Case study: Micom Infosolution- Securing Successfully

Starting out with the intention of developing and selling software
applications, a sudden virus attack on their own system prompted the company
to look at the security solutions space with renewed interest

Vishal Bindra, CEO, ACPL Systems

Delhi-based ACPL Systems ventured into the anti-virus and
information security business not by choice but by chance. In 1990, Vishal
Bindra, CEO, ACPL Systems joined hands with two of his friends to set up
ACPL with an intention to develop and sell various applications. However,
only on the 20th day of its inception, their PCs were hit by viruses.

"We were busy writing codes and developing applications
when we realized that our PCs have been infected by some malware. Our
programs were being deleted and we had absolutely no idea about it. Later, I
read somewhere about virus attacks and we joked amongst ourselves that the
same virus may have entered our systems as well. That was the day we
realized that we required an anti-virus to protect our systems, which later
prompted us to think about anti-virus as a business opportunity," shared
Bindra.

ACPL then went on to develop some of their own anti-virus
software. In 1990, the company developed, 'Trident' and continued to upgrade
it for three years. In 1993, ACPL launched another software called Smartdog.
However, the entry of established security vendors marred their businesses
and ACPL changed their strategy and decided to take on security as a
consulting business.

Today, as part of security services, ACPL offers
assessment and analysis services, technology deployment services and trained
manpower to handle security concerns. ACPL assess the condition of a
customers network and physical security systems, aside to handling
compliance as well. In addition the company has partnered with some of the
known brands such as that of Trend Micro, RSA security, Fortinet, Baracuda,
Mcafee to name few.

Key learnings

Customers want SPs to talk less and do more in terms of providing
accurate services. This was ACPL's mantra that garnered them a lot of
success. Bindra explained, "One of our partners approached us to look into
the security concerns of a renowned insurance company. We had not worked
with the company before so one of the first things that we did was study
their company. When the customer saw that we were carrying out a lot of
demonstration work for them, they believed in our capabilities," clarified
Bindra.

What the future holds

In view of the fact that the Indian security market is growing at a
rapid pace, ACPL has identified several growth opportunities. "One of the
first things we do even before we adopt any technology is that we spend time
studying and understanding it ourselves. We not only analyze it but carry
out technical and sales certifications. Given the present market scenario,
we have identified data leakage prevention (DLP) and high availability
systems (HAS) as areas that will create gamut of opportunities for SPs like
us. We are also looking at graduating our customers from merely adopting
anti-spyware, anti-virus, anti-Trojan software to a level where they can
strengthen their security."

SPs can look at offering security not only at end-points
but at every level where the information or data can be attacked. In
addition, the customers need to be educated about the threats and its
implications. "Today customers are using social websites on a large scale
and are completely unaware of the threats they can face. Another trend that
we have witnessed is that anti-virus as a product has become a commodity and
is increasingly becoming affordable. Hence as an SP one can look at those
customers who are troubled with viruses and looking to opt for remote
security management," concluded Bindra.

Puja Sharma

poojas@cybermedia.co.in