Amuleek Birjal, country manager, RSA India, gets into conversation with Vinita Bhatia of DQ Channels, about RSA's security initiatives for large as well as small and medium enterprise in India.

In light of your recent tie-up with Secude India for SAP applications, how do you plan to tap the enterprise security segment?

Given our partnership with Secude, we feel that our ability to reach out to the large enterprises segment is an easily accomplishable task. More importantly, even if we look at the individual resources that RSA itself has in India, when it comes to addressing the go-to-market opportunity, it is not a challenging task

We will complement this initiative with several aggressive marketing activities as well to ensure that our channel and customers get to know about the solution area from Secude and RSA, and how this can autonomously help the users save time and improve efficiency.

In recent times smaller enterprises are also opting for ERP as well as large enterprises. Therefore, dont you think you should be targeting SMBs as well?

In the security domain in India, RSA India is one of the only few player to have dedicated sales force focused at the commercial and mid- market SMB segment. But, looking at the availability of our resources, the size of opportunities and the strength of our existing relationships, we will focus on the large enterprises initially. However, this does not mean that we will not look at the mid-market segment at all for SAP security applications.

Because of our direct sales presence and the focus of our partners in that segment, the importance of implementing security at the ERP level is a message that is going to be carried out through our marketing efforts, equally to the SMB segment.

How will you involve the channel in this game plan since you already have a direct sales force?

When you talk about ERP installations, the large manufacturer customers have well-identified solution providers who manage their infrastructure.

We are going to come up with a list of the major SAP partners and then zero down to those partners who do a lot of SAP business and are associated with us as well. Over time, we will have a programmatic approach to bring in other partners as well, which would include tier-2 solution providers, especially as we start working with the entire universe of the remainder 3,000 manufacturing enterprises in the country.