F-Secure shuts direct B2B office, changes GTM in India

F-Secure closing its B2B sales ops in India involves a new GTM that includes corporate resellers and partners supported by security vendor’s regional sales teams.

F-Secure_shuts_direct_B2B_office,_changes_GTM_in_India.jpg

F-Secure has shut its direct office for corporate business (B2B) operations in India. 

With its cybersecurity products and solutions for B2B business, Helsinki-headquartered security vendor F-Secure had a well-entrenched ecosystem of distributors and channel ecosystems (resellers, security VARs and SIs) - selling to SMBs and enterprises across India.

However, from March 2019 onwards, F-Secure has changed its GTM model for India.

“We will focus on business through our corporate resellers and partners who deliver F-Secure’s corporate cybersecurity products and services. They will be supported by our regional sales team that serves partners and customers worldwide. As a result, F-Secure has started closing its local B2B sales operations in India end of March 2019,” the company said in an official statement provided exclusively to IDG India. 

“We will focus on business through our corporate resellers and partners who deliver F-Secure’s corporate cybersecurity products and services supported by our regional sales team that serves partners and customers worldwide. As a result, F-Secure has started closing its local B2B sales operations in India end of March 2019.”

F-Secure's Official Statement

F-Secure India team for B2B business managed different functions such as sales, logistics, channels and marketing. But now, there will be no local team as India ops will be remotely managed by the vendor’s regional team.

“Changing business priorities in the marketplace and a desire to serve our customers in a more cost-effective fashion is mandating that we change our business model in India. Cybersecurity is a fast moving, dynamic market with partners and customers who demand a range of expertise,” the statement mentioned.  

With the change in business operations, F-Secure aims to provide its products and technology more effectively, as well as offer a wider set of cybersecurity services in the Indian market, according to the F-Secure statement. 

There was proper communication and timely heads up to the staff, channel partners and other stakeholders in February and March this year from F-Secure top management on the change in business model, according to reports. 

It was not an abrupt shutdown of local B2B sales ops and hence it was a smooth shift of business model and associated tweaks for the new phase of India operations for F-Secure. 

However, the new business model has surprised several industry stakeholders and the partner community because India seemed to be emerging as a good business market for F-Secure and its channel partners, especially in the past couple of years.

As of now, Rahul Kumar continues to be India leader for F-Secure. He was appointed as new Country Manager for India & SAARC at F-Secure in October 2018.

F-Secure's statement to IDG India emphasized that they (F-Secure) are not abandoning corporate business in India, but they will continue through their local partners, served through F-Secure’s regional sales team. 
 

Edited By : Mansi Joshi
F-Secure shuts direct B2B office, changes GTM in India

F-Secure closing its B2B sales ops in India involves a new GTM that includes corporate resellers and partners supported by security vendor’s regional sales teams.

F-Secure_shuts_direct_B2B_office,_changes_GTM_in_India.jpg

F-Secure has shut its direct office for corporate business (B2B) operations in India. 

With its cybersecurity products and solutions for B2B business, Helsinki-headquartered security vendor F-Secure had a well-entrenched ecosystem of distributors and channel ecosystems (resellers, security VARs and SIs) - selling to SMBs and enterprises across India.

However, from March 2019 onwards, F-Secure has changed its GTM model for India.

“We will focus on business through our corporate resellers and partners who deliver F-Secure’s corporate cybersecurity products and services. They will be supported by our regional sales team that serves partners and customers worldwide. As a result, F-Secure has started closing its local B2B sales operations in India end of March 2019,” the company said in an official statement provided exclusively to IDG India. 

“We will focus on business through our corporate resellers and partners who deliver F-Secure’s corporate cybersecurity products and services supported by our regional sales team that serves partners and customers worldwide. As a result, F-Secure has started closing its local B2B sales operations in India end of March 2019.”

F-Secure's Official Statement

F-Secure India team for B2B business managed different functions such as sales, logistics, channels and marketing. But now, there will be no local team as India ops will be remotely managed by the vendor’s regional team.

“Changing business priorities in the marketplace and a desire to serve our customers in a more cost-effective fashion is mandating that we change our business model in India. Cybersecurity is a fast moving, dynamic market with partners and customers who demand a range of expertise,” the statement mentioned.  

With the change in business operations, F-Secure aims to provide its products and technology more effectively, as well as offer a wider set of cybersecurity services in the Indian market, according to the F-Secure statement. 

There was proper communication and timely heads up to the staff, channel partners and other stakeholders in February and March this year from F-Secure top management on the change in business model, according to reports. 

It was not an abrupt shutdown of local B2B sales ops and hence it was a smooth shift of business model and associated tweaks for the new phase of India operations for F-Secure. 

However, the new business model has surprised several industry stakeholders and the partner community because India seemed to be emerging as a good business market for F-Secure and its channel partners, especially in the past couple of years.

As of now, Rahul Kumar continues to be India leader for F-Secure. He was appointed as new Country Manager for India & SAARC at F-Secure in October 2018.

F-Secure's statement to IDG India emphasized that they (F-Secure) are not abandoning corporate business in India, but they will continue through their local partners, served through F-Secure’s regional sales team.