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McAfee Reveals India Strategy for Network Security Market

By Yogesh Gupta Tue, Jun 09, 2009

McAfee has announced its intentions to foray into the network security market, currently dominated by players such as Cisco, Juniper and Symantec, amongst others. After its acquisition of Secure Computing late last year, the security vendor now says it has a formidable platform of security products.

Kartik Shahani, Regional Director, India & SAARC, McAfee said, “We did have gateway products but did not have firewall built-in gateways and other network security products. With Secure Computing filling this gap, there is a huge business opportunity in the network security space.”

“Secure Computing, though a competent vendor in network security in India, had a limited reach. McAfee’s wide channel base, backed by its support infrastructure, will be beneficial for both the companies,” Shahani added.

According to industry analysts, the network security appliance market is growing at a CAGR of about 14.5 percent worldwide. However, McAfee feels that the rate would be much higher for India given that egovernance, banks and telcos are increasingly adopting network security infrastructure.

McAfee’s portfolio reportedly addresses major blocks of the network security market which includes Unified Management & Threat Intelligence, Total Protection for network and Total Protection for gateway.  “Worldwide compliances are driving enterprises to consider a holistic approach towards security. McAfee’s ePolicy Orchestrator offers an open architecture platform, allowing various vendors to leverage their offerings to the same enterprise customer,” said Shahani.

On the go-to-market strategy, Shahani informed that with most channel partners (including distributors) being common for both Secure Computing and McAfee in India, channels would no longer need to offer separate proposals for security and network security. In effect, partners could now offer an extended bouquet of products with a single quotation.

When asked whether McAfee would consider adding partners of Cisco, Juniper and other similar companies Shahani replied, “Most solution providers offer various brands anyways. Rather than we chasing channels, I think competent partners would gauge our strength in this emerging space and align with us.”

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