At a grand media event, Synology unveiled its groundbreaking ActiveProtect Appliance series, set to transform enterprise data protection across the Middle East and India. In an exclusive conversation with Rajeev Ranjan, Editor of Digital Terminal, Russell Chen, Country Manager – SAARC Region, Synology, shared insights into the company’s ambitious growth strategy, its vision for the Indian market, and its unwavering commitment to delivering integrated and secure solutions tailored to evolving business needs.
Rajeev: What makes your new solutions ideal for the enterprise segment?
Russell: Previously, we have been providing solutions in the market, but with our new products and enhanced features, we are now more confident in penetrating the enterprise segment. The inclusion of advanced capabilities such as the CMS feature, air-gap security, and immutable backup further strengthens our offering. We are extremely excited about these innovations and the opportunities they bring to expand into new markets.
Rajeev: How do your solutions meet the long-term data storage and security needs of the BFSI sector and beyond?
Russell: In the BFSI segment, there is a requirement for on-premise data storage spanning two to three decades, with a strong emphasis on immutability and air-gap features. Compliance with these regulations enables us to expand our presence among BFSI clients in India. However, our solutions are not limited to BFSI alone—they cater to any organization in India that requires robust data protection solutions.
Rajeev: How are you engaging with both SMB and enterprise partners to expand your market reach?
Russell: Currently, we are focusing on SMB partners to help promote our solutions to SMB clients. At the same time, we are also working to establish connections with enterprise-level partners. For example, our key partners include Dell Titanium Partners, HP Titanium Partners, and Gold Partners, who have a deep understanding of our solutions and can effectively deliver them to enterprise-level customers.
Rajeev: How has the response been from your partners towards the new appliance?
Russell: Recently, I visited two of our partners in Delhi, AOPC Network and Team Computers. Both of them were very excited about the new appliance. Not only do these appliances support air gap and immutable features, which their customers are actively requesting, but the pricing structure is also much easier for them to understand. This makes it simpler to engage with a broader range of budget-conscious clients across India.
Rajeev: Could you share your insights on the 15-year journey in India so far under your leadership? How were the performance and growth during the last year?
Russell: We have established a strong foothold in the SMB and NAS segments, and I believe we are a leader in these areas. However, our ambition extends beyond that, as we aim to penetrate the enterprise segment, targeting organizations with over 1,000 or even 10,000 employees. We are confident in our ability to meet their needs. Following the post-COVID-19 recovery, we have witnessed significant growth in the Indian market, and we are optimistic about doubling our revenue in the coming years.
Rajeev: Why should CTOs and CIOs consider your solutions device, and what makes Synology a trusted choice?
Russell: There are two key reasons why decision-makers should consider Synology's solutions. First, we offer integrated hardware and software solutions, which make the deployment and evaluation process much simpler compared to other vendors. Our clients can rely on a single point of contact for any support needs. Second, we provide secure solutions with a dedicated team focused on security (P13) to address any issues and respond within 24 hours. By offering both integrated and secure solutions, we believe Synology is the ideal choice for decision-makers seeking reliable and efficient solutions.
Rajeev: What is your vision for 2025, and how do you plan to support business growth and success?
Russell: In a single phrase, our goal is to become the largest and most profitable cloud platform in the world. This is our target, and we are fully committed to focusing all our efforts to achieve it.
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