Amit Nath
Country Manager, F-Secure
The cyber dependent world is reeling under cyber threat every day and to fight against it every other security company is coming up with various security products. But in the present scenario people need a holistic solution – Security-as-a-Service (SaaS) to meet their necessity. F-Secure is such a company which is serving its customers with it. Emphasizing on it Amit Nath, Country Manager, F-Secure, has also discussed the company’s positioning, competitive strategy and expansion of channel ecosystem.
Company positioning
F-Secure is aiming to position itself as a company that provides Security-as-a-Service. It has a wide range of products around data center security, messaging security, but the primary product is Protection Service for businesses which is an offering under Security-as-a-Service. The company is aggressively pushing Security-as-a-Service in India.
The company is very keen that more customers should buy opex licences than capex.
Comprehensive offering
Threat scenario is changing, complexity is increasing, data centers are being consolidated and emergence of virtualization – these are the challenges that the IT industry is facing these days.
A consolidation is happening across customer IT infrastructure whether it is endpoint, building up of data center, introduction of mobile devices, mail infrastructure so customers are looking for a solution that takes care of all the sectors of infrastructure. It should not be confined to protection of endpoints and servers, it should be a holistic approach which customers need to take across on infrastructure part.
When it comes to Cloud offering, F-Secure already has its infrastructure designed as per this platform and is pushing it aggressively across Managed service providers. PSB is the platform which offers protection of endpoint, e-mail service, servers, handheld devices, etc through cloud services.
The vendor is working very closely with Managed service providers. It has identified a few partners across India who are selling Security-as-a-Service and they will be using F-Secure solutions to serve their customers across India.
Channel ecosystem and strategy
F-Secure partners are divided into Managed and Unmanaged partners. Directly, the company is in touch with more than 300 partners in the country.
The security company is aiming to offer its Channel partners a great experience. It believes that the business model is built very strongly around the partners.
To fulfil its aim, F-Secure will launch Channel Partner Program and the F-Secure Partner portal by the end of November. The portal will give the partners a single click access to everything one needs to do business with the company. There is deal registration, various categories of partners, certifications, etc. Partners can also get to know about the install base, future deals coming up, additional upgradation, price points, documents, etc.
It wants to make sure that partners understand that it is easy to do business with F-Secure.
Roadmap ahead
There are different flavours to our business and will continue to invest money in traditional business which is telecom. In India, there are a lot of telecom companies and F-Secure is investing a lot in them. The company is also launching new solutions in the market.
Apart from investing money in the market, the security vendor is keen to ally with OEMs. “Recently, F-secure has tied up with Samsung for its Alpha smartphone and Note 4 devices. F-Secure mobile security comes in a bundled offer with Samsung devices,” said Amit Nath.
The company has also introduced a scheme for Channel Partners – “Run to Thailand”. It is mainly targeted at field sales persons. On achieving a revenue target, they will get incentives. This scheme is not applicable for the owners; it is for the field sales people.
aparna@varindia.com
See What’s Next in Tech With the Fast Forward Newsletter
Tweets From @varindiamag
Nothing to see here - yet
When they Tweet, their Tweets will show up here.