ESET eyeing the Enterprise segment in India

Parvinder Walia
Sales & Marketing Director, Asia Pacific & Japan at ESET

With a double digit growth for the last four years, ESET considers India as an important market. After becoming a well known brand among SMBs, the company is targeting the Enterprise segment with new offerings. In a chat with VARINDIA, Parvinder Walia, Sales & Marketing Director, Asia Pacific & Japan - ESET talks about the brand positioning in the APAC market, India market and cyber security landscape in the country -  

Talking about the market positioning, Parvinder Walia, Sales & Marketing Director, Asia Pacific & Japan - ESET says that in Asia Pacific the endpoint security market would be $2 billion with Japan coming in the top position whereas India market is between $60-80 million. The Endpoint security provider, ESET holds 4th position in Asia Pacific market and India contributes around 2-4% to the whole APAC revenue of the company.    

   
“In terms of market size, according to IDC, Asia Pacific in 2018-19 would be $2 billion for Endpoint security. In this $2 billion market, 50% belongs to Japan.
According to IDC, India market is somewhere between $60-80 million but we believe that it is much more than that, basically around $100 million. This is our estimate based on the Partner feedback and what we see in the market as well.   
IDC has ranked ESET as No. 4 in terms of our market share in Asia Pacific and that is about 5.5-5.8% market share in APAC. Majority of the revenue comes from Japan. We have about 7% market share in Japan and approximately we gather about $ 65-70 million on yearly basis from Japan. The second biggest market for us is Australia followed by New Zealand, China region (China, Hong Kong and Taiwan), Thailand, India and Indonesia. So revenue contribution from India is somewhere between 2-4% to the entire APAC revenue for ESET,” asserts Parvinder.   

India Market for ESET
Though ESET is present in India maket since 2007-08 but to strengthen its channel network the company is working with Sakri IT Solutions. In 2016, the company grew about 45% and is growing in double digits in last four years. Though SOHO is an important segment for the vendor but it has also started catering to Enterprises.  

“In India we have been present in the market since 2007-08 and via resellers initially. In last couple of years we are working with Sakri IT Solutions to strengthen our channel network. In last two years we have doubled our market share. In 2016 our growth was about 45%. In APAC, ESET is growing in double digits in last four years. India is a key market for the company. It is very popular amongst consumer, SOHO and SMB segment. But SMB has been our sweet spot over a period of time. As a global company we have started to produce products catering to the Enterprise segment. We are upgrading our endpoint solution to version 7 and at the same time we will be releasing EDR solution which is basically endpoint detection and response solutions,” says Parvinder.  

Adding to it he says, “The global idea is to move to the enterprise segment. We have researched for a very long time and received a lot of feedback from many organizations, asking us to provide a solution which cater to their needs. There are so many opportunities in which a big enterprise can utilize ESET’s technology, because we believe that the core technology to protect against the cyber crime is the same but the management capability differs and that is why we redesigned our management console to cater to enterprises. There is a lot of revenue potential in enterprise and we believe if we can use our technology and management capabilities, there is a market for us to gain for our future growth.”

Cyber security landscape in India
Digitalization is the new wave in India and the country is on the right path. Technology is to make lives easy but often it is misused by cyber criminals, so the government and its organizations are also working towards protecting the interests of common man.     

“India is on a right track in terms of Digitalization of many facilities. Technology always comes with the problem of being misused by cyber criminals or people misusing it for financial gains. If India has a technology to create unique Ids like AADHAR then definitely the government organizations are also working towards safeguarding the interest of the common man by securing their information and prevent any malicious activity,” explains Parvinder.

A collaborative approach between government and private organization is necessary for the nation to protect from cyber crimes. This collaboration approach has been followed in many countries and it is also gradually taking up in India.   
“The collaboration with government and private organization is necessary; you must join hands for the sake of cyber security of the nation. Not only the government but the security agencies must collaborate. I have seen collaboration in various countries where security vendors are also collaborating on various projects, not for financial gains but to safeguard that particular country by knowledge transfer and information sharing. So that is paramount from my point of view. I see that too happening in India and we need to be more pro-active than reactive. It is moving towards the right direction,” concludes Parvinder.

Aparna Mullick
aparna@varindia.com