After witnessing a 100% growth last year, Security major distributor Comguard Infosol is on expanding mode and is looking to increase its presence in the tier-2 and -3 cities as it plans to move out of the five major metros.
It is no surprise that the distributor is looking at a 150% growth this year and as a first step towards this it is looking to increase its partners in the B-class cities and increase its focus on the government.
With a product portfolio with IT vendors like Kaspersky, Airtight and GFI, ComGuard has supported project requirements of leading enterprises in the country. Their clientele in India includes companies from various sectors like education, manufacturing, automobiles and consulting groups.
It has also now added a new Data & Voice vertical to its existing portfolio, with the inclusion of Sangoma and Yealink. Leveraging on in-house technical support resources and strong channel support, it is focusing on going deeper with its partners for its solutions.
Primarily an enterprise-focused distributor, it has more than 10 niche security and voice and data brands in its kitty and is looking to tap the new markets with its entry level security solutions of Kaspersky antivirus solutions. “We want to leverage cross products and solutions for the SMB customers located in tier II cities. In the last 6-8 months we have added 10 new state capitals, and now we are rigorously conducting road shows and partners engagements,” said Harish Rai, Country Manager, Comguard Infosol.
Comguard has been present in the Indian market for last four years. Over the period, it has gained reasonable footprints in A-class cities. The distributor is gradually expanding its vendors partnership in both security and converged solutions and in last six months, it has signed up with two converged solutions vendors, Engenius and Yealink.
The distributor is planning to expand its presence in cities such as Bhopal, Patna, Nagpur, Jaipur and Ranchi. In the process, it will add more than 100 partners to its existing base of 150 and will double its sales and pre-sales personnel from 45 to 90 by 2015-end. “We will look for 35 partners addressing enterprise customers; the rest will be SMB partners,” Rai informed. “We will conduct a 30-city roadshow to educate our partners and train their resources.”
Rai said that Comguard works with top players in their domain who are listed in magic quadrant of Gartner and also look for vendors to address gaps in its portfolio. “We have added 10 cities in 2014, we want to see 15-20% revenue contribution coming from these large states of B-class.”