In an interview with Channel Axis, Rajat Mohanty, discusses upcoming security trends, channel initiatives and challenges.
Channel Axis: What are the expected upcoming major cyber security trends in 2016?
Rajat Mohanty: The major security trends will be around securing data with increased cloud adoption by enterprises and securing users who are increasingly mobile. Advanced malware and ransomware will continue to be main threat vector. For large enterprises, the use of big data security analytics to detect targeted attacks will become a necessity given the recent spate of breaches.
Channel Axis: What role do you visualize for Paladion Networks as a player in the overcrowded security landscape?
Rajat Mohanty: Cyber security is a growing market and any growing market will attract new players. I wouldn’t say the market is overcrowded; the competition is still healthy. Paladion stands for trust; we have been in this domain for the past fifteen years and have stood firm on our promises to the client. We have also created highly differentiated security management platforms, combining cloud delivery and security analytics that distinguishes us in the market.
Channel Axis: Developing a sound channel partner ecosystem is equivalent to the implementation of a big project. Where has been your journey so far in this regard? How satisfied are you with Paladion’s Indian channel coverage?
Rajat Mohanty: Cyber security needs commitment and we therefore look to work with few channel partners who are committed to deliver long term value to their clients. We have been happy working with select a group of partners, and together we have been able to provide high quality security management to the mid-market segment. Our channel offerings are specially designed to manage security and compliance for mid-sized organizations in financial, IT/ ITES and retail sectors.
Channel Axis: How does your channel proposition stand out from the crowd?
Rajat Mohanty: Our value proposition is about “getting more security out of your security investment”. Security products per se do not provide protection; they need to be fine-tuned, managed and monitored continuously for optimum protection. Paladion provides fully managed security technologies delivered as a cloud offering for mid-market through its channel. This offer has the best price in the market while providing 24×7 protection in a complete managed mode.
Channel Axis: What channel initiatives has Paladion taken for its channel partners in 2016?
Rajat Mohanty: We focus a lot in knowledge transfer to our channel partners so that they can effectively service their clients. Cyber security needs the vendor to work closely with client and we have been conducting variety of skill building at technical and sales level for our channels.
Channel Axis: What business opportunities do you provide to your channel partners In India?
Rajat Mohanty: We provide a very unique managed security model delivered through channels for mid-market that is compelling both in pricing and quality. Our channel partners have higher success ratio as compared to just security product selling. We also run a strong lead generation program in collaboration with each channel partner and ensure all leads are passed on to the specific partner. Our collaborative lead generation program is again very unique in the industry and involves a variety of digital media.
Interviewed by Deepak Singh. He is the editor at channelaxis.com. He can be reached at firstname.lastname@example.org