The year 2016 can be called as ‘Smart year’ or ‘Digital Year’ considering the most-buzzed words used in the IT fraternity. Govind Rammurthy, CEO-MD, eScan, in an exclusive chat with B Swaminathan, Associate Editor, discusses on the company’s road map, policies and the trends in the security industry.
Swaminathan (Swami) What is your channel structure and distribution model? (National distributors, channel cycle and number of direct and indirect channel partners in India)?
Govind Rammurthy (Govind): We follow a Regional Distribution Model for faster reach to our customers and ease for local channel partners. We have approximately 7000 channel partners (still counting) across India for both direct and indirect reach.
Govind: There are many reasons for eScan channel partners to actively promote eScan Anti-Virus. The major among them are our innovative and futuristic technologies like MWL Technology, DIRC Technology, NILP Technology. The sophisticated Anti-Virus Heuristic Algorithms not only provides protection from current threats, but also provides proactive protection against evolving threats. Apart, it has achieved several certifications and awards from some of the most prestigious testing bodies, notable among them being AVComparatives, Virus Bulletin, AV-Test, ICSA and PCSL labs. This automatically builds up a reliability factor. Also, our 24×7 online support (in English Language) to all our customers, resellers and distributors – through e-mails, telephone and chat gives us an extra edge. We are one of the few Indian packaged software to go global and establish a strong product quality to compete with global brands. Hence, eScan stands as a unique anti-virus brand in the market.
Swami: If I am not wrong, security brands are becoming more regional specific these days when it comes to B2C sales. Which are the regions (North, West, South and East), you feel you are strong and the regions you are having more opportunities?
Govind: Though overall national IT security market is growing steadily, thanks to ‘Digital India’ campaign and rise of ‘Smart City’ concept, we think North, South and West are the strong regions when it comes to B2C and B2B sales due to high concentration of SOHO and Corporate/ Enterprise products. Nevertheless, central and eastern regions are also building up slow but steady demand of eScan products due to adoption of IT security knowledge among users and administrators.
Swami: Please explain your solutions in the enterprise segments
Govind: The major concern areas in enterprise level are BYOD, IoT, slow adoption rate of security products in the mobility sector and sometimes lack of awareness. However, this adoption is happening gradually due to fast improvisations of all the processes mentioned earlier. At eScan, we are constantly educating and engaging our administrators and partners to increase the usage of multi-prolonged approach for networks. In fact we are seeing a big opportunity in the upcoming concept of ‘Smart City’ and ‘Digital India’ with our wide range of Enterprise products which has MDM (Mobile Device Management) and HNS (Hybrid Network Support) technology.
Swami: What are the top 3 promises you can provide for your channel partners?
Govind: The main assurances we do give to our channel partners are advanced support in both commercial and technical front, provide service to the partners as and when required and create exciting schemes and offers for them to maintain proper business flow throughout the year.
Swami: Explain the ways you draft any scheme?
Govind: The schemes drafted for our partners are based on the combination of past success records, current product demands, present customer response and overall partner benefits. Since brand value and brand reputation are taken into consideration in major ways, thus we try to keep the schemes as descent as possible where the customers will be attracted and at the same time handsome revenue will be generated.