With rapid innovations in technology, cyber threats are also evolving although security brands are closely working on to provide highly secured and advance solutions accordingly. It is very difficult to forecast the upcoming security and trends but larger organisations stay alert and active to counter such unprecedented threats. To dig out deep information from the perspective of a leading security solution brand, DT interacted with Mr. Altaf Halde, Managing Director of Kaspersky Lab (South Asia). He shared certain important information along with addressing challenges for this industry and their strategies.
DT: How is the current Cybersecurity Solution Market in India?
Mr. Altaf Halde: The fast paced growth of Indian IT industry is accredited to a host of factors including growing users of technology in tier 3 & tier 4 cities, rising disposable income and more importantly the various government initiatives Digital India and e-Governance.The adoption of e-commerce platform will be a big game changer across enterprises and consumers from a technology point of view. Smart Cities is the big area of opportunity for technology companies as part of Digital India. Building out the infrastructure, getting various departments online, providing a host of services to citizens, all hold out significant potential for technology companies to work closely with the government.As commerce and banking go online and mobile, the threat of data leaks and hacks will only increase. In the recent we have witnessed how frequent these cyber security attacks are.
DT: How do you sell your Security Solutions in this market? How strong is your channel network in India?
Mr. Altaf Halde: The channel servicing the business segments of Consumer, SMB & Enterprise are very well segregated within the company framework. The need / requirement for each of these partners are different to each other. When it comes to consumer business, the channel wants schemes as well as help to sell out the products to the end customer. Whereas when it comes to Enterprise, the channels need very specialised handholding and expert level of service. We have a strong partner portal for our b2b business partners. We at Kaspersky Lab, have implemented the channel strategy based on the category of the partners.
DT: What are the key factors which help you to grow in this market? How do you motivate your channel partners?
Mr. Altaf Halde: We have undertaken many initiatives based on the channel business segment. We regularly conduct schemes for our B2C channels. For our B2B channel partners we have Kaspersky Sales Army & Kaspersky Support Army. After approval from the owners of the respective channel companies, we allow sales, presales and technical team members to get enrolled in the respective Army. Once they enrol, they get incentives for every certification, POC’s conducted, sales done etc. We have seen this as very important part of incentivising our partners. This stems from the fact that we want not only the partner organisations to benefit but also the foot soldiers who actually sell & support our solutions in the market place.
DT: How do you educate your partners? What are the upcoming channel awareness plan?
Mr. Altaf Halde: We at Kaspersky Lab believe that the security is not a destination but, it’s a journey. In today’s world the cyber threats landscape is changing every minute. It is very natural that leading IT Security providers like Kaspersky, come out with new technologies and solutions to counter this growing menace. This in turn means that the partners who promote our solutions as well as support our customers are aware of these new technologies. We have a very strong content training portal that offers online training and certification for our partners. Along with the online resources, we also conduct regular in-classroom trainings for our partners to get them scaled up to addressing the market.