“We would be very ag­gres­sive with our top 10 part­ners in In­dia”

In a con­ver­sa­tion with DQ Chan­nels, Shrenik Bhayani, Gen­eral Man­ager-South Asia speaks about Kasper­sky‘s per­for­mance in In­dia

DQ Channels - - Cover - JY­OTI BHA­GAT jy­otib@cy­ber­me­dia.co.in

HOW KASPER­SKY IS DIF­FER­ENT FROM OTH­ERS?

What we are do­ing is cre­at­ing an en­vi­ron­ment within the or­ga­ni­za­tion in which the fo­cus is around the cus­tomer busi­ness; it fo­cuses around the en­ter­prises &the in­fra­struc­ture busi­ness. Each of the flavors is dif­fer­ent be­cause the mar­ket op­por­tu­nity as well as the en­gage­ment into the mar­ket is very dif­fer­ent. And in terms of con­sumer space I guess we are pretty much a es­tab­lish brand. As per my knowl­edge kasper­sky is the only com­pany which is play­ing a big role in se­cu­rity in­fra­struc­ture. But it takes some times in terms of cus­tomer en­vi­ron­ment. We also have to see what the vern­ablity in the en­vi­ron­ment are and then we pro­pose the right so­lu­tion around them.

WHAT IS THE CON­TRI­BU­TION OF CON­SUMER BUSI­NESS IN IN­DIA FOR KASPER­SKY?

In In­dia at this point time it’s closed to 65 to 70% of con­sumer busi­ness. And the bal­ance is the en­ter­prise busi­ness. The crit­i­cal in­fra­struc­ture busi­ness it­self got launched last year. And cur­rently we are driv­ing 2 POC in In­dia. I can’t name them but we have 2 of them in In­dia. The crit­i­cal in­fra­struc­ture is with the govern­ment’s POC and the 2nd one un­der dis­cus­sion. Here in POC we are talk­ing about large scale power plants. It’s any­thing in larger scale which is get­ting dig­i­tized. And the mo­ment it gets dig­i­tized even­tu­ally means that there is an el­e­ment in cy­ber se­cu­rity as­pects which is in the fo­cus. The 2nd as­pect is the en­ter­prise mar­ket. Where our fo­cus is on anty-tar­geted so­lu­tions and what I mean by that is to­day in the en­ter­prise a lot of peo­ple looks for the point so­lu­tions. So our of­fer­ings to en­ter­prises are not only the prod­uct but it also about ser­vices.

DOES KASPER­SKY PER­FORM­ING A ROLE OF MSP?

We are not an MSP . But we have been part­ner with en­ter­prises who po­ten­tially are MSP’s or wished to be an MSSP which is a man­age se­cu­rity ser­vice provider. A man­age se­cu­rity ser­vice provider will ef­fec­tively come in with their own ser­vice providers and OEM would come in with prod­uct of­fer­ings. Largely there is a short­age of skin set even at the cus­tomer side may be in terms of over­all un­der­stand­ing of se­cu­rity ser­vice se­cu­rity and their own en­vi­ron­ment. So we will part­ner with MSSP we are al­ready in some part­ner­ships.

WHAT WILL BE THE SPE­CIFIC GTM FOR SME’S?

For us ev­ery GTM for SME’s in the coun­try is via chan­nels. For en­ter­prises we will look at larger chan­nels to un­der­stand en­ter­prise busi­ness. But also it should have an un­der­stand­ing of cy­ber se­cu­rity busi­ness and maybe there are po­ten­tial chan­nels who want to in­vest and we will in­vest as well and cre­ate the busi­ness to­gether.

HOW MANY CHAN­NELS PART­NERS ARE THERE?

To­day we have more than thou­sand plus chan­nels in the coun­try and the larger part of this chan­nel are fo­cused around the SME’s. In terms of our en­ter­prise pres­ence we do have 10 -15 chan­nels which do re­ally qual­ity en­ter­prise busi­ness. We are now look­ing at some new chan­nels who is ei­ther as­pir­ing to be an MSP or who are al­ready an MSSP. Over­all we would play very ag­gres­sive with our top 10 player who are a kasper­sky part­ner for very long time. I would on­board 10 to 15 very

WHAT ARE THE ATL AND BTL INI­TIA­TIVES PLANNED?

There is a lot of mar­ket­ing ac­tiv­i­ties. We fea­tured live with our brand cam­paign last month so we have our hoard­ing. Our ads are get­ting played in the ma­jor ra­dio chan­nels and we are pretty much in the metro sta­tion in Mum­bai and Delhi metro as well.

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