Quick Heal Targets SMB and Enterprise Markets

Continuing its rapid growth in consumer space with anti-virus offerings, Quick Heal Technologies (P) Ltd. is now keen to tap SMB and enterprise markets. The vendor is confident of its 'MS Exchange protection' offering alluring the enterprises. "We are launching Quick Heal Admin Console 4.0 in improved avatar in next few weeks. These product lines will enable our partners to explore enterprise and SMB segment," informed Kailash Katkar, MD & CEO, Quick Heal Technologies (P) Ltd. Microsoft Exchange Protection 2009 supports and integrates with MS VSAPI (Virus Scan API) in MS Exchange 2000 and 2003 apart from scanning emails in real time, powerful spam filter, attachment control, background store scanning, detail reports and daily statistics. "Our existing channels will continue to offer enterprise solutions as we believe in cultivating partner growth. We are also looking for new channel partners catering to enterprise space," he added.

At present, almost 30 percent revenues emerge from SMBs and remaining from SOHOs for the vendor. "Going forward we expect the ratio to equalize with enterprise contributing almost 10 percent -15 percent of our revenues. Growing at CAGR of 100 percent plus since past three years, we expect FY 2008/2009 revenue of at least 60 crore rupees,said a confident Katkar. Quick Heal headquartered at Pune has extended its footprint in Indonesia, Malaysia, Singapore and African countries. We are cautiously tapping such emerging markets with planned approach and thorough insight according to our product strength, he added.

With a 250 plus employee team spread across 17 branches including 80 member R & D team in Pune, the vendor launched Quick Heal Total protection 2009 and Quick Heal Anti Virus Plus 2009 in 1/2/3/5/10 user packs. The new version offers anti-malware function, absent from previous version. The extra tools in AV plus includes advanced system explorer, hijack restore, track eraser, windows spy and efficient remote support."We also extend the user pack size depending on user requirements. With laptop fast becoming second PC at most urban homes, multi-user packs are gaining good adoption,"said Katkar.

To create interest amongst channel community, a three-month 'Dhamaka' scheme till 31 January 2009 has been launched. "The resellers /dealers will be entitled for freebies like LCD TVs, bikes, cars depending on sales numbers during this period,"said Jagannath Patnaik, VP-Sales & Marketing, Quick Heal Technologies (P) Ltd.Launched couple of months ago, the certification process of engineers of channel partners is gathering good momentum."We have already trained and certified 700 plus engineers known as 'Quick Heal Certified Anti-Virus Advisor' across Kolkatta, Lucknow, Pune , Mumbai, Nashik and other cities. Such training helps partners to move beyond 'box push', get aware of new security threats and add credibility to their technical team ," said Patnaik. We plan to encompass at least 2000 certified channel engineers in next twelve months,"stated Katkar.

Pursuing a 'different' channel ecosystem than its competitor's distributor model, the vendor has over 300 plus stockists and Tier II base of thousands of resellers/system integrators/dealers. "We have 4 -- 6 stockists in each city who sell to Tier II channel partners. Such an ecosystem is successful in delivering good sales numbers,"said Patnaik. Asked about perils of being over distributed affecting partner profitability, Katkar emphasized, "We are rightly distributed across widespread Indian market .There is tremendous opportunity in security marketplace is huge for partners to make good margins and loyal customer base."