India a strong contributor to Radware’s global numbers

Terence Ying, Vice President APAC, Radware
 

“Radware is a leading provider of cyber security and application delivery solutions. Based on our ability for instantaneous attack detection, handling massive scale and complexity in a multi-tiered and global hybrid cloud environment, we have been offering security protection to leading customers in a wide spectrum of industries in India.”  

Since its inception, security has been an inherent part of Radware’s ADC solutions. This approach ensures that the company finds a very strong acceptance which further contributes significantly to its numbers in India. VARINDIA finds out more while interacting with Radware - 

Radware’s business model right from the day one has been 100% indirectand has carried its relationship with partners across the country on a strong note. Channels are very much part of its GTM strategy and it has a great working relationship with Tier1 and Tier2 partners in in each region and touch upon Tier 3 partners in many ways.

Radware is also working closely with security solution focused T2 channel partners to further enhance its focus in T2 markets.It spends lot of its time, energy and money to train them on Radware’s technology.
 

Channel plans for 2018…
Radware would like to continue the way it has been doing all these years. It has achieved great success though this approach and thereby maintains a very strong eco-system with the partners.
 

“We havespecific markets being addressed by specific partners. Our main objective is to regularly trainpartners with the features we are adding to our technology and how we are expanding in terms of our offerings,” says Nikhil Taneja, Managing Director-India, SAARC & Middle East – Radware.

He further continues, “The sooner we achieve this agenda, the better it is for us to be there in the market and be ahead of our competitors. We continuously imbibe in our GTM strategy to be with the partners all the time make them understand how we exist in their stack of solution offerings to their clients. In 2018, we look to continue to improve upon this aspect.”

Radware is happy today to participate in many of the Government initiatives. It has alreadywon significant number of smart city projects in different states and some pilot projects in the digital India initiative.

Nikhil Taneja, Managing Director-India, SAARC & Middle East - Radware

“Innovation is in our DNA and we will continue to strengthen our cyber and application security offerings in the coming years by coming up with most innovative security solutions. We want to reach out to every possible enterprise to showcase our technology live on their setup and help them understand and believe in the technology they will be investing on. We want to reach out to the customers much before they plan to invest on application security solutions and help them realize the potential of our solutions on their very own network.”

“The Government business is a major contributor for our businessin India and thus we have a strong focus on any such new initiatives announced by the Government. We address both application switching and security space and both these initiatives involve both the offerings by Radware and this is the reason we have already got into certain projects and are addressing each and every RFP from different Government departments of both state and Center.We are also proactively working with the consultants and the Government agencies involved by showcasing the technologies we have how they benefit by them,” asserts Nikhil. 

For one of its large government customer, Radware mitigated one of the first of its kind anonymous attack in India and assisted throughout the attack campaign to help its customer stay online.Today more than a dozen banks in India rely on Radware on-premise DDOS solution which helps them to handle cyber-attack drills and stay ahead of the latest attack campaigns.

Radwarealso have a strong push towards its existing customer with respect to new technology launches where it proactively approaches them, take them through the new solutions/features, help them understand and exploit newer technologies so that they are able to appreciate and then procure something they are confident about.Customers too appreciate this approach when Radware interacts with them on a regular basis, share its roadmap, new technologies and solution offerings and help them see the advancements in features sets in real-time.

Lastly…
India has been a strong contributor to Radware’s global numbers and has been topping in terms of APAC growth numbers and continues to maintain the leadership position since last 16 years. India delivered a record year in 2017 and it expects an encore in 2018.

“Indian is one of the very important country as far as the Radware strategy is concerned. The growth potential India has, it invites lot of focus and attention from the top management including R&D teams who spend a lot of time talking to large customers in India to identify trends and get their feedback on our solutions,” concludes Nikhil.