“eScan’s Channel Philosophy is to be an Integral Part of Business Growth”
Security remains major challenge for all of us. In recent times, we have seen much more security breaches globally and in some cases we saw impact in India as well. As now we are moving very fast with digital age, we all need a trusted and secured security solutions to safeguard ourselves from any such threats. eScan, the leading security solutions vendor, has been securing the digital assets since long time. Govind Rammurthy, CEO and MD, eScan, shared his growth, achievements and further market opportunities with DT.
DT: What have been the crucial milestones of your company during year 2017?
Mr. Govind: eScan has scaled newer heights with its latest technological solutions to strengthen its product range against the new age cyber attacks such as Ransomware to APT and DDoS attacks with its latest AI based PBAE Technology which is one of the most advanced tools to provide real time protection for enterprise to individual users. We have also launched our Endpoint Protection (EPP), Enterprise Mobility Management (EMM) and Terminal Services Protection Module (TSPM) solutions which are designed to provide real-time protection with complete control of endpoints to the network administrator. In terms of customer acquisition, we have added many of the Fortune 500 companies to our client portfolio of esteemed customers.
DT: What were the major challenges for your company? How do you fight those challenges?
Mr. Govind: With the fast evolving digital era, vast amount of data is generated from various sources as well as business processes, which needs strong protection and safe guarding be it from hacking to internal stealing or from cyber attacks.To overcome such challenges, eScan has made its products and solutions designed in such a way with minimalistic human intervention cyber threats can be contained and outbreaks can be prevented. This includes proactive patch management updates/alerts to group wise rules and policies deployment with a central web-based management control to track and mitigate any untoward incident such as ransomware attacks to APTs or targeted attacks.
DT: How do you support Government of India's 'Make-in-India' program?
Mr. Govind: eScan is one of the few IT product companies in last 2 or more decades to have build a fully Indian product and taken to the world, it can boast of itself as the first “ Make In India” product to go global. As an Indian product today we are also having a strong base among Government and PSU segment as our valued customers and we look forward to more such steps by GoI to encourage Indian companies.
DT: What's your channel strength currently in India?
Mr. Govind: We have about 7000 + active channel base PAN India today. As a part of our Vision 2020 that is to be a brand leader among security products and solutions in India, we are realigning our channel and product policies to increase channel confidence and accelerating growth. We see a great opportunity for channel partners to join hands with one of the fastest growing security solution provider like eScan for mutual business growth keeping in mind the recent threats on Digital India and smart cities along with emerging technologies. Our partner training program is designed to drive value, to strengthen partners’ knowledge, to serve our customers better and build connections for business growth. We provide 24/7 technical, sales and marketing support to all our channel partners are designed to be proactive. eScan’s channel philosophy is to be an integral part of business growth.
DT: What will be your key Go-To-Market Strategy for year 2018?
Mr. Govind: Our marketing strategy is multipronged, which to simply say is new customer acquisitions through customer awareness and engagement. Our eScan Channel Program includes dedicated training programs for partner sales and technical teams to providing rebates on target achievements and POC support during customer life cycle period.
DT: What are your set growth targets for year 2018?
Mr. Govind: As part of our vision 2020 we look forward to be the top 3 security brands in India in terms of our technological innovations and brand. eScan is today well respected and accepted by the fortune 500 companies in India. We look forward to expand the reach further and add more customers through our growing SI partner networks. Today we are growing at 40% CAGR and expect to surpass the same with the rising demand due to digital adoptions and smart city projects.
