By Amit Singh, December 29, 2011, 1030 hrs
Cyberoam is formulating a marketing strategy to reach its target of selling 15,000 Netgenie products by March 2012. It has earmarked Rs 50 lakh as the marketing budget; 60-70 percent of this is for Mumbai.
The company launched Netgenie—its brand of security appliances for the home and SOHO segments—in September 2011.
Said Bishwajit Sutradhar, National Sales Manager, Netgenie, “We are ready to storm the market. The aim is to sensationalize Netgenie.”
Over the last two months Cyberoam has signed up Supertron as its national distributor, 12 regional value-added distributors (VADs) and around 800 resellers.
“In the initial phase we are tapping 22 cities,” Sutradhar said. “We have already activated eight VADs and 488 resellers in Lucknow, Jaipur, Chandigarh, Mumbai, Kolkata, Ranchi, Hyderabad and Visakhapatnam. We have identified clusters of residential and commercial complexes, and set up demo centers.”
Cyberoam is working with VADs to develop the market and create customer awareness. “We are working with partners who are strong in networking and software. We don’t want box-pushers—we want people who know how to create a sale and add value,” explained Sutradhar.
Cyberoam is running partner-led demos for Netgenie across six cities. Sutradhar said that the partners are conducting 6-7 POCs per city every week, of which 4-5 are translating into closures.
The vendor will now focus on resellers. “We will teach resellers how to configure Netgenie in 10 minutes, for 10 users,” Sutradhar informed. “The trainings will include creating Wi-Fi and setting security policies within those 10 minutes.”
Netgenie is a UTM device specially created for home and SOHO users; it comes with a 3G-ready wireless router. The 10-user SOHO version is priced at an MRP of Rs 10,999; it comes with a 1-year warranty and 3-year subscription for an antivirus, intrusion prevention system and firewall. The home UTM device is priced at an MRP of Rs 7,999. |