CRN Network
UTM vendor Cyberoam is looking to horizontally expand channels with the launch of its new product, CR15i, which is targeted at SOHOs and ROBOs (remote office branch offices) supporting less than 25 users. The company is setting up a network of value-added distributors (VADs) specifically for the new product line, will soon launch a channel accreditation program, and will ramp up its free technical certification drive.
Said Tushar Sighat, VP, Operations, Cyberoam, “Today, small-office customers face security challenges that are similar to those faced by large enterprises, but they are deprived of an affordable network security. We believe that at Rs 31,000, this appliance will expand the security market exponentially. Despite the low price we haven’t compromised on the features. CR15i comes with the same features as any of our high-end products including the much acclaimed reporting tools, identity-based security, and an SSL VPN module.
The vendor will appoint 15 VADs who will enable smaller resellers to deploy its solution with customers. It has identified cities such as Guwahati, Bhubaneshwar and Pune in each region to appoint city-specific VADs. The company has already appointed Hi-link in Mumbai and Tatwa in Bengaluru.
“The role of VADs will be to take the product to the resellers in smaller cities and enable them to sell it. In cases where smaller resellers don’t have the technical expertise to deploy the product, VADs will assist them do so,” explained Sighat.
By the next quarter the company plans to put in place a structured channel loyalty program, and will increase the pool of technically certified Cyberoam engineers from the current 300 to 600. “In the short span of eight months we have provided free technical certification to 300 engineers of our partners. This year we will double that base to ensure we have adequate skill-sets to tap the potential opportunities in the market,” added Sighat. |