IronPort to tap Indian security market

Pragati Simlote






NEW DELHI: E-mail security provider IronPort Systems plans to aggressively tap
the Indian security market, seven months after it entered the country.






The company has developed a family of security gateway appliances, including the
IronPort C-Series email security appliance, the IronPort S-Series web security

appliance, and the IronPort M-Series security management appliance.






Iron Port Systems Inc. India and SAARC regional director Ambarish Deshpande
claims that the company is currently catering to 20-22 large customers in India.

With the number of mailboxes it has added to its kitty, IronPort is already a

leader in the email security space in India.






Deshpande said, “We entered India around six-seven months back. Our India
strategy is very simple to get the large accounts first because they then become

our reference accounts for targeting the next rung of companies. We also have

decent size customers in the mid and low end of the market and are catering to

customers ranging from having 350-400 users to millions of users.”






He added, “Today we have 10-12 per cent of India's mailboxes already and we
definitely want to grow as much as we can. This growth has come from the large

ISPs and now we want to get into large corporate houses. Apart from the

mailboxes, I want to see these boxes being deployed at multiple locations. We

want to cover as many locations in a span of two-three years time.”






On how the company differentiates itself from its competitors, Deshpande said,
“Our technology is different and it is being made available to the customer

whereby they can see and utilize this technology. In India, many companies want

to check the product before they buy. We give them solutions to test live in

their environment and have good amount of appliance in the local market to be

demonstrated to the customer.”






Inflow Technologies is the company's distributor in India. Detailing its channel
plans, Deshpande said, “We are in the process of signing with 18-20 odd partners

all across India. We already have strong relationship with two system

integrators Apara and 3D Networks and would also announce a partner program

shortly. We would also train our partners and help them go to the market and

target the mid and low end of the market.”






He added, “24x7 email and telephonic support is built in IronPort products. We
have just got our toll free number approved which would be up and running from

August 1, 2006 for Indian customers.”






The company also plans to increase its India headcount, which would work with
its partners and customers. According to Deshpande, “In another 30-45 days, we

would have four-five people joining us. We have applied also for a subsidiary in

India.”






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