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In light of your recent tie-up with Secude India for SAP applications, how
do you plan to tap the enterprise security segment?
Given our partnership with Secude, we feel that our ability to reach out to
the large enterprises segment is an easily accomplishable task. More
importantly, even if we look at the individual resources that RSA itself has in
India, when it comes to addressing the go-to-market opportunity, it is not a
challenging task
We will complement this initiative with several aggressive marketing
activities as well to ensure that our channel and customers get to know about
the solution area from Secude and RSA, and how this can autonomously help the
users save time and improve efficiency.
In recent times smaller enterprises are also opting for ERP as well as
large enterprises. Therefore, dont you think you should be targeting SMBs as
well?
In the security domain in India, RSA India is one of the only few player to
have dedicated sales force focused at the commercial and mid- market SMB
segment. But, looking at the availability of our resources, the size of
opportunities and the strength of our existing relationships, we will focus on
the large enterprises initially. However, this does not mean that we will not
look at the mid-market segment at all for SAP security applications.
Because of our direct sales presence and the focus of our partners in that
segment, the importance of implementing security at the ERP level is a message
that is going to be carried out through our marketing efforts, equally to the
SMB segment.
How will you involve the channel in this game plan since you already have
a direct sales force?
When you talk about ERP installations, the large manufacturer customers have
well-identified solution providers who manage their infrastructure.
We are going to come up with a list of the major SAP partners and then zero
down to those partners who do a lot of SAP business and are associated with us
as well. Over time, we will have a programmatic approach to bring in other
partners as well, which would include tier-2 solution providers, especially as
we start working with the entire universe of the remainder 3,000 manufacturing
enterprises in the country.
Vinita Bhatia/ DQ Channels
maildqindia@cybermedia.co.in Page(s) 1
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