“We are investing heavily in channel”- Nilesh Jain, Trend Micro

In a candid interaction with DQ Channels, Nilesh Jain, Vice President South East Asia and India at Trend Micro shared the Channel strategies and future plans for Indian market.

What is the overall endpoint market in India?

Earlier there were firewalls, anti-virus, IPs and mail security as there were bound entry and exit endpoints. Today there are no boundaries as most of the company’s servers, emails, endpoints are outside their premises. Nothing is there in your Premise to predict an endpoint entry and exit. There are multiple thousands of entry and exit endpoints and one single or multiple device just to do protection without knowing what’s happening in the environment.

First, you need a device that does proactive understanding on what’s happening in your environment. First and basic for any organization is to have a proactive detection mechanism on what and where things are going wrong. Depending on those, analytics take proactive and reactive actions to protect your endpoints and exit points. Our endpoint solutions provide this capability.

Highlight the Trend Micro’s market share and key focus areas for India.

Trend Micro has 75 per cent market share in banking customers in India, which includes many renowned names besides SBI and Andhra Bank. Out of the large 42 nationalized banks that we have including public and private sector banks, around 29-30 banks are Trend Micro customers, either on data center or on endpoint or both. These clients are also using our hybrid cloud security solutions for protecting servers and data centers.

What are the Channel strategies and structure of Trend Micro?

We are investing heavily in channel. Apart from channel, one more strategic investment we are doing is, we are working very closely with India’s leading cloud service providers like VMware who is our Deep Security partner. And there are other born in cloud partners like AWS and Azure who are big partners and they are evolving as some of the largest partners for us.

We have one set of partners who are doing the end-to-end integration of security, they are having their own SOC, they are managing customers security incidences and they are giving them a solution, that where we plug-in our solutions with them.

In India, Trend Micro has 2 Platinum partners, 8 Gold partners and the rest are Silver and Bronze partners. In SMB business, they have 2200 partners. We do work with Sify, IBM, and HP etc. There are partners who are Large-scale System Integrators and there are partners who are specialized in one job which is the partner who does servers for customers, they build datacenters only or they do supply virtualization platform for customers, VMware or any physical server.

What are the future plans or Focused Verticals for Trend Micro?

We do lead in govt. and banking batch that are the two batches who are heavily investing into cybersecurity followed by IT/ITES. Out of top 5 IT/ITES, 3-4 are Trend Micro customers. We do have a good penetration in manufacturing, pharma, service and that’s where we have our team across India.

This year, the focus areas for Trend Micro in India include Connected Threat Defense, Virtual Patching, Cloud Security, Network Defense and Tipping Point.