, ir­repara­bly detri­men­tal to the sys­tem. A mal­ware is a pro­gram, which gets loaded in a com­puter through the in­ter­net or in­fected discs. A com­puter virus is a man-made pro­gram and has the ten­dency to repli­cate it­self. There­fore, an­tivirus soft­ware is used to fight such viruses. It de­tects, pre­vents and re­moves viruses caused by a ma­li­cious pro­gram.

The an­a­lysts fore­cast that the Global An­tivirus Soft­ware Pack­age mar­ket to grow at a CAGR of 10.88 per­cent over the pe­riod 2013-2018.

e-scan to­tal mar­ket share to­gether would be ap­prox­i­mately 7-8% 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 at 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 in­formed, “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.”

In­dia based Datalink In­dus­trial Cor­po­ra­tion es­tab­lished in 1988, are not into En­ter­prise An­tivirus ver­sion right now but they are work­ing on it and will launch the same in near fu­ture. Talk­ing about con­sumer busi­ness, they al­ready launched di­rect part­ner­ship pro­gram pan In­dia so that the re­tailer/dis­trib­u­tor can di­rectly reach with them. With that pro­gram, Prodot made good part­ners as their dis­trib­u­tors for an­tivirus and keep work­ing on it.

Talk­ing about their prod­uct port­fo­lio, Com­pany has a lat­est prod­uct ProDot Max­i­mum Se­cu­rity. It The main util­i­ties of this prod­uct are Parental Con­trols, Sys­tem Cleaner, File Shred­der, Du­pli­cate File Finder, Task Man­ager, Vir­tual Key­board, Pass­word Man­ager, Start-up Man­ager, Res­cue Disk etc.

Pramod Ra­j­pal, Founder and MD, Datalink In­dus­try, (Prodot) quips, “The num­ber of in­ter­net users in In­dia grows ev­ery year so qual­ity an­tivirus prod­ucts are in de­mand. These an­tiviruses’ pro­vide com­pre­hen­sive pro­tec­tion against evolv­ing IT se­cu­rity threats for en­ter­prise as well as home user seg­ments, for var­i­ous plat­forms such as Win­dows, Mac­in­tosh, Linux, and An­droid. Ini­tially an­tivirus com­pany en­tered In­dian mar­ket with con­sumer re­tail prod­ucts though their main fo­cus is en­ter­prise seg­ment and then moved to­wards the smart­phone mar­ket which showed ex­po­nen­tial growth. ProDot Max­i­mum Se­cu­rity is most trusted an­tivirus soft­ware work­ing “be­hind the screen” with best de­fense mech­a­nism.

In­dia is among the top in­ter­net users now, and great op­por­tu­ni­ties are emerg­ing. Com­pe­ti­tion is good, ven­dors will strive to make their prod­ucts bet­ter and make bet­ter chan­nel poli­cies and will con­tin­u­ously work on the emerg­ing threats, whether it be cy­ber threats or busi­ness threats.

Talk­ing about their chan­nel Strat­egy, Prodot have sim­ple and strong Chan­nel ecosys­tem. They have a large dis­tri­bu­tion net­work com­pris­ing of 18 branch of­fices in dif­fer­ent states, with more than 600 dis­trib­u­tors and 12,000 plus re­tail­ers across the coun­try. This strong dis­tri­bu­tion chan­nel makes their prod­uct eas­ily ac­ces­si­ble by end-users.


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 a rev­enue of 8000cr in se­cu­rity mar­ket. Their PC se­cu­rity mar­ket share is 800cr.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 on­estop 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.

Ab­hi­jeet Su­mant, Man­ager, Brand­ing and Pro­mo­tion, Quick Heal said, “We are the 30% mar­ket share holder in terms of an­tivirus seg­ment. We are mar­ket leader 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, 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”, Ab­hi­jeet 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.

The in­creas­ing com­plex­ity of at­tacks and the no­tice­ably grow­ing risk sce­nario re­quires so­lu­tions that can de­tect and pre­vent. This de­mand for tech­nol­ogy doesn’t come cheap. In­ter­net of Things is an­other rea­son for sky­rock­et­ing prices of the se­cu­rity prod­ucts. The avail­abil­ity of open­source an­tivirus soft­ware poses a chal­lenge to the growth of this mar­ket. The other rea­sons be­ing rapidly chang­ing cus­tomer re­quire­ments and in­creased cut throath com­pe­ti­tion among ven­dors that makes it im­pos­si­ble to en­gage in pre­mium pric­ing but on the other hand also makes the avail­abil­ity of se­cu­rity so­lu­tions to cus­tomers at lower costs.

The over­all anti-virus mar­ket in In­dia is wit­ness­ing con­stant growth and it will only con­tinue. To­day, In­ter­net is in­creas­ingly be­com­ing an in­te­gral part of our lives, be it per­sonal or pro­fes­sional; ed­u­ca­tion, en­ter­tain­ment, and work. IT users con­tinue to in­crease the time spent on­line us­ing wide range of dig­i­tal de­vices such as Smart­phones, lap­tops, Tablets, to name a few that has led to a new con­duit for cy­ber threats that are more so­phis­ti­cated and tar­geted caus­ing ir­repara­ble dam­age to dig­i­tal de­vices, the in­for­ma­tion stored in them as well as the net­works. The need to pro­tect net­works and all re­lated dig­i­tal de­vices in it from evolv­ing cy­ber se­cu­rity threats has led to an in­crease in the de­mand of IT se­cu­rity soft­ware.

There is a need for ef­fec­tive Data Loss Preven­tion soft­ware on each end­point, gate­way, and email server to pre­vent data ex­fil­tra­tion. Ad­di­tion­ally, Ad­vanced threat pro­tec­tion is of prime im­por­tance as they fa­cil­i­tate or­ga­ni­za­tions to un­cover, pri­or­i­tize and re­me­di­ate ad­vanced threats in the complex threat land­scape. Backed by the smart­phone boom in the coun­try, mo­bile de­vices will con­tinue to be at­trac­tive tar­gets for cy­ber at­tack­ers ow­ing to all the per­sonal, con­fi­den­tial in­for­ma­tion they store and the ever switched-on mode. As more and more en­ter­prises jump on to the BYOD and mo­bil­ity band­wagon, mo­bile se­cu­rity and Man­aged Se­cu­rity Ser­vices has be­come crit­i­cal for round-the-clock mon­i­tor­ing and man­age­ment.


Nilesh Jain, Coun­try Sales Di­rec­tor - Trend Mi­cro (In­dia & SAARC)

Su­nil Sharma, VP, Sale, In­dia and SAARC, Sophos

Altaf Halde, Man­ag­ing Di­rec­tor (South Asia) Kasper­sky Lab, In­dia

Shrikant Shi­tole, Ma­gaing Di­rec­tor, In­dia, Syman­tec

Amit Nath (Head of Asia Pa­cific (Corpo- rate Busi­ness) In­dia & SAARC – F-Se­cure

Ritesh Cho­pra, Coun- try Man­ager, In­dia, Nor­ton by Syman­tec

Ab­hi­jeet Su­mant, Man­ager, Brand­ing and Pro­mo­tion, Quick Heal

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