“We Are Committed to Being 100% Channel-Focused in Our Organization”

“We Are Committed to Being 100% Channel-Focused in Our Organization”

The cybersecurity landscape in the country is undergoing rapid evolution, with malicious campaigns increasingly targeting organizations on a larger scale. As cyber threats continue to grow in complexity and frequency, it is crucial for businesses to stay informed and proactive in their approach to cybersecurity. Kaspersky's latest cybersecurity report sheds light on cybersecurity trends and offers insights into how organizations can mitigate the cyber risks. Rajeev Ranjan, Editor, Digital Terminal, recently had an exclusive interaction with Jaydeep Singh, General Manager-India, Kaspersky. In this conversation, Jaydeep Singh shared his views on the current cybersecurity landscape and provided deep insights into Kaspersky's plans for the Indian market.

Rajeev: Please tell about your latest cybersecurity report on the Indian market.

Jaydeep: Kaspersky operates the Kaspersky Security Network, a portal where we collect and analyze data from numerous users. We use this data to create reports in collaboration with our global research team. These reports focus on the trajectory of cyber threats in India, including APAC region. We publish this information for our partners and the wider ecosystem. This report reflects our observations over the past year, during which we have seen a significant increase in the number of attacks year on year. The direction and velocity of these attacks have also increased notably. While we have traditionally seen attacks on IT systems, we are now witnessing attacks on the entire environment.

Rajeev: Please shed some light on your business in India.

Jaydeep: Kaspersky is making significant investments in India. This year, we have increased our overall team in India by at least around 80% year on year. These investments extend beyond business to include training for sales and channel partners. We have initiated the first internship program in the country, aiming to encourage students from various spectrums to participate. From an engagement perspective, we aim to be the preferred choice for enterprises, mid-market, and large enterprises for their cybersecurity requirements. We also seek to educate the student community and academia on the basics of cybersecurity. We believe there is great potential in India, and this aligns with Kaspersky's commitment to grow its business in the country.

Rajeev: How do you look at the impact of Generative AI in cybersecurity landscape?

Jaydeep: Generative AI is a tool that can be used in both malicious and constructive ways. It's a cat-and-mouse game in the ecosystem, where corporates and individuals need to have the best protocols, updated software patches, and well-trained employees to be well-covered against most threats. However, despite having the best processes and technology, there is still a possibility of being impacted. We suggest that corporates have an incident response protocol or service in place. Some companies in India have contracted us for these services, preparing for worst-case scenarios in case they get impacted.

Rajeev: How do you protect your customers from various kind of cyber threats?

Jaydeep: Our Kaspersky Security Network (KSN) gathers anonymized data from various sources worldwide. Customers, including those in retail, manufacturing, or business sectors, can voluntarily participate in the KSM Network by providing anonymized data. This enriches the KSM Network. They can also subscribe to services from KSM. It's a mutual collaboration option open to customers and even non-customers who want to provide information to us.

Rajeev: Which are the key products that are gaining increased traction?

Jaydeep: Firstly, there is a growing interest in OT security, particularly in networks and nodes. Kaspersky is among the few OEMs globally that provide solutions for protecting both the network and the nodes. We have customers for OT Security and ICS TI feeds in the country, indicating significant traction in this area.

Secondly, there is increasing interest in services such as compromise assessment and incident response protocols. Some organizations may not use Kaspersky products but are interested in leveraging Kaspersky Services as a safeguard against threats that may not be visible in their current environments. Lastly, there is a lot of interest in our XDR platform, which we have semi-launched. This platform includes the underlying SIEM solution from Kaspersky. These are the three areas where we are seeing significant traction in the market.

Rajeev: How are you strengthening the channel ecosystem?

Jaydeep: We are committed to being 100% channel-focused in our organization, directing all our businesses through the channel. This year, we have undertaken several initiatives, the most important of which is the implementation of a managed partner program in the country. This program provides a direct touchpoint with our partners, offering training, enablement processes, and incentives for certifications on our product lines and services. This approach has resulted in significant traction with our partners.

Another key initiative is leveraging some of our Enterprise Distributors to reach tier 2 and tier 3 markets. We have already participated with them in programs in Chennai and Delhi NCR for a product called the IoT Secure Gateway. This product is based on the Kaspersky operating system platform, which is an immutable OS platform. We are investing heavily in enablement and training, including hands-on training for our partners.

Rajeev: What is your message to your channel partners for next phase of growth?

Jaydeep: We are a 100% channel organization. Partners who are integrating or deploying specific point products from our competition can consider services from Kaspersky. These services include threat intelligence feeds, compromise assessment solutions, and incident response solutions, which can fill the gaps in their portfolio. We look forward to engaging with partners who are heavily interested in Kaspersky. We are gradually transitioning to a platform story, covering all elements of products and services for partners in the cybersecurity arena. When they deliver to their end customers, we aim to provide a comprehensive solution. Stay with us, and I believe we will gain significant traction in the next 12 to 24 months.

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