‘Partners can Expect New, Up-sell Opportunities’


Rana Gupta, Business Head (India & SAARC), SafeNetin an interview with Kapil Mudholkartalks about SafeWord 2008, and related channel plansExcerpts…

Please brief us on your new product offering.

Our SafeWord 2008 two-factor authentication protects customers’ most important information assets and applications. It features easy-to-use tokens, and integrates seamlessly with customers’ existing Microsoft infrastructure. This makes it simple to deploy two-factor authentication for VPNs, Citrix applications, web applications, webmail, and Outlook Web Access.

What partners can expect from this product?

The solutions facilitate partners to open up new as well as up-sell opportunities to their customer base. By virtue of being able to offer a value added solution that caters to the needs of their customer base, they will be able to compete more effectively for the revenue share.

Which are your targeted segments for this product?

We’re targeting customers who are deploying remote access solutions and are genuinely concerned security level. This will open up their information assets beyond their corporate networks, and will benefit the most from this product offering.

Which are the areas you are targeting for channel expansion?

At present, there’re no geographical limitations from channel expansion. We are looking for partners who share our excitement on this product line.

What kind of partners you are looking for this product?

We are looking out for partners who are already selling VPNs, Citrix applications, web applications, webmail, and Outlook Web Access, etc. We’re sure that this addition will helps partners find the best fitting value proposition.

How do you see the overall info security market in India?

There is huge potential in this space in India. Security space, in general, is lagging behind the IT market worldwide, and in India where IT penetration is far behind the standards of developed countries it gives a high level sense of how big this market is. Anyone investing in this arena at this stage is likely to reap huge rewards going forward.

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