IT threats in small offices are often underestimated. Sighat elaborated on the newly-launched Cyberoam CR15i UTM for SMB segment and on creating a new channel network of value added distributors for a wider market reach of the product

You have recently launched a unified threat management (UTM) device for the SMB vertical. Do you think SMBs are willing to buy UTM appliances?
Yes, we believe there is a huge market for integrated content security in the SOHO segment. Most of the time organizations buy high-end UTM devices for their headquarters and key offices, but they often think that investing in security devices for branch offices is not important. Part of this mindset derives from the cost of the equipment and implementation difficulties.

But our internal surveys show that these small offices are just as badly hit by blended security threats as any other segment. To help them opt for a UTM across all their branches, our products cost Rs 31,000. In facts some of our partners tell their customers that after an AC, they should invest in a UTM, while setting up office.

Are you going to rely on your national distributor to sell this product line?
No, for this product alone, we will appoint value added distributors (VAD) in 16 cities, who will bill only to the channel and not to end-customers. These VADs will comprise of the prominent partners in the city, who are already offering networking and storage products, but lack security in their portfolio. Business to these VADs will be routed through Redington in 16 cities, where they will be appointed. Redington will directly sell CR15i to dealers in other cities of the country.

We have adopted this model only for the CR15i, because we feel that a systems integrator (SI) is best suited to meet the needs of SMB customers, who look at him for all their IT related needs.

Why are you looking at only 16 cities rather than a simultaneous pan-India rollout?
We have made a conscious decision to target only the metros, A-class and select B-class cities initially, through these VARs, because we don't want to spread ourselves too thin. Besides, once the market stabilizes these partners will want to venture out to their neighboring cities as well. We have already signed Hilink Computers in Mumbai and Tatva Networks in Bengaluru.

Security offers the opportunity for renewal business, but a lot of dealers are unable to leverage it. How will you help them achieve this with CR15i?
There are a lot of service opportunities around security. SMB customers or offices with remote branches often do not have IT managers to ensure uptime and proper infrastructure utility. A dealer can easily step in and tell the customer that if he deploys the CR15i, then the deals will take responsibility for the customer's network security. They can easily do this by setting up some security policies in the box which will intimate them in case of any attack or threat, as needed by the client. They can also do content monitoring, so that users access only relevant information on the network and also manage bandwidth.

Vinita Bhatia
vinitavs@cybermedia.co.in

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