SME’s look for UTM solutions

By VARINDIA - 2010-03-23

SME’s look for UTM solutions

What kind of trends you see in the market in India?
The Network Security industry market is seeing a whole lot of trends. SMEs in India are increasingly becoming aware of the importance of IT security and have emerged as the biggest growth drivers of IT security, particularly the UTM market.

There are two distinct trends in the market in the UTM space. The first is the growing number of vendors that are offering products in this space. The second is the increasing number of applications that are being added to UTM security appliances. UTM vendors like Cyberoam are nowadays trying to go beyond traditional network security features by adding new functionality such as,  on appliance SSL-VPN, High Availability, Virtual LAN support, Dynamic Routing, that make the solution more comprehensive and effective in a rapidly evolving threat scenario. Increased mobility of the workforce and the need to provide secure, anywhere and anytime network access to them for organization’s better productivity is thus another trend that impacts   expansion of market. The solution providers have responded with SSL VPN solutions that provide clientless, secure network access to the mobile workforce.

What is the overall market size? What is your market share?
In India alone, the market for UTM appliances in 2009 stood at $42.25 million and is poised to keep growing at a steady CAGR of 35-40% over the next 3-4 years. The market is slated to cross $100 million by 2012.  According to a report by research firm IDC in October 2008, UTM products, which passed the $1 billion mark in market size in 2007, will make up 33.6 percent of the total network security market by 2012.

In India, Cyberoam is the fourth largest UTM vendor with a market share between 10-15%. In some verticals such as education, we have nearly 50% market share. Cyberoam commands a healthy and respectful market share in all security segments. We aim to become a one-stop security solutions player for the diverse business requirements of end customers.

Which are the most popular products selling more in the market?
Cyberoam’s identity based security solution has positioned itself as a brand across all verticals and businesses whether SMBs or Enterprises. Its product range includes the CR range of Identity-based UTM appliances, Cyberoam Central Console, Cyberoam Endpoint Data Protection software suite, Cyberoam SSL VPN and Cyberoam iView - Open Source Logging and Reporting solutions. For catering to the needs of the SME market, Cyberoam has come out with products like CR35ia, CR50ia, CR100ia, CR200i, CR300i.

What is the Partner's role in the deployment of products and Services?
Cyberoam guides partners to add value while delivering security  as Cyberoam invests not only in the development of powerful, integrated solutions that create more value than comparably priced competitor products but also in training them. Cyberoam helps its partners achive and demonstrate competence and gain industry recognition for skills, networking and security as well as in deploying, configuring and managing the Cyberoam CR appliances through its certification programmes viz. Cyberoam Certified Network & Security Professional, CCNSP and Cyberoam Certified Network & Security Expert, CCNSE - for which instructor-led training is provided on demand. CCNSP and CCNSE are thoughtfully designed to increase efficiency in maximizing the benefits of Cyberoam appliances not only for customers and partners, but also for the certified professional’s career.

What kind of margins/ benefits do Partners get? What are their pain points?
Cyberoam partners make more money, more often while selling innovative, integrated security with its unique Identity based solution. Cyberoam partners gain access to a recurring revenue stream through Cyberoam subscription services, which include antivirus/antispyware, antispam, intrusion prevention and web filtering.

Time constraint is one of the major pain points that Cyberoam typically faces in the face of professional challenges.
What are the opportunities for channel partner?

The Cyberoam Reseller Program is suited to help partners develop revenue opportunities and grow profits, providing expertise and resources that customers require. Also, Cyberoam partners gain access to a recurring revenue stream through Cyberoam subscription services. It also helps partners in subscription and service renewal tracking and automation through its 24x7 partner Portal that helps them ensure that customers are continually protected.

How important is after sales service support? How do you provide after sales support?
The key to best approach lies in proving value within the product, services and after-sales support. Global Support Management Centre, GSMC is an in-house support centre that caters to the support needs of Cyberoam customers and partners by providing timely and accurate support at the highest levels of quality and responsiveness.  The technical support centre helps 24x7 to monitor and evaluate calls on technical and quality assurance parameters.

What is the evolution path in the future?
The security industry is increasingly moving to a service model where vendors take painstaking care to ensure the quality and success of their end-user. In such a scenario Cyberoam ensures reseller’s growth and success through education with special focus on partner wise defined marketing activities and exceptional support through its Global Support Management Centre. More so in view of the fact that demand for integrated security is very high.


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