Array Networks provides Application Delivery Networking (ADN) solutions powered by SpeedCore software. The company delivers solutions to enterprise, service provider and public sector organizations.
In an exclusive interaction with Infotech Lead, Shibu Paul, country manager – IN, ME and ASEAN at
Commenting on the company’s strategy in India, Paul said, “Our strategy in India is to align globally but think and act locally. We will adapt to the local markets that have a clear plan in place for garnering the local market share. Our sales, marketing, channel management strategies will think and act like we are a local company and close to our customer wherever he/she may be.”
Array Networks hopes to be the top 3 vendor in the product market segment it competes in, Paul said. The company has already achieved this recognition in the ADC segment, and similar growth is expected in WAN optimization & SSL and VPN segments, he added.
“In India, the kinds of solutions we provide are sold mostly by security service providers rather than a normal IT system integrator. So that is the one thing we need to be identified as. If a security consultant and a security partner sell them these products, they will trust them,” Paul said.
Commenting on the challenges faced by the company, Paul said that frequent fluctuations in dollar-rupee rates makes it difficult for the channel as well as Array to execute deals. Because of the uncertain nature of business forecasting revenues becomes very challenging.
The current political scenario in India will have an adverse effect on the businesses. “Elections are definitely going to have an adverse effect in decision making hence a challenge for the next FY,” Paul added.
The network security market in India is driven by the demand for IT security and security remains an area of increased spending across industries.
According to Gartner, the top security issues include loss of intellectual property or customer data, external hackers, rogue employees, hardware or software vulnerabilities, employee errors, natural disasters, theft, unauthorized wireless network access and terrorism.
With respect to the company’s investment plans in India, Paul said, “India is our key growth region and our investments will be in line with our growth. The immediate plan is to augment our TAC center in India. We are actively looking at setting up a development center especially for technologies like WAN Optimization. Also we are extending our team strength to cover regions like Bihar, Jharkand, Uttarkand, etc.”