VARIndia spoke to Subhodeep Bhattacharya, Country Manager, India, HP Networking, for his market insights into networking security as well as highlights of the company's channel initiatives.
How do you evaluate devel-opment on Security Management & Wireless Broadband?
All unification efforts are based on the need to have better management and security. The data is being accessed in all modes using all kinds of devices and this calls for a secure environment. This leads to a unified approach in addressing all levels of threat.
What solution do you propose for a secured Networking architecture?
HP Networking helps by delivering a choice of the best networking solutions for enterprise organizations as well as small to medium-sized businesses throughout the world. We provide high levels of quality, reliability and security for IT infrastructure. HP Networking delivers reliable, plug-and-play network solutions to small and medium businesses.
The HP Networking portfolio allows clients to eliminate redundant equipment by integrating wired and wireless environments with security from the edge to core. To further drive complexity out of client operations, HP delivers "single pane of glass" management to configure, deploy and monitor the network. This enables common policy management, reduces human error and creates a consistent user experience across access mediums.
What are the major changes happening in Networking & Security solutions market?
According to IDC research, the networking market will continue to grow faster than the rest of the IT market for at least the next five years. Some of the trends in this market include migration of voice and video traffic to IP, expansion of network-based businesses, intelligent networks winning out over dumb pipes, endpoint growth and virtualisation. HP would transform the networking industry with its superior technology, open standards architecture, an end-to-end product portfolio, converged infrastructure and a lower total cost of ownership.
Though HP Networking offers networking solutions across industries, however the key verticals we see growth from include Telecom, BFSI, Public Sector, Manufacturing and Media & Entertainment.
What is the market opportunity you foresee after the recent tie-up with Fortinet?
HP Networking already has its own line of security solutions. In addition, getting a prominent player like Fortinet as a part of our ONE (Open Network Ecosystem) Alliance partner adds to our ability to deliver capable solution and choice in the security space.
What kind of market share you are looking forward?
HP Networking is already a market leader with its Tipping Point range, in addition to its Threat Management solutions as well as ONE Alliance partner solution. We expect this line of business to scale faster supported by higher customer acceptability.
Which are the security features an enterprises should focus?
An integrated enterprise-wide network security solution is essential for securing enterprise data and keeping the business up and running. HP Network Security Services improve network reliability, mitigate risk and reduce the overall cost of managing network security and provide an attractive alternative to resource- and capital-intensive in-house network security support. Through HP, enterprises gain a reliable, state-of-the-art network security foundation for communications need that helps maximize your IT investment. HP Network security services provide a vehicle for moving business to usage-based solutions that allocate resources dynamically.
How do the channels receive HP Networking Products?
HP’s core strength is its channel partners. We have reached out to the channel with our entire set of products and we are witnessing a high amount of acceptance.
What are the channel awareness / certification programmes you are planning for?
HP Networking has many training programmes for its channel partners. One such is AEF - Adaptive Edge Fundamentals, which is designed to prepare systems engineers to install, configure and troubleshoot ProCurve Networking switching, routing and mobility products. ASE - Accredited system engineering is a certification programme for individuals who perform hands-on integration and support of technical solutions in complex, enterprise class environments. MASE - Accredited Master system engineering certifies competency to design, support & integrate application, middleware, platform, operating system, storage, network and option components to solve complex, enterprise-class needs, based on HP technologies. And, ASC - Accredited Sales Consultant certification will enable sales representatives to develop a long-term, value-add relationship with their customers.
What will be the roadmap for the year 2010-11?
Our strategy is "adopt and go". We are maintaining the whole array of products from the classic ProCurve and 3Com portfolio, addressing the full spectrum of products. Going forward, we will continue to launch new products.
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