Seclore is in the data security business. While it is understood that bulk of the data today does not sit in the datacenter anymore but it is all over the place, Seclore ensures security of that data which is moving away from the controlled environment.
Seclore has been selling for 3-4 years now in India and a lot of momentum has come in the last 18 months, during which the acceptance of its solutions and obviously the need for the solutions is being established around the globe in around 29 countries. “Our’s is a company incubated out of IIT Bombay and we are really proud to be a part of the Make in India movement. Our Development center is also in Mumbai,†says Amit Malhotra, VP, Sales India, Middle East & Africa – Seclore.
In India Seclore is operational from 3 direct offices in India – Mumbai being the biggest one, Delhi and Bengaluru. It is planning to expand to a total of 8 cities; the expansion to the remaining 5 cities would be purely on the back of its relationship with its channel partners. “We make sure that the expansion has to be fuelled by the good work that the channel has been doing for so many years,†adds Amit.
[Amit Malhotra, VP, Sales India, Middle East & Africa – Seclore shares with VARINDIA on how the Seclore business is shaping up in the country, its expansion plans and about its growing channel landscape -]
In all its offices, Seclore works in a direct relationship with its key customers and also work with its channel organization. “So the head of the channel business is based out of Delhi and a bulk of the channel business is also managed out of Delhi. This particular office is also enhanced for all channel training - sales, pre-sales and implementation. There is also a POC center for channel partners to give them necessary hands-on training on our new solutions,†he explains.
Talking about its channel eco-system, Seclore has a two tiered structure – Value added distributors and resellers. It has appointed 3 distributors – Technobind, Blisstree Solutions and iValue Infosolutions and under them come the resellers. “We have a great relationship with our channel partners. The Channel has been playing a very critical role - the most important being the sheer reach. The Channel always brings in a force multiplier. For instance, with our VADs, we have dedicated people responsible for Seclore business and they in turn work with lot of resellers. With each of the resellers again there are multiple sales people. So this is very central and strategic to our VAR expansion plan,†says Amit. Currently, 40% of its business is happening through channel and 60% is direct. But over the next 18 months Seclore sees much sharper increase in the channel portfolio. The three areas where Seclore focuses its business are – Banking & Finance, Manufacturing and Government & PSUs. “Essentially any customer who puts a value to the data is our potential customer,†sums up Amit.
Samrita Baruah samrita@varindia.com
