ESET is one of the leading cybersecurity solutions providers and has developed cutting-edge security solutions to protect all size of organizations. The company has strengthened its market penetration with the support of their key channel partners in India in recent times. Successful leadership from Parvinder Walia, President - Asia Pacific and Japan, ESET has helped the brand grow rapidly. In a recent chat with DT, he spoke about performance in APAC market, current growth momentum, and channel plans.
DT: Please share Overall Performance in Year 2022
Parvinder: India is one of the fastest growing markets in APAC for ESET. We registered a strong double-digit growth within the country in the first half of 2022 compared to 2021, made possible by the unwavering support from our channel partners and customers. We hope to continue leveraging ESET’s unique technologies to strengthen digital security for our customers.
DT: Please share target revenue or growth target to achieve by the end of 2022-23.
Parvinder: One of the key focus areas for ESET in the coming year is to maintain our growth momentum in H2 2022. Our growth outlook is supported by several tailwinds that drive ESET’s growth in the long run, including significant investments in R&D to ensure our solutions are effective in protecting customers against cyberthreats. With the rise of cyberattacks, businesses in India are ramping up their cybersecurity spending. According to the Data Security Council of India (DSCI), India’s cybersecurity industry nearly doubled in size amid the pandemic. To expand our digital security capabilities, ESET will also be venturing into a new segment as we aim to work with telcos and ISPs in India to provide DNS-level protection to their customers.
DT: What features/vision make your brand better than others?
Parvinder: As the leading digital security vendor based in the European Union, ESET has been at the forefront of digital security innovation for more than three decades. In line with the launch of ESET’s Progress. Protected. campaign this year, we reaffirm our commitment to protect the technology that enables progress in an increasingly complex world. Driven by support from our customers and channel partners, we develop effective and efficient products that cater to unique customer needs.
With demand for cloud-based security solutions expected to grow, ESET’s cloud-first strategy allows us to stay ahead of the curve. We have introduced various cloud-enabled business and consumer products such as ESET Inspect, which offers powerful threat detection and response for protection beyond the endpoint, and ESET Home, which allows users to manage their licenses and monitor their child’s online activities and screen time over the cloud.
ESET is trusted by some of the biggest companies in the world while being consistently recognised as a leader in cybersecurity by partners and industry analysts, including IDC, Canalys, Radicati and Kuppingercole. We will continue to provide our customers with innovative technology that they can rely on to ensure continued progress in the digital age.
DT: How do you take care of channel margins and profitability?
Parvinder: As a channel-focused business, we are dedicated to supporting channel partners at all levels and believe in generous revenue sharing. We focus on three key principles when working with channel partners – ease of doing business, future-proof technology and long-lasting cooperation to ensure that doing business with us will be effortless. Most importantly, we listen to our partners to understand their needs in order to improve what we offer.
DT: Please share a few sales tips for the channel community.
Parvinder: There are two takeaways for the channel community. Firstly, know your customers and understand their needs to provide them with the right solutions. Secondly, build long term relationships with customers to ensure a high satisfaction rate. At ESET, we have high renewal rates – up to 90% in some markets, because customers are highly satisfied with our products and the service they get from our resellers.
