Trend Micro launches PC-cillin packs for assemblers

Trend Micro India has made its latest anti-virus packs, PC-cillin 2002,
available for systems integrators and assemblers at more than 50 percent lower
the cost of its retail packs. These "OEM" packs, as the company terms
it, will cost around Rs 400, while the retail pack is available for Rs 1,900.
However the former is valid for only one-year while the retail packs have
two-year product validity. "The reason we have come out with these OEM
packs is to create brand awareness for our products at assembler level,"
explains Ajit Pillai, Channel Manager, Overseas Business Unit, Trend Micro
India. These "OEM" packs contain a CD with the serial numbers which
assemblers can then bundle with their machine.

This product is available with its volume distributor, Ingram Micro. "As
of now, only Ingram will sell these packs. We have not included Select
Technologies, who is our value-added distributor in this program," says
Ajit. The company is working on selecting stockists who will push these
products.

Trend Micro has also introduced anti-virus boxes for less than 25 users. Till
date the company was selling only site licenses, wherein dealers would contact
distributors for a certain number of licenses who would then get in touch with
the company. "This used to take at least three weeks, and the channel
partner would realize his payment only at the end of the cycle after providing
the customer with the license number," says Ajit.

The boxes will help cut down the logistics and speed up the payment
realization process for partners. These boxes will be available for Trend Micro’s
Interscan, ScanMail, Server Protect and Office Box products. The company is also
likely to offer a price differential for these boxes vis-a-vis the site
licenses, though nothing has been finalized.

In less than two years since the company set up its Indian operations, Trend
Micro’s channel sales have risen by 30 percent. Ajit is now hoping that this
will further increase to 50 percent by the end of 2003.

VINITA BHATIA