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G-Data has charted an aggressive strategy to capture 15 percent market share of the Indian client security market. The German antivirus company recently announced a national distribution pact with ACI Infocom. It has already appointed 40 regional distributors and is now in the process of enrolling 300 resellers.
“India represents the biggest expansion opportunity for G-Data. Having the antivirus specialist ACI Infocom as our distributor will help us ramp up our channel strategy quickly. We are certain to acquire at least 15 percent of client security market share,” said Michael Zimmer, Director, Sales, G-Data.
G-Data estimates the size of the Indian antivirus market at nearly two lakh end-user licenses per month. “This amounts to an annual market size of Rs 200 crore,” said Alok Gupta, Managing Director, ACI Infocom. “The ratio of antivirus to PCs is still very low. It means that we have just touched the tip of the market.”
ACI Infocom, which till recently was the national distributor for Kaspersky, is largely credited with the success of the Russian antivirus vendor, which enjoys a 20 percent market share in the consumer and small business segments.
ACI has already started training resellers on G-Data products. “We have been conducting technical workshops, training resellers on installation of G-Data products and educating them about unique features. We are also giving them trial copies for their customers,” informed Gupta.
ACI is in the processing of setting up a dedicated technical support team that will provide toll-free phone and web support to resellers.
Indian client security market consists of several players making it intensely competitive and fragmented. But Zimmer isn’t worried, “In markets we operate in, we are either number 1 or 2. Our product has the best detection rate in the industry and we provide our partners far more margins than any of our competitors.” |