Endpoint security provider F-Secure, which has so far worked with Indian 
telcos to offer cloud-based security to consumers, has moved to a channel-led GTM. The move will help the company target opportunities in the Rs 1,000 crore endpoint security market, both in the SMBs and enterprise, for its licensed based software and security as a services(SaaS) offerings.
F-secure started focusing on its corporate business through channel in the last eight months. The efforts being put in by the newly elected channel team, which includes Amit Nath, Nishant Sharma and Adarsh Kaul to drive the channels has impressed Finland headquartered, which as a result has started focusing on the putting investment in the channel developments programs.
Recently Juha Ollila, VP, Reseller Channel Development, F-Secure Corporation from Finland met some of the local channel partners to understand their needs during his visit. Impressed with the channel business, Ollial wants to replace the success of India business in other focused markets.
In an exclusive interaction with Channeltimes, Ollila said, “We never have seen structured and fastest growing implementations of channel development activities in India before. But with the new team coming in, we have seen there is ramp up in our channel business and new partners and customers acquisition.”
F-Secure predominantly has been focused in European markets, but with the surge in internet penetrations and mobile uptake, the company has started focusing in India, China and Brazil as the key markets. The company offers solutions which provide complete digital freedom to both consumers and corporates.
“We want to position ourselves as leading privacy, confidential software company. We are putting our endeavors to be working with the channel as a most reliable and consistent vendors. We want to provide best of the security solution to our partners and at the same time provide them ease of doing business.With our full team in India, we have seen a very high number of partners approaching and working with us,” Ollila added.
Since the company has been focusing on the channel business, besides the telecom partners, it is going to include India for the first time into the global partners program. “We never had rolled out any partners program for the local partners, soon we will announce the second phase of our global partners program, and India will be the part of the same program,” he added.
Talking about the new milestones set by F-Secure channel team in last eight months, Nishant Sharma, national head, channels(India and SAARC) said, “In the first couple of quarters of our operations, we have had big installation in defence deals. We acquired customers across the verticals, we have seen competitive sizeable replacements in the market in the endpoint security. Last quarter, we won big deal in government datacenter security on the endpoint. Soon we will start the process of signing up customer reference programs.”
The company has seen the cloud services take up in growing among the 100 users. Established corporates are looking at F-secure for its mobile and device management software security.
Currently, F-secure has more than 300 registered partners of which 80 of them are active.
