Watchguard eyes SMB segment

Watchguard, a security applia0nce player, would target the SMB segment
aggressively to boost its bottomline. The company plans to have a sepa-rate team
for the SMB segment and is expecting triple digit growth in the next one year as
a result of this move.

Watchgurad country manager Ajit Pillai said, "SMB market has lot of
potential and we have just started working on the business model for this
segment that would be unvei-led in January next year."

The company plans to move steadily to target the SMBs. This move would have
more regional focus and none of the existing partners of Watch-gurad would be
involved in this initiative. The company plans to start this initiative from the
Western region and then slowly emulate the model in other regions. Watchguard
would work with consultants and partners that would add value to this business.
The company currently has around 1,000 customers and is expe-cting to add at
least a customer a day over the next one year. It currently has 45 channel
partners across the country and has tie-ups with vendors like HCL Infosystems
and Wipro Infotech. Watchguard has two distributors, Ingram Micro and Wipro e
peripherals, but it does not intend to disturb the existing channel structure
and would build a separate team for the SMB segment.

Watchgurad is expecting huge growth from the Indian subcontinent. At present
India's contribution in the company revenue is miniscule, but is expecting to
be among top five countries in APAC region for the company. APAC contributes
around 30 percent in company's overall revenues.

Rahul Gupta

Mumbai