Interview with Shibu Paul, Regional Sales Director – India, ME & SEA at Array Networks

15th May 2014 | By Mouseworld Now Correspondent |

“Array has increased its stronghold in the Indian market by becoming a formidable player in the cloud space”   —   Shibu Paul, Regional Sales Director – India, ME & SEA at Array Networks 

 

Shibu Paul Country Sales Manager at Array Networks

 

A leading player in Application Delivery Networking space, Array Networks has over 5000 worldwide
customer deployments. Powered by SpeedCore software, Array solutions are recognized by leading enterprise, service provider and public sector organizations for Superior performance and total value of ownership. Well-poised to capitalize on the high growth in the areas of mobile and cloud computing, analysts and thought leaders including Deloitte, Red Herring and Frost & Sullivan have recognized Array Networks for its technical innovation, operational excellence and market opportunity.

In an exclusive interview to Mouseworld Now, Shibu Paul, Regional Sales Director – India, ME & SEA at Array Networks,  reveals his business priorities, plans, channel strategy and much more. Edited excerpts

 

 

Q.  What is Array Networks’ distribution model in India?

Ans: Array is 100% channel focused organization and without exceptions we do not encourage direct orders from our global or local customers.  We have a strong distribution network covering Pan India which is complemented by a strong support & RMA organization.

We completely hand hold our partners and go the complete 9 yards to support them. Over the past decade, the organization had heavily invested into developing markets in India, due to the effort it is now one of the few OEM for Application Delivery Controllers in India and among the top three ADN players with local repair and providing the services for maintaining products & customer TAC by Frost & Sullivan and IDC.

The company has built a strong clientele of over 300 enterprises owing to the combination of feature -rich products, a 10-year record of proven reliability, industry leading price and performance and an unmatched reputation for customer service and support.

Moving forward, Array has increased its stronghold in the Indian market by becoming a formidable player in the cloud space.

 

Q.   What is the USP of your products? How do you manage to maintain growth in face of stiff competition in the space where you are?

Ans:

a.  Fastest SSL acceleration solution in the mid-range ADC’s.  85% of ADC requirements in India fall under this category. Array supports upto 25000 TPS using 2048 key.

b.  Superior local service: Array has  direct presence in all metro’s, a local TAC center in Bangalore, local RMA service covering all tier 1,2,3 cities in India.

c.  One of the highest uptime figures for any ADC OEMs. We have implementations which have been up and running for more than 1000+ days.

The demand for IT security is the major growth driver in the network security market  for India and security remains an area of increased spending across industries.  Customers expect us to deliver a superior product and provide them the best support that ensures 100% availability and uptime. Array is geared to meet those customers demand.

 

Q.  What is the size of your channel network? Do you plan any channel expansion in near

future? What kind of channel engagement happens at Array?

Ans. We are well entrenched in the national Tier-1 SI’s. Array now provides support to large enterprises through its new Bangalore Center for Technical assistance (BCTA). Array Networks has also expanded services to tier 2 and 3 cities and also to Middle East and South East Asia.  We therefore have added more than 60 channel partners nationally. Yes, we are in the process of adding more channel partners and providing some great platforms to sell our  range of products.

Array Networks follows the policy of quality rather than quantity when it comes to Channel, so constant communications, joint sales & marketing programs and creating opportunities is required together with our partners.

 

Q.  What is the contribution of the channel partners in Array Networks’ phenomenal growth in India?

They are the heart of Array’s growth strategy in India. From humble beginnings we have multiple T1 partners targeting $1Mn + revenues for Array in India this financial year. We will be committed to our channel and offer everything possible to nourish them.

 

Q.  Tier II & III Cities are coming of as next frontiers of growth. Do you have any specific plans vis-à-vis these smaller towns?

Array Networks BCTA augments the US operations offering a 24X7 local support to the customers based in smaller towns, where our team is steadily acquiring new customers.

Q.  Any specific training or incentive you have for Channel partners in Tier II and III cities since they operate in a different market situation?

Partner gets a higher margin percentage for having trained & certified engineers.  We were one of the sponsors in the  ‘IMEA partner forum 2014′  event held in Chennai, where channel partners from around 15 countries had participated in the event.  Array gave the platform to interact with channel partners and Polaris seniors to  present their value propositions to the gathering. We imparted knowledge on few  of the intellect products during the event.

 

Q. How important are the partners in your overall market strategy? Your m essage to the channel community…

Marketing partners have helped us to grow our business. We have a clear positioning for our brand with customers, be focused, develop & retain technical resources most importantly never compromise on bottom lines.

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