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Poonam Singh and Avishek Rakshit
Mumbai
July 23, 2008
Identity-based security solutions provider, Elitecore Technologies is
determined to make a difference in the security market with its Cyberoam UTM
device. It is planning to package the security solution as a service rather than
a box and is tapping the networking channel community to increase this product
acceptance.
“The security industry in India is not very high in terms of the volume and
the value, even though the SMB market is very strong. But the networking market
is very big and can be valued at over Rs 7,000 crore,” said Tushar Sighat, VP-Operations,
Cyberoam (India). He added, “All the network nodes need security, and we feel
that network integrators (NIs) are in the best position to push UTM devices as
they are reaching the very customers who be benefited by its applications.”
Sighat noted that the reason most NIs are not selling UTM currently is
because they are unaware of its peripheral services like bandwidth management,
Internet bandwidth productive and content filtering. The company presently has
more than 100 partners and it wants a better participation from NIs in smaller
cities in this network. “A lot of our partners were amazed that they could add
security with networking. Any SI, which does IP can also configure our UTM.
There is a good opportunity for all our partners; once they sell our UTM, they
can also sign up their costumers for offering maintenance,” mentioned Sighat.
Cyberoam has already appointed Redington as its national distributor and is
training Redington account managers dedicated for Elitecore on commercial
aspects of its UTMs, like sales pitching and partner education. Technical
training of configuring the UTM is also given to the engineers of the partner
company.
In a bid to get more NIs on its network, the company recently launched the
Cyberoam Security Certification Program (CCNSP), aimed to provide certified
security professionals in identity-based security solutions. “This program
will enable professionals to emerge as security specialists,” added Sighat.
From pre-installation to post-installation service backup, the crash course is
broadly divided into CCNSP, the first level of the program, and Cyberoam
Certified Security Expert (CCNSE).
The two-day certification offers expertise in the installation and
configuration of all Cyberoam features and functionality, while the CCNSE
professional offers expertise in product installation, integration, support and
management, advanced deployment and advanced troubleshooting. Trainees who have
successfully cleared CCNSP are eligible to apply for CCNSE. All technical staff
of Cyberoam's partners across the nation is eligible for this certification
program.
“With the help of this program, we are looking forward to increase our
channel penetration with the primary focus on hardware security concerns and
gradually evolving a set of skilled security experts who can cater to the
security needs of SOHO, SMB and enterprise verticals,” Sighat added.
Cisco already has a certification program of this class in its portal.
However, with UTM solution added to Cyberoam's portfolio, CCNSP is the first
of its kind in India. “While Cisco focuses on firewall components and VPN,
CCNSP concentrates on firewall and identity-based UTM,” emphasized Satish
Chaudhury, Director-Technical, Techniche Consulting Services, a Cyberoam
partner.
“Cyberoam offers a holistic approach to the entire security issues ranging
from addressing an issue to the implementation part of it. Cisco already a
program of this nature but the product class information and the type of
training with an in-depth analysis and case studies gives Cyberoam an edge over
any other program. It is indeed beneficial for Cyberoam partners like us,”
commented Abhijeet Dutta, CEO, Datacon Systems. Page(s) 1
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