Mobility is a reality today due to growing business dependence on real time decision making. Mobility plays a key role in the enterprise world today, to stay relevant and recent for growth. As mobile devices evolve and become popular alternatives to traditional desktop machines, mobile endpoint management is more critical than before. Bring Your Own Device (BYOD) policy has pushed consumerization of technology in enterprises.
The biggest challenge for CISOs today is data security. As most of the data accessed by mobile devices pose higher risk due to data pilferage or theft, it is crucial for CISOs to have direct control over the devices accessing critical data in the enterprise network. Thus, most of the enterprises are establishing detailed security policies to protect internal data and address key areas such as device deployment, configuration and maintenance. Thus the role of security companies like eScan is becoming critical day by day. eScan being one of the leading IT security solution provider has a range of solutions to provide security to various kind of networked IT environments to stand alone systems. Being a pure play IT security player, eScan has been one of the strongest contenders in the enterprise segment with more than 20-25% market share in specific security product and solution. BFSI, Education, IT & ITeS, Manufacturing, Government and healthcare are some of the key segments contributing to major revenue of eScan.
Security companies including you and your competition spend millions of dollars on R&D and innovative products but breaches haven’t halted. Discussing this with SME Channels team, Sunil Kripalani, Senior VP – Global Sales & Marketing, eScan says, “It is true that security companies like us and our competitors spend millions on R&D to keep the security standards high, having said that there are also various propriety software and customized technology too that are used along with known application and OS for business needs, which creates vulnerabilities. Weak deployment of technology could also provide an easy access for hackers or cyber threats to cripple a network. Apart from the above, the hackers also use con to lure unsuspecting users to activate an attack.”
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“We expect this year to be better than last year due to the positive macro sentiments as well as the growing cyber threats.”
Sunil Kripalani
Senior VP – Global Sales & Marketing
eScan
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Being a channel centric organization, eScan has an elaborate and robust channel framework to recognize and reward the partners for their contribution and commitment. eScan also has a comprehensive plan to train and educate about its product, technology and pre-sales for the partner’s sales and technical teams. The company has an extensive channel program, which categorizes partners as Gold, Silver and Bronze level based on their commitment and contribution. Sunil Kripalani shares, “One of the interesting facts to share about managing our distribution network is that we extend lot flexibility to our partners to adopt to their respective local markets, based on the demands. Such as local channel offers etc. which helps them to align and plan accordingly.”
Regarding the changing role of channel Partners with increasing online commerce, Sunil Kriplani opines, “Being a channel centric organization, we have not actively restrained from selling online, but we allow our partner to sell thru these market places and help them with backend support they require from time to time. As online commerce primarily uses the market place model, it is the channel partners again, who are benefiting from selling online. This helps in speed up of sales for the partners, thus increasing repeat purchases.”
Finally
The mobility management solution now opens up a larger market segment for security needs, thus also creating opportunity for partners to up-sale or cross sale to existing clientele as well acquire new customer and increase their business profitability.
