Cyberoam addresses SoHo with CR15i
Does the SoHo, or even RoBo sector really have the mindset to implement UTM, even though it is affordable?
It is widely accepted that every new product offering in the market has to undergo the litmus test of a brand-positioning exercise, through which business benefits of the product have to be communicated to the target audience. For UTM appliance providers and channel partners, the SoHo/RoBo sector is currently an untapped market segment, and they may need to provide initial education for the end-user who up till now, was quite satisfied with desktop security.
All said and done, our studies have shown that there are compelling reasons why Cyberoam’s affordable UTM solution will find a ready positioning in the mindset of potential buyers. The worst assumption that could be made about small offices is that their security needs are not as important as that of SMBs and large enterprises – nothing could be further from the truth. Small offices are as much at risk from gateway-level security threats, if not more, as their bigger counterparts. Being largely unaware of the potential dangers of relying on desktop solutions alone and ignoring gateway security, these organizations are at a high risk from blended threats that include malware, viruses, spam, phishing and pharming attacks.
The beauty of Cyberoam’s small-office solution, CR15i, lies in the fact that it has significantly managed to bridge the price gap when it comes to providing enterprise-class security features for budget users – CR15i is a highly-profitable, security solution which significantly translates into higher RoI for small offices, especially when you take into account the long-term cost/productivity losses due to virus and malware attacks, PC slowdowns due to spyware, huge Internet bills because of bandwidth abuse and identity thefts by hackers.
By stopping viruses, malware and hackers at the Internet gateway itself, Cyberoam CR15i effectively keeps these networks secure with its comprehensive set of security features that include everything under the Sun – Stateful Inspection Firewall, VPN, Gateway Anti-Virus/Anti-Spyware, Gateway Anti-Spam, Intrusion Prevention System, Content & Application Filtering, Bandwidth Management, Multi-Link Management and On-appliance Reporting – all at the unbeatable price of a low-end laptop.
In summary, we foresee a very good reception for Cyberoam UTM products as it hits the SoHo/RoBo market.
What is the realistic market potential you see in India for CR15i?
As mentioned earlier, despite the need for our channel partners to spare some initial efforts in educating the end-user on a comprehensive UTM solution, we have an optimistic view of the kind of reception we should expect for CR15i in the Indian market. In terms of volumes, small offices constitute a sizeable chunk of businesses in India. So, what we are talking of here is a huge, untapped market segment yet to be taken advantage of.
The business needs of small office-owners is not much different from those of SMBs and large enterprises. So, security does figure highly among their priorities. There is a lot of curiosity on Cyberoam products among this segment, as seen in our previous promotional campaigns where a lot of small business-owners evinced an interest in UTM solutions, but at that time, Cyberoam did not have a low-end product to cater to their business needs. This is no longer the case now.
Is it only for the Indian market or it has some global outlook also?
The CR15i launch by Cyberoam has a firm global outlook, with its eyes on the small office security segment that specifically caters to the business requirements of small offices, worldwide.
What is the exact price of CR15i?
CR15i is available at the price of a low-end laptop, which is around Rs.30,000/- – Rs.35,000/-.
How many users can it support and how can it be managed?
CR15i has been built to support at a stretch, maximum 25 users. All security features on CR15i can be easily managed from a single dashboard with Web GUI interface. Also, user manuals have been provided. The plug-n-play ensures that controlling CR15i device is not different from controlling a Television Set, a DVD player or just about any other electronic equipment, which means even a non-technical person can easily manage the appliance.
Technically, a SoHo customer uses the third-party server located at a remote location, where will you integrate CR15i?
CR15i can be quite easily integrated wherever the office network nodes have been established. Wherever there is an Internet end-point, we can have a Cyberoam user.
What about scalability, when the business grows so does the number of employees?
Cyberoam has several higher-end security solutions that cater to differing numbers of parallel Internet users in an organization. It will be reasonable to suggest that, as small offices grow in size and complexity, they will be required to upgrade themselves to higher-end solutions, as per their needs.
It is absolutely beneficial for the channel partners as they can create a running business opportunity for them, so what kind of marketing sales help would you be extending to them?
Cyberoam is expanding a lot, geographically across different locations and has different business opportunities for different partners, based on their unique market situations. The resources our partners can bank on include sales and pre-sales personnel to focus on profitable market segments as well as engineers/technical trainers who enable partners to gain technical knowledge about the product. We are also conducting training programs for technical persons of partners, as well as engineers associated with the network security domain through our CCNSP training courses. This gives partners as well as our clients easy availability of network professionals who can help them make maximum benefits out of Cyberoam features.
Will you be launching any incentive programme for the channel or for the customers?
At present, Cyberoam has bulk-buy benefits for partners who market Cyberoam products.
Do you have any competition in this space?
While not negating the importance of Competition, Cyberoam’s CR15i product has the best price/performance ratios in industry. Cyberoam has the one of the best suite of complete security features at this price point, that gives us a significant edge over competition– Stateful Inspection Firewall, VPN, Gateway Anti-Virus/Anti-Spyware, Gateway Anti-Spam, Intrusion Prevention System, Content & Application Filtering, Bandwidth Management, Multi-Link Management and On-appliance Reporting. Also Cyberoam is only UTM in the world with Identity Based Firewall that tracks the user not just by IP addresses but also, the user name.