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“India is a market with great potential for DLP solution”

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Priyanka Pugaokar
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Vadim Kuznetsov International Sales Director InfoWatch

In an exclusive interaction with the DQ Channels, Vadim Kuznetsov, International Sales Director, InfoWatch, talks about the road map of the leading DLP solution provider to establish its routes into the Indian security domain.

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As per your analysis of Global Data Leak report, what is the comparison of DLP technology in India verses the other markets? Where does InfoWatch stand among the other competitors across the globe?

Vadim Kuznetsov: The Global Data Leak report shows growth of data leakages and shows the growth of intentional data leakages. International market is not very different. Also data loss report shows number of leakages for mobile environment. This made us deploy solutions which are appropriate for various mobility and BYOD environment. But at the end, the report also shows the rise of targeted attacks. So where does InfoWatch stands now? It stands again between technology leaders. We are coming out with new offers, new technologies.

InfoWatch, primarily being a Russian company, how experience in addressing the leakage concerns across industries in Russia helping you addressing the Indian customers concern?

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Vadim Kuznetsov: Russia provides best practices that can be offered to other international markets. For every company the data of the company is the business of the company and every company requires data prevention solutions as every company has a developed digitized part and sensitive data that needs to be protected. InfoWatch started activities in India 2 -3 years ago. We focused on establishing a strong partnership networks and engineering network. We have established good presence in area of New Delhi but in Mumbai still this process is in a very active stage. On the other hand, we were preparing technical backup because technical backup is very important thing for data loss prevention solutions. We are planning to have onsite training in September-October this year in Mumbai for new partners and for old engineers in order to have very good technical backup at this stage. India has just become one of key countries for our international sales department where InfoWatch wants to establish in teen years of growing sales. We look up for very ambitious plans for financial year of 2015.

Now a day many organisations are open to BYOD. How critical is it for enterprise security?

Vadim Kuznetsov: Many companies are letting people bring their devices and many companies give employees their own corporate devices. DLP for mobile is still concept but it is very important and that’s why we are coming with mobile agent security solutions. The corporate devices will have device control clients that will monitor the activities like outgoing mails chats. This is fully integrated with the DLP system as part of information security. Prototypes beta testing is in process and for special customers we can offer these beta functionality.

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What has been your key takeaway in terms of adoption of your products and solutions verses the other competitors and where do you see a strong chance to penetrate in the Indian market?

Vadim Kuznetsov: InfoWatch is coming as an international group who already practiced some references in the Indian market. We see that InfoWatch can do a very fair play. We are offering very best experience of security. We have a very good experience in security in German market as well as very good security projects on Russian markets. So with this philosophy, we are ready to offer to our customers in India. InfoWatch is very flexible in support. We are paying very great attention to technology support every time. So our customers won’t feel that they are left alone with the solution. Once the solution is deployed InfoWatch won’t leave customer alone. Hence, a strongest channel point can be a thing for very hard competition but still our practice shows that everything is manageable.

Other than the BFSI segment, what are the other key industry verticals that you think are in the forefront of adoption of your products?

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Vadim Kuznetsov: Governmental sector is very important for us. Also we are focusing on telecommunications and industrial companies.

Have you articulated any particular go to market strategy especially for the Indian manufacturing industry?

Vadim Kuznetsov: In a way our strategies are made to support our customers the best way. As part of our Indian office training the best practices will be offered. All our solutions are ready for the Indian market. Data loss prevention solutions are targeted at companies who have value data. Obviously, for every company, as our logo says the “data of the company is the business of the company” and every company requires data prevention solutions as every company has a developed digitized part and sensitive data that needs to be protected.

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What is your current channel base in the Indian market?

Vadim Kuznetsov: The partner network has almost double from last year which was 2 primary distributor and 10 partners to 3 distributors and 20 partners now. The market growth is really huge. India is a market with great potential for DLP solution. That’s why we are extensively developing our partner network in order to being prepared for very massive sales for enterprise product.

How much emphasis is given on training and technical expertise of the partners?

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Vadim Kuznetsov: Training programmes from Russian practices will be deployed in Indian offices where there will be different level of trainings for different types of partners, employees and users. Special training for presales, support engineering will also be offered. The offices will help the new level partners not just for the margin but also for the support. We will do direct sales as well along with indirect presence through the channel.

Are you also planning to go beyond metro cities?

Vadim Kuznetsov: Sure. Cities like Pune, Hyderabad and Bangalore will be the base for South India. South India is target for this year. Other cities are also open for us.

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While you are getting into the whole market dynamics of the security industry in India, how do you ensure that partner effectivity and margins are taken care of?

Vadim Kuznetsov: Opening of local offices is part of the cost reduction process. We work in a very flexible way in offering a good margin for the partner. That’s the essence in inviting more partner companies, technology partner system.

So like you said it is important to have a physical presence in India. What will be the key thrust area to get market share?

Vadim Kuznetsov: InfoWatch will give enough emphasis on seminars like we are providing now. This will be conducted in other regions of India this year and next year. We will also give enough emphasis on providing best practices and best solutions to end consumers. And share our existing experience in the country.

(Priyanka Pugaokar and Nivedan Prakash)

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