Maxim Mitrokhin, Director-Operations, Kaspersky Lab, APAC, talks about the company's aspirations for the Indian market.
CW: Enterprise security is a crowded space with many well-entrenched vendors. Don't you think you've made a late entry?
Mitrokhin: We are definitely not late. Kapsersky started with a corporate (B2B) product. We sold much more in the B2B space in the early 2000's. In 2005-06 we launched a good consumer product (KV and KS version 6) which boosted our B2C revenues. Our worldwide revenue split today is 70:30, in favor of B2C. In India, it stretches to 80:20. We are not content with the B2B market share. Hence, the renewed focus on driving this segment.
CW: How realistic is your GTM strategy in your bid to defeat companies like McAfee and Symantec? And, how soon will that happen?
Mitrokhin: Despite the fact that we are comfortably placed in the B2C space, we never ignore the B2B market. We launched EP8 last October. It's difficult to win the hearts of big corporations that have been working with other dominant vendors for a long time. We had to introduce something different. 'Kaspersky Endpoint Security for Business' is a breakthrough product with a revolutionary 'One Platform, One Console, One Price' