Norton aspires to 'own channel'

Security major Norton by Symantec is gearing up to strengthen its penetration into the Indian market following the launch of its Norton 360 Multi Device solution. In addition, the company is exploring options at developing an alternate distribution channel especially for the mobile segment.

Ritesh Chopra, country sales manager, India and Saarc, Norton said, "We believe in educating and spreading awareness amongst the mass along with increasing our market presence. The new solutions now offered by our company are ready to take on this market and we believe the multi-device solution and 5 user package Internet security solution are apt for the channel partners to promote and sell."

At the channel front, the company will focus on business distribution by region wherein the North and East are clubbed together, apart from West and South. Commenting on this, Chopra said, "We are gearing up to strengthen our partnerships with the channel as well as OEM partners." He further added, "We want to own the channel; we will be working towards strengthening our relationship with tier-3 channel partners who form are our point of sales units."

"Norton is also exploring the options available at alternate distribution channels to promote its products, like for instance, it is exploring the possibility of selling Mobile Security solution through mobile top-up and recharge shops and stationery outlets," said Chopra. Going ahead, the company will also increase its focus on large format retailers and even e-tailers like flipkart and snapdeal.

Chopra said, "We are all set to work with our channel partners at different levels. We intend to develop and support system integrator channel as well as work with partners to increase business and marketing opportunities." He further added, "We will drive attach programs with key OEM partners including drive mobile-attach programs wherein we recently tied up with Digilife to leverage on their existing mobile channel across India."

The security solution provider is banking mainly on three product offering, including Norton Internet Security-5U system builder which is configured exclusively for system builders and integrators and caters primarily to the SMB segment. The solution is priced at Rs 3,999. "The pricing is very competitive and there would be significant margins for partners; this is one of the value propositions that we are offering in addition to the features of the products," said Chopra. Following this, Norton 360 Multi-Device and Norton Mobile Security, intended for the mass consumption, would be available through channel partners, LFRs, and other retail outlets. Norton 360 is priced at Rs 3,499, while Norton Mobile security is priced at Rs 599.

As per the company, the company has managed to establish its presence at 60,000 mobile retail outlets and 30,000 retail locations globally. In India, the company has increased its volume reseller base from 65 to 200 and the reseller base from 1,200 to 3,000 in the last year. Chopra added, "We now have a dedicated Hindi language support center in the country to address the customer requirements in the national language."

The company plans to focus on education and government sector in addition to other verticals where it already has a significant presence. Also, there are plans to conduct roadshows and education sessions in tier-2 and -3 cities across the country.