face="Times New Roman, serif">
href="http://www.ciol.com/Channel-News/Channel-News/News-Reports/Seclore-Technology-ties-up-with-Newgen-Software/137181/0/">Seclore
Technology, one the fast emerging security software product
companies, has emerged as the leader in the Information Rights
Management space. Seclore's technology helps enterprises mitigate the
risks arising out of information breaches and regulatory
non-compliance whilst enhancing collaboration.
face="Times New Roman, serif">Of
late, the company has created a niche for itself in the Indian market
and it is evident with the fact that its revenue in the last fiscal
grew by almost six times. The reason behind this significant growth
is that the field in which Seclore operates, has itself been growing
at an extremely rapid pace. In fact, the markets in which it operates
grew by 100 percent per annum and that's why the company grew by
about 600 percent in the last one year or so. Vishal
Gupta, Founder and CEO, Seclore Technology said, “
color="#000000">Every
technology
goes through an adoption cycle and the stage in which we
are today, the rights management is being adopted by people who are
the early technology adopters and not the visionaries. So, our focus
is not really to go out and create the retail brand.”
“
face="Times New Roman, serif">In
the early technology adopters, we have already been successful in
creating brand value for us. For example, the financial services
sector knows our brand very well and has been using our technology.
The second largest spender on information security ie defense
establishments again uses our technology to a great extent. And since
we are an Indian company, the preference is given to us by the
defense sector,” added Gupta. Right
now, Seclore's focus is to work with security focused SIs. Since
the company's technology is in the evangelizing phase, it needs the
partners who can understand and evangelize the technology. And that's
where the company's focus is on tier-2 and 3 SI firms in the likes
of S K International, MIEL, and Tarak amongst others.
“
face="Times New Roman, serif">Our
strategy is not to carpet bomb with too many partners. In India, we
have reached the target of seven to eight partners. We are very
careful in choosing our partners because partnerships for us as well
as the partners are a very high investment activity,” asserted
Gupta. The
company has fairly intensive programs for partner education, which
starts with online training sessions for partners' sales team;
three day quarterly training program for sales and pre sales team of
the partners; technology training sessions for partners' technical
resources; on-site trainings for partners; a partner portal, called
Alliance Portal, which is the centralized repository of all the
information that the partners require. Moreover,
the partners can get more and more returns from the different
activities. The company also has individual incentive programs for
partners' sales people that are based on certain targets or goals
achieved by them. “
size="3">The
partners are using the Seclore technology to position themselves as
security advisors to the companies and not just acting as security
solution providers. With our association, they can drive the
customers' information security needs. The opportunity that it
brings is the change of relationship with customers,” concluded
Gupta.