“Array Networks allows to create the support program that best meets customers’ needs”- Shibu Paul , Country Manager – IN, ME and ASEAN, Array Networks
After Mr. Shibu Paul took over as Country Manager – IN, ME and ASEAN, Array Networks, there has been notable traction in business. In an exclusive interview to Mouseworld Now, Mr Shibu Paul reveals his business priorities, plans, message to the channel community and much more. Here are the edited excerpts…
Q. Array Networks is a leading player in the application, desktop and cloud service delivery space. Would you please give a brief introduction of the various products that you deal with?
Ans. APV series Application Delivery Controllers: Array APV Series application delivery controllers address the challenges faced by enterprise, service provider and public sector organizations in the areas of application and cloud service delivery. Available as purpose-built appliances or software engineered for virtual environments, Array ADCs combine cutting-edge performance and scalability with transformative features at industry-leading price points, creating unmatched
value and ROI as compared to brand name alternatives.
AG Series Secure Access Gateways: The Array AG Series secure access gateway addresses challenges faced by enterprise, service provider and public-sector organizations in the areas of secure access to applications and cloud services. Available in a range of scalable, purpose-built appliances or as a virtual appliance for cloud and virtualized environments, the AG Series can support multiple communities of interest, connect users both in the office and on-the-go and provide access to traditional enterprise applications as well as services running in public and private clouds.
Link Load Balancers: Powered by Array’s award-winning 64-bit SpeedCore architecture, Array link load balancers intelligently analyze ISP WAN links to allocate bandwidth, assign priority and enable seamless failover for business-critical applications. Bundled as a standard feature set on Array’s AppVelocity and AppVelocity-S product editions, Array link load balancers guarantee uptime and service level agreements, reduce bandwidth costs and improve the end-user experience.
WAN Optimization Controllers: Array’s aCelera physical and virtual appliances dramatically reduce application response times over wide area networks by reducing the amount of traffic that goes over the network between remote offices and data centers. Where scalability and performance across WANs are critical factors, aCelera software running on Array WAN Series
hardware appliances reduces response times for enterprise applications by more than 95% by mitigating the effects of limited bandwidth, high latency, packet loss and network contention.
Centralized Management: The CMX 100 is designed to help enterprises and cloud service providers administrators efficiently monitor and manage the configuration of multiple Array Networks products from a central point. The management appliance provides an easy way to specify administrative privileges to different types of administrators and simplifies and speedsup
configuration management of multiple local or geographically distributed appliances. The CMX 100 provides aggregated graphical views of Array Networks products, performance, and application traffic and network links. Moreover, the intuitive web browser user interface adheres to Array Networks familiar look-and-feel and requires little or no training.
Q. The journey of Array Networks has been phenomenal. Where do you want Array Networks to reach in the next 5 years?
Ans. Array aspires to be a relevant technology partner for our customers and partners in the area of Application Delivery Networking. We want to maintain leadership and be the top 2 vendors in all our product market segments. Most of all we want to be known as the best in offering support to our customers.
Q.What is unique about Array Networks? How is it poised vis-à-vis major competitions in the market?
Ans.Our uniqueness is our 100% focus on channel, our global strategy (global but local) and our superior customer support. We have witnessed 3 digit growth in terms of revenue & customer additions and each year we are surpassing our growth targets by a huge margin. We are in a very niche space and gradually we will offer a comprehensive product lines to our partners and enable them win large big deals.
Q. Recently Array Networks won Frost and Sullivan’s ‘Application Delivery Controller Vendor of the Year’ Award in the ICT space. How do you view it?
Ans. It was great moment for us and one of the few vendors to have won this prestigious award last 3 years consecutively. Its testimony of the hard work we have put in the market, our strategy to go after focused verticals to make our dent and overall the trust and confidence our customers have bestowed on Array products.
Q.What are the service support concerns in the application, desktop and cloud service delivery space?
