With an objective to further develop the existing channel ecosystem and implement the best strategies, CoSoSys is bullish on its growth path in the Indian market. In an exclusive interaction with CRN India, Filip Cotfas, Channel Manager, CoSoSys, shares more insights
How has been CoSoSys’ business growth in the Indian market?
CoSoSys has been present in the Indian market for a few years now and we are happy to present our Data Loss Prevention products to key stakeholders. Endpoint Protector, our flagship product, is a great choice for different types of business industries and size categories. Our main objective is to develop the existing channel partners and implement the best strategies for this market. Our partners are actively working with the sales team, and they participate in technical and sales training activities. At the moment we are working with Indian companies from industries like finance, entertainment and media, etc.
What are the key factors and consumer trends driving this growth?
Our customers are our main priority. We try to put their needs and desires first, as well as earn their trust and respect. We know that building customer loyalty goes hand-in-hand with long-term sustainable growth. Meanwhile, we work closely with our partners in the region to bring the best DLP solution to the Indian market. To increase our brand awareness, we collaborate with local media companies, we create dedicated content for the Indian market on our blog, we participate at the most important cybersecurity events in the region and we use the power of technology to create a competitive advantage. We have witnessed significant increase of security awareness in India for in past years. Indian organisations are starting to understand the role of data security within their business and how their employees can accidentally or intentionally cause a data leak.
How are you leveraging emerging technologies in your solutions to further drive innovations?
Technology adoption is a big contributor to successful business growth. CoSoSys’ long-standing heritage in providing Data Loss Prevention (DLP) products makes it an excellent partner in helping companies protect their sensitive data. Our R&D department is always on the lookout for the latest technologies, so we can map them with the customer requirements and feedback that we receive. The R&D roadmap is dictated by the market demand, in order to provide an up-to-date DLP solution.
Please elaborate on CoSoSys’ active channel presence in India
In India, we work through a Distribution Channel to deliver effective support and results for channel partners. Taking into consideration that India is a big market, this proved to be the best strategy for our business. Through our distributors, we are working with a channel base of more than 500 active partners, who help us promote our brand and business. We are highly devoted in engaging and motivating the channel through different incentive plans, dedicated for both – the companies as well as their sales and pre-sales teams.
Please elaborate on your partner program and its differentiating elements for channel partners?
We have partners all over the world. Our program is helping us enhance our brand in different markets, extend our sales footprint and grow our customer base. We carefully listen to our channel’s market needs and we are making a significant investment to enhance our partner program, so they can succeed as they adapt to the challenges of digitalisation. Our partner program is free to join, and we offer access to marketing and technical documents. All our partners are trained by our team and they receive several certifications to help them gain more benefits.
How are you ensuring reskilling of your channel community in India, and empowering them to strengthen their business?
From the beginning, we tried to ensure that our partners, including resellers and distributors, understand the value of our DLP products and we focused on building relationships with them to know what they need. They always receive the latest product updates to make sure they are up-to-date. We invest resources in continuing education, digital marketing platforms and brand awareness activities. We are willing to develop a robust online presence in the Indian market to help our channel partners reach their goals. We also conduct periodic trainings to help the partners be up-to-date with the latest changes of our products.
Going forward, do you plan to onboard new partners, particularly in Tier 2 and Tier 3 cities?
Our channel partner program is designed to accelerate our business and we are always looking to work with partners that can help us improve our DLP solutions, ensure our products integrate flawlessly into our client’s environment, and enable us to better market our products to new customers. India is a vast market, and it is also very relationship based, that is why we are constantly conducting activities dedicated to new partner enablement, so we can reach as many customers as possible directly, through the help of local partners, hence providing greater value to them.
What are your expectations from the channel community?
If most customers expect companies to understand their needs and expectations, we expect our partners to be committed in striving toward our mission to provide DLP solutions at the highest level of service. We are committed to do our best to support our channel community in every way possible – by providing good margins, trainings, local events, and dedicated activities meant to increase the customer base and generate good revenue for them. In return, we expect our partners to dedicate resources in order to have a good understanding about our products and to be able to communicate CoSoSys’ vision in the Indian market. It is crucial for us to work with partners that completely understand our business model and convey our message to their customers.