‘Our jour­ney till date in In­dia has been pro­duc­tive and sat­is­fy­ing’

Voice&Data - - NEWS AND VIEWS - Se­nior re­gional di­rec­tor, Saarc, Fortinet Ranjeeta Bhat­tachar­jee

How has Fortinet’s jour­ney been in In­dia so far?

Fortinet gen­er­ated $433.6 mn rev­enue and 34% year-over-year growth in 2011 and has been cash flow pos­i­tive for more than six years. In 11 years, Fortinet has be­come a lead­ing provider of net­work se­cu­rity ap­pli­ances. We are a 100% se­cu­rity fo­cused ven­dor and we continue to make very large in­vest­ments in R&D (our cu­mu­la­tive in­vest­ment was $273 mn at the end of 2011) to pro­vide a com­plete port­fo­lio of prod­ucts and ser­vices to en­able or­ga­ni­za­tions with end-to-end IT se­cu­rity (be­yond net­work se­cu­rity, to in­clude data se­cu­rity, wire­less se­cu­rity, ap­pli­ca­tion se­cu­rity, etc.).

Our ul­ti­mate ob­jec­tive is to be or­ga­ni­za­tions’ best part­ner for IT se­cu­rity. In 2009, we gen­er­ated an an­nual rev­enue of $252.1 mn, fol­lowed by $324.7 mn in 2010 and $433.6 mn in 2011, thus show­ing our con­tin­ued growth and de­vel­op­ment.

Tell us about the lat­est developmen­ts in Fortinet?

Last year, we also an­nounced our part­ner­ship with Sify Tech­nolo­gies, a leader in en­ter­prise net­work and data cen­ter ser­vices, to en­able the lat­ter to roll out an on-de­mand se­cu­rity so­lu­tion to their cloud com­put­ing cus­tomers and its Clean Con­nect ser­vice. The ser­vices are de­signed to guar­an­tee se­cure band­width and clean con­nec­tiv­ity to their en­ter­prise cus­tomers. Fortinet’s end-to-end vir­tu­al­iza­tion func­tion­al­ity, avail­able on the For­tiGate in­te­grated multi-threat se­cu­rity plat­forms, en­ables Sify to pro­vi­sion se­cu­rity re­sources, on-de­mand, from a shared ap­pli­ance while pro­vid­ing an un­matched range of se­cu­rity ser­vices quickly and eas­ily to its cus­tomers.

How was Fortinet’s per­for­mance in the last fis­cal and what are your ex­pec­ta­tions in this fi­nan­cial year?

Fortinet has main­tained its #1 po­si­tion in the UTM ven­dor space for last 4 years and the #4 po­si­tion in the over­all se­cu­rity ap­pli­ance mar­ket for 2011, ac­cord­ing to IDC. Fortinet reg­is­tered the high­est growth rate (56%) in In­dia. One stand-out deal in In­dia last year was a win with a gov­ern­ment division that pro­vides IT so­lu­tions and com­mu­ni­ca­tion in­fra­struc­ture to all lo­cal gov­ern­ment or­ga­ni­za­tions. Nu­mer­ous Fortinet high-end and mid-range For­tiGate ap­pli­ances were pur­chased in this UTM de­ploy­ment.

In FY 2011-12, we have also built up two strong ver­ti­cal prac­tices—telco and gov­ern­ment—fol­low­ing the adoption of a ver­ti­cal sales strat­egy ap­proach, which in­cluded the hir­ing of two se­nior in­dus­try spe­cial­ists. Digvi­jaysinh Chu­dasama was ap­pointed as sales di­rec­tor in charge of the Gov­ern­ment and De­fence ver­ti­cals. Sau­rabh Cho­pra was made sales di­rec­tor in charge of the Tele­com ver­ti­cal. These two ver­ti­cals rep­re­sent strong busi­ness op­por­tu­nity with the in­creased pres­sure on reg­u­la­tions on one hand and the ad­vent of 3G and Wimax tech­nolo­gies on the other.


Vishak Ra­man


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