Our sales staff primarily targets the metros at present. However, we're expecting our partners to expand our reach in tier 2 and tier 3 cities. All that a partner needs to do to deploy our solution is simply plugging the device with an IP; everything else is managed from the cloud. The sale can be pretty much closed in fifteen minutes. The comprehensive end-to-end support we provide means that the partner is not burdened with resolving support issues.
CW: What are the distinct features of the 'cloud-based security device' Nevales launched recently?
The nano-sized managed appliance is a security gateway cloud device that can handle over 300 concurrent users. It connects with enterprise gateways too, making consolidating branch offices easy. It helps manage connectivity, security and VPN-automated connects. We give our customers the ability to manage devices, security, and communication in one box at an upfront cost that includes licensing costs too. Providing HR, CRM, ERP, and other services on the cloud is on our roadmap.
We expect to see great sales primarily from organizations with 10 to 50 users. Another lucrative market segment we're looking at constitutes of companies with '100-to-200 users'. We currently collaborate with a few security vendors, and we are beginning to collaborate with other vendors who are into IT infrastructure services. Only one percent or less of Indian enterprises has security gateway solutions, and we are aiming to capture the remaining 99 percent of the market space.
CW: What credentials does a channel partner need to work with Nevales?
We don't classify partners into different sections. We work with partners who understand their customers and who see our product as a transformative technology. Partners need to believe that there are more customers than those they are addressing today. If partners do not address their customers' cloud-related needs, others will seize the order as the customer is looking for better services, and not just products. Partners can never survive on products alone.
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