Symantec to identify vertical-centric partners

In a bid to further explore the potential of the information security market, Symantec will identify more partners, who are vertical-centric. Currently Symantec has 15 active reselling partner. However, the company feels that there is a need for partners to upscale their operations in terms of the value proposition that they can offer to end-users. “But to upscale, a partner doesn't only need technical and infrastructural upgradation but also better financial capabilities. This not all of our existing partner may posses and hence a need to look for other partners who are very strong in certain verticals and have the required resources at their end,” justifies Ambarish Deshpande, Marketing Manager, Symantec India.

According to Ambarish, there are huge opportunities in BFSI, government, BPO, manufacturing, pharma and healthcare that needs to get addressed in a very dedicated manner. “Our priority would be to try and upgrade our existing partner base itself. But at the same time, we would need to look at other players as well, who could largely be some good systems integrators,” adds he. 

The company is also looking at increasing its business from the SME segment. “Last year, SME accounts contributed nearly 25% of our total sales. This year, we expect this to go up to around 35%,” states he. Symantec has also expressed high expectations from its security appliance business. While it had introduced products in this space about two years ago, lack of focus and customer demand forced the company to discontinue to the product. 

“However, this year we are looking at selling between 300-500 of these security appliance in the Indian market,” informs Ambarish. Currently Symantec offers two range of appliance: SGS 5400 series and SGS 300s series. While the former is a high-end product range and starts at Rs 6 lakh, latter is a low-end product with a pricing between Rs 80,000 and Rs 2.5 lakh.

“We have also tied up with UPS to take care of logistics and the re-launch of the appliances should happen in next two month's time,” discloses
Ambarish.

GOLDIE

MUMBAI