“Cyber Security Market Grew Manifold”

“Cyber Security Market Grew Manifold”

Sophos is 100% channel-driven company that increased its reach in the Indian market and grabbed more market share. Kuldeep Raina, Country Manager, India & SAARC, Sophos. The company looks ahead positively and plans to reach out to tier 2, 3 and 4 markets in India.

Q.How do you rate the year 2014 for your company?

A.From business point of view, FY 2014 was better than the previous year for two major reasons. One due to increasing awareness by the businesses, the adoption of cyber security solutions increased manifold. Two we have significantly increased our market share and revenues over the previous financial year, through a tight strategy, focusing on close channel partner relationships and serving the needs of pragmatic enterprise and the often under-served mid-market. This enabled us to double our customer base in India & SARC.

Q.In what ways did the channel help you steer your business forward?

A.As you are aware that our approach is 100 per cent partner oriented, therefore, all our business numbers were through our partners. Our philosophy is to work with our partners as a team and extend them the support, enablement, and tools required to achieve our shared business objectives. Without our partners our business would not be able to deliver to our customers across India. Feedback and a shared business strategy underpin our successful channel relationships.

Q.What will be your go-to-market strategy in 2015? How different would it be from 2014?

A.There is no doubt that businesses in mid market segment are adopting cyber security solutions mainly due to the fact they have very small teams to handle the IT threat landscape. There an opportunity there and we have already taken certain initiatives to address this market. Also we would be expanding our reach in Tier 2 & 3 cities. While doing this we would also be enhancing our engagement with System Integrators (SI’s) to connect with potential customers we have not been able to address so far.

Q.Why should your channel partners feel motivated? What is your message to the channel community?

A.Sophos is 100% channel-focused, we don't sell direct. This is not going to change. Our brand promise is "Simple", this carries across in the simplicity of our products, how they integrate and the ease with which our customers can manage their IT security. We work hard to ensure this extends to making it 'simple' for our partners to do business with us.

We offer endpoint security, encryption, Unified Threat Management solutions, email security, web security and Mobile Device Management solutions. All these solutions coming from one vendor with ease of manageability add lots of value for partners and our shared customers.

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