Ans. Since ADC products fall under severity 1 category, superior support is very critical for our success. While most of our competitors offer global support structure we offer a dual model. First level of support comes from India and advanced support from global centers. We also have a very robust RMA system in place to handle our customer requests.
Q. What are your strategies for the same?
Ans. We offer a range of support services geared towards keeping the network running smoothly and efficiently. With support offerings ranging from installation assistance, to 24×7 telephone support, to advance hardware replacement, Array Networks allows to create the support program that best meets customers’ needs. We have a TAC with a local toll free number in India. Also, we have a very strong pre-sales team in place to offer technical support to our partners & customers.
Q. What is the total size of Indian cloud service market? To what size is it expected to grow by 2020?
Ans. Indian cloud service market exhibits a robust growth of more than 70% for 2012, according to IDC. According to a research, it will grow to around $16 billion by 2020.
Q. Would you please reflect upon the current trends in the cloud service market?
Ans. Cloud computing market can be categorized into SaaS (Software as a Service), IaaS (Infrastructure as a Service) and PaaS (Platform as a Service). SaaS market will grow faster followed by IaaS market. The cloud computing technology is expected to create an unparalleled platform for organizations with enterprise solutions. The cloud computing services market
growth would be influenced by the global demand for technology based services.
Q. With businesses increasingly taking to cloud service, the prospects of cyber attacks have also increased in recent times. Would you please brief on the kind of remedies cloud service providers are taking to neutralize the threats coming from the cyber attackers.
Ans. Cloud computing is paradigm shift in IT industry and allows end users/customers not to worry about processing details, although cloud computing enables flexible and agile computing impossible with existing systems it bring new security problems inducing trust on cloud service providers, information sharing, stable and reliable business operation, secure access to business critical information.
To design and implement effective security architecture, security should be rolled out at different layers – application, network, compute & storage and physical – to achieve the goals referred as defense in depth or layered security architecture. Security aspects must be considered at each layer and technical controls addressing key primitives of security CIA (confidentiality, integrity and availability) must be implemented to protect and secure cloud infra.
Array APV and AG solution can help to address availability and confidentiality aspects of security attributes. AG extend authenticates and encrypted secure remote access to business critical resources while APV and GSLB solution ensures stable and reliable business operations with predictable application performance.
Q. Would you please reflect upon your range and type of clientele in India as well?
Ans. Array networks has a diversified list of enterprise customers in India ranging from BFSI, Government, PSU’s, Telecom, ITES, Media and Manufacturing verticals. Most significantly, the market leaders in these verticals are Array’s esteemed customers.
Q. What constitutes your key market strategy in India?
Ans. Our channel & our localized support
Q. How many channel partners you have in India? In which zone you have the strongest retail presence and where you need to make serious improvements?
Ans. We are currently well entrenched in the national Tier-1 SI’s. Recently with the launch of Array’s total value program, we have added more than 50 channel partners nationally. We are in the process of adding more value added resellers into our fold and launching few programs in the coming months. Also we intend to expand our presence from Tier-1 cities to Tier-2 cities.
Q. Do you plan any significant channel expansion in near future?
Ans. Yes, we are in the process of adding more channel partners and providing some great platforms to sell our range of products.
Q. What level of channel engagement happens at Array Networks?
Ans. Constant communications, joint sales & marketing programs and creating opportunities together with our partners. Array Networks has been following the policy of quality rather than quantity when it comes to Channel. We offer our partners insanely good support, training & enablement. We always take the initiatives to make our partner’s sales cycle shorter and delight their customers. Array Networks has developed simple but effective sales & pre sales incentive programs and ensure our partners maintain a healthy bottom line always.
Q. Any special channel program that Array Networks might have introduced in recent past?
Ans. We had introduced scheme for our partners. “Array assured incentive program”, a very interesting program where the channel representative have assured incentive for any sale of Array Networks products irrespective of the value or volume of sale.
Q. Your message to the channel community.
Ans. Have a clear positioning for your brand with customers, be focused, develop & retain technical resources most importantly never compromise on bottom lines.
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