Cyberoam: We Compete Only With Fortinet in the UTM Space | Sunil Sharma | Vice President – Sales, Cyberoam (India & SAARC) | Interviews | ChannelWorld.in

PARTNER HOTLINES

Cyberoam: We Compete Only With Fortinet in the UTM Space

Interviewed on Jul 04, 2012 by Yogesh Gupta

Sunil Sharma, Vice President – Sales, Cyberoam (India & SAARC) speaks on Cyberoam’s UTM, partner strategy, expansion plans and competition in this one-on-one with ChannelWorld.

Sunil Sharma
Sunil Sharma, Vice President – Sales, Cyberoam (India & SAARC) We have connected the dots for enterprise play that will make us stand taller against competition and further help grasp their share in enterprise UTM market.

Interview Questions

Full Interview with Sunil Sharma

CW : Unified threat management (UTM) is fast becoming a commodity. What is the tangible ‘value add’ pitch for a channel partner to its enterprise customer base?

Sharma: In contrast with PCs and servers, there is yet time for UTM to become commodity. Many computer (HP/IBM) partners are still unacquainted about UTMs and most of them are constrained to Anti-Virus. For few vendors, it might be a commodity but definitely not for us at least for next three years.

An enterprise would deploy IPS besides UTM though SMBs were always more receptive to UTMs. But with throughput of 2 Gig and as an individual content filter, UTM can beat any single stand-alone product today. This is an enormous opportunity for partners. Today, information for an enterprise must be on the click of button, which is not possible without a robust security framework. Each IT channel partner, in my opinion, should dabble with information security.

CW : Does that imply that the name of the game for UTM vendors is stay atop technology curve besides price war?

Sharma: There is no doubt that as network grew from megabits to gigabits, customers expect UTM to become technologically advanced. If any UTM player wants to stay relevant or stay alive, they have to constantly innovate.

The need of the hour was ‘Web Access Firewall’ (WAF) introduced recently by Cyberoam. An existing customer can buy this software module that secures their web applications. An enterprise executing transactions through their website is potential for WAF. Other UTM vendors do not offer WAF, however, there are companies focused entirely around it.

CW : What about the adoption of UTM in up-country cities? Where lies the bigger opportunity for partners?

Sharma: From April this year, we have increased the presence from eight locations to twelve in India. We have executives in Kerala, Lucknow, Maharashtra (likeAurangabad, Sangli, Nagpur) and Indore. SMEs with clusters of smaller branch offices in these cities are the ideal market which we should have addressed it earlier. They need lot of education, which we are addressing through series of road shows.

CW : Besides UTM, what can Cyberoam partners sell? What happened to the foray into DLP?

Sharma: We are not focusing on DLP. That third-party product was not a full fledged enterprise class, and hence, did not hold much future.

Enterprise services like WAF, Outbound Spam are part of the overall security portfolio. Partners selling low end UTM should transition to sell entire series or add-on services and modules (available as subscription).

With 2 CCNSE and 4 CCNSP in their team, channel partners can become a platinum partner. With our renewed enterprise push, they can benefit from platinum services around appliance optimization at customer end.  The enhanced portfolio with plethora of services means the increase of opportunity size for partners.

CW : Dell acquired Sonicwall and Sophos bought Astaro. But Cyberoam still fights with half a dozen UTM vendors. With WAF, are you competing with Blue Coat too?

Sharma: Our major objective is ensuring security of our enterprise customers through innovative products. I don’t know if Blue Coat finds itself in a corner due to our foray into WAF.

Today, Cyberoam competes with only Fortinet in India and not with four or five UTM players. With launch of enterprise-class UTMs, the competition will be more direct with Fortinet.

CW : But Cyberoam has struggled to make a mark into the enterprise/large enterprise segment since past few years?

Sharma: Cyberoam first attacked the SME which offered a great potential for UTM. Many enterprise centric vendors are now addressing that segment in India.We introduced high end UTM boxes though the complete series will be available in next couple of months. Cyberoam will however never leave its leadership in SME.

Apart from Ahmedabad, we have a full fledged R&D centre in Bangalore for enterprise-class innovations for the last two years. We have forged alliances with big systems integrators for large projects. We have connected the dots for enterprise play that will make us stand taller against competition and help us grasp their share in enterprise UTM market.

CW : Lastly, what are the immediate priorities for Cyberoam for India in 2012?

Sharma: Education, BFSI and Government are the focused verticals this year. We now have an executive to drive projects across government / defense through different partner sets. We expect 25 percent increase in geographic reach and subsequent number of channel partners (to touch 800+ partners) by fiscal end. We are enabling partner engagement on different levels, for e.g., Educating them to sell beyond 15i to higher UTM models like 1000i or 1500i. If we keep our employees motivated and partners profitable, then business is incidental.

Other Latest Interviews

Latest Videos

Vishal Dhupar: NVIDIA is taking Graphics Virtualization to the next level

Vishal Dhupar, MD - South Asia, NVIDIA, talks cloud GPU, the power of graphics virtualization and how NVIDIA is going to be one of the cornerstones of the smart city pie.

Revisiting Customer Strategy Pays: Ram Kumar R, Gemini Communication

R Ram Kumar, Director of Chennai’s Gemini Communication (GCL), explains at length why an overhaul of GCL’s customer strategy and re-establishing connect were vital in helping the company bounce back.

Praveen Sahai: EMC has Consolidated its Channel Partner Strategy

Praveen Sahai, VP Channels, India & SAARC is upbeat about EMC's 3 P channel strategy

EDITOR'S PICK

Why Flash Storage Will Rule: Analysts

Analysts say flash storage’s enviable speed and performance are stirring up a revolution in the Indian storage market, opening new opportunities for organizations. 

3 steps to digitizing your work for maximum productivity

From the earliest days as a marketing slogan, the elusive concept of the so-called paperless office may finally be taking shape, if anecdotal evidence is anything to go by. A growing number of small businesses and startups, unencumbered by legacy processes, are quietly ditching printouts for an all-digital ecosystem, buoyed by soaring BYOD ownership and growing familiarity with a plethora of cloud services.

Is the information security industry having a midlife crisis?

The information security industry is hot right now, but it's hot because it's failing. The daily announcements about breaches and lost data confirm that criminals are winning the security battle, but how can InfoSec reposition itself in order to win the war?

SLIDESHOWS

The State of the Internet

Akamai's Q1 2015 state of the internet report provides insights into key global statistics including connection speeds, broadband adoption (fixed and mobile networks), and IPv4 exhaustion and IPv6 implementation.

India Software Market on an Upswing

According to IDC, the Indian software market has witnessed consistent growth of 10 percent since the second half of 2014, showing signs of growth and revival. 

7 Jobs Technology Has Replaced

Albert Einstein said once that it has become appallingly obvious that our technology has exceeded our humanity. With every invention of technology some poor soul becomes vulnerable to losing his or her job in some corner of the world. Here are few jobs that will cease to exist soon.

Changing Fortunes of Top Tech Companies

The tech sector has been led by these companies for a long time. But how have they fared over the quarters?

India's Leading VADs

Why Channels Want to Partner With Inflow Technologies

Inflow Technologies’ tie up with 39 vendor companies, an extensive tech portfolio, and a services play, are great value propositions for enterprise channels, says its President and CEO, Byju Pillai.

iValue Creates Real Value for Channels in India

Focused on niche vendor alliances around data, network and app management backed by a robust channel ecosystem marked iValue's success in 2014. What clicked for the seven-year-old VAD?

RAH Infotech Shows Channels the Way Ahead

Mutual trust and long lasting bond with vendor companies and channel partners helps VADs to evolve and succeed in today’s aggressively competitive market. Leveraging competent channel partners and forge niche vendor alliances marks RAH Infotech’s success in 2014.

How Satcom Infotech is Adapting to New Security Landscape

As a leading value added distributor, Satcom Infotech is emerging as an end-to-end security player, helping both customers and partners grow.

How ComGuard Shields Channel Partners

As emerging technologies introduce new threats to the enterprise landscape, they are making channel partners anxious. But VADs like ComGuard are putting their worries to rest. Here's how.

Tech Chat

Collaborating To Outcome Based World: Priyadarshi Mohapatra, Avaya

Priyadarshi Mohapatra, Managing Director, India and SAARC, Avaya, on how IT is transitioning from a keep-the-lights-on role to one that enables customers to deliver results.

The Dawn of the Digital Age: Akhilesh Tuteja, KPMG

The development of digital infrastructure will be a key growth driver for technology and solution providers. 

Paradigm Shift from End-Users to User-First : Parag Arora,Citrix

Parag Arora, Area Vice President and India Head, India Sub-continent, Citrix, says new technologies will force organizations to take a user-first approach in 2015.

Mobile and Cloud Are Gamechangers of the Future: Karan Bajwa, Microsoft

Karan Bajwa, Managing Director, Microsoft India, says, in  2015, organizations will adopt a mobile-first and cloud-first strategy to get ahead of competition.

A Network for the Internet of Everything : Dinesh Malkani,Cisco

Dinesh Malkani, President, India and SAARC, Cisco, talks about IoT and the significant technology transitions in the networking world.

Moving to the Third Platform: Jaideep Mehta, IDC

Cloud and mobility are the two technologies that will fuel the rapid adoption of the third platform in India.

Envisaging a Holistic Security Strategy For 2015: Sanjay Rohatgi,Symantec

Sanjay Rohatgi, President–Sales, Symantec India, says the company has a set of holistic solutions in place to secure organizations from security threats. 

Beating the Bad Guys: Sivarama Krishnan, PwC

Organizations will need to turn inwards to establish robust information security strategies.

Building Capabilities for a Digital Tomorrow: Alok Ohrie,Dell

Alok Ohrie, President and Managing Director, Dell India, on the company’s investments to build end-to-end solutions and delivery capabilities for a digital world.

FAST TRACK

Kamtron Systems

Transitioning towards a service-oriented company will boost our growth, believes Kavita Singhal, director, Kamtron Systems.

TIM Infratech

Delivering ‘best of breed’ technologies to enterprises is key to success, says Monish Chhabria, MD, TIM Infratech

Mudra Electronics

A vendor-agnostic strategy helped us sustain business, says Bharat Shetty, CMD, Mudra Electronics.

Systematix Technologies

Our USP is a customer-friendly approach backed by services, says Akhilesh Khandelwal, Director, Systematix Technologies.

CorporateServe Solutions

Our ability to turnaround complex ERP projects in record time is what gets us customer referral, says Vinay Vohra, Founder & CEO, CorporateServe Solutions.

KernelSphere Technologies

We are emerging as an end-to-end systems integrator, says Vinod Kumar, MD, KernelSphere Technologies.

Uniware Systems

We constantly validate emerging technologies for first-mover advantage, says Vergis K.R., CEO, Uniware Systems.

Astek Networking & Solutions

An innovative approach helps us stay successful, says Ashish Agarwal, CEO, Astek Networking & Solutions.

CSM Technologies

Our approach is backed by innovation and simplicity, says Priyadarshi Nanu Pany, CEO, CSM Technologies.

SOCIAL MEDIA @ CW India
SIGNUP FOR OUR NEWSLETTER

Signup for our newsletter and get regular updates.