“Technical training for the channel partners”- Pankaj Jain, Director, ESET
After Mr. Pankaj Jain took over as Director, ESET, there has been notable traction in business. In an exclusive interview to Mouseworld Now, Mr. Pankaj Jain reveals his business priorities, plans, message to the channel community and much more. Here are the edited excerpts…
Q.Cases of cyber attacks are increasing by degrees in recent times. Do you think the online community is prepared for it?
Ans. The news is full of stories about hackers breaking into corporate computer networks, and officials say the attackers are stealing billions of dollars in business secrets. The magnitude and latitude of cyber crime has skyrocketed in recent years and with advances in technology, the immersion factor has increased on a ridiculous scale. Internet has become a primary conduit for cyber attack activities with hackers channeling threats through social-engineering attacks and legitimate websites, placing a higher risk to larger number of people than in the past. Financial fraud, phishing, pharming, malware, and database breaches on information and identities have resulted in huge losses for businesses.
The online community is continuously evolving but so are cyber attacks. The community needs to evolve a lot.
Q. The journey of ESET has been phenomenal. Where do you want ESET to reach in the next 5 years?
Ans. ESET is growing continuously, not only in India, worldwide to. We can see it analyzing our financial results, and independent analytic companies state the same. For example, OPSWAT named ESET the fastest growing Av Company in 2012, earlier in 2011 Deloitte Technology Fast 50 Central Europe ranking placed ESET among the fastest growing technology companies.
Q. What is unique about ESET as a internet security product vis-à-vis its competition?
Ans. Although there are many features which makes ESET one of the most advanced AV suite but few of the worth to mention features are
Proactive Protection – Real-time protection from known threats and proactive protection against unknown threats with Industry-leading technology.
Peak Performance – Fast scanning and a low system footprint, no compromise on performance for protection.
Live Grid - The Live Grid Early Warning System collects data that ESET users have submitted worldwide and sends it to ESET’s Virus Lab. ESET Virus Lab specialists then use the information to build an accurate snapshot of the nature and scope of global threats in order to release relevant updates to our virus signature database, keeping ESET adaptive to the latest threats.
Q.What are the service support concerns of the AV industry?
Ans. As are cyber threats immerging so are support concerns for AV industry. New immerging threats are the biggest concern for AV industry. Servicing becomes difficult with the evolution of new threats.
Q. What are your strategies for the same?
Ans. ESET being one of the most advanced AV in the industry has not to worry much about this. ESET Technology (Live Grid, Threat Sense) helps us stand out of crowd. For ESET support calls are confined to very basic query that too from people who are new to computers related to installation, activation etc.
Q.What is the total size of Indian Internet security market? To what size is it expected to grow by 2020?
Ans. Our estimation for Indian antivirus market is around INR 1000 Crores annually. Retail segment is about 30% , 70% – SMB, Corporate, Government, Enterprises. Apart from this there is big market for UTM, Firewalls, DR, data centers, consultancy, certifications, risk management etc. The internet security market in India is growing at the rate of 20%-25% every year, so the expected size for 2020 can be calculated accordingly.
Q.Would you please reflect upon the current trends in the internet security market?
Ans. AV companies are expanding their business models, starting from aggressive capturing of online market share to developing new verticals. Expanding product portfolio is an on-going trend too. The major players of AV industry are not just “AV companies” any more but serious security industry players.
Q. With the security companies using newer ways to check phishing and malware attacks, the cyber attackers are also changing their methods. Would you please brief on the newer type of threats coming from the cyber attackers.
Ans. Viruses and worms spreading through flash drives along with rise in malware targeting Android OS are the main trends of malware landscape in India in 2013. Malware for mobile phones was marked a main trend of 2012 in last year’s ESET report. This time researcher focused on malware for Android OS as the market share of Android mobile phones have been increasing dramatically.
Q. Would you please reflect upon your range and type of clientele?
Ans. ESET is a well known Brand in Corporate, Government and Educational segments in India. ESET clientele includes various companies such as Banaras Hindu University (BHU), Orissa Space Application Centre, Southern Power Distribution Company of Andhra Pradesh, BITS Pilani, Pearson Education Services, Global Academy of Technology, KAL Publications Pvt. Ltd. (Dinakaran), Century Communication Ltd., Automotive Manufacturers Pvt. Ltd., ICF (Integral Coach Factory), Kumaraguru College of Technology and many others.
Q. What level of channel engagement happens at ESET?
Ans. Concerning the technical training for the channel partners we have ESET University – the online portal for channel partners is cosmic initiative by ESET to train and give confidence to partners. Our existing partners have taken great interest in it, and over 80% of them already registered themselves to become ESET Certified Professional.
We also organize extensive technical training on various ESET product platforms. During the training program reseller engineers and implementation managers get exposed to the latest technology and deployment techniques. We offer free certifications to the partner’s technical staff after the successful completion of training program.
Q.Your message to the channel community….
Ans. The channel has evolved a lot. 10 years back the scenario was completely different; IT & technology were new for Channel Partner. Channel Partners were completely dependent on the vendors. They used to work more like a reseller. But now they work as a solution provider. The thought process has completely changed as per the sales growth. Internet, one of the biggest technological evolutions has helped a lot. Further the growth in sales of laptops, mobiles & tablets also helped them to be where they are now.
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