ChannelWorld.in, Strategic insights for solution providers

Surange: Most partners sell hardware in boxes and some sell solutions. The Security market in India is mostly and vaguely understood as selling only firewalls or anti-viruses. Compliance is now mandated by most end-clients including BPOs. With IT act slowly coming into force, most companies need compliance. Therefore, there are huge benefits for partners selling Compliance related offerings. For partners, our Managed Compliance Provider (MCP) channel program will increase their revenue at a large scale and importantly it will be an annuity income. Compliance is a niche market which can be well utilized for earning profits.

Surange: In Indian market there are not many compliance providers. Being  a provider in Cloud-based information security and IT-GRC management solutions, we are helping the channel partners to scale up to their level of handling the compliance service .We work mainly with Process Consultants and Infrastructure Solution Providers, as they can become MCPs. Most SMBs do not have much in-house expertise and therefore approach Process Consultants. For us, these partners with a strong customer base enter into a joint venture and thereby carry forward the product to a success route.

Surange: Most security products are expensive and many vendors have a direct approach to end customer. We have a mass market as we are targeting SMB sector also and therefore we are not approaching any company directly. We will employ partners for selling SecureGRC which is world’s first truly integrated IT compliance and security solution.The product is also hosted on the cloud and we will upgrade the products anytime when necessary. Moreover, there is a lot of interest in the market for SecureGRC since launch particularly in BFSI and IT verticals. We are building our network across large metros of Mumbai, Delhi, Pune, Chennai, Hyderabad and Bangalore. The highest demand from BFSI, KPO/BPO lies here and therefore channel partners from those sectors are largely preferred.

Surange: For MCPs, we are more interested to work with Processed Consultants and VARs. We are looking for VARs into security business or Infrastructure management solutions. We are contemplating to align with SIs. It is not the question of limitation of choice, but the factor of suitability. How suitable the partner is and how fast can he scale up to the competency level is what we are mainly looking at.

Surange: Partners should be moving into new areas and diversify their field of work. There is a short term and long term profit for the channels while dealing with SecureGRC. The demand is there with the customers, now it is up to the channels to leverage the demand.

SecureGRC holds the future for channel partners in a big way and I would suggest the partners to work with us and increase their revenue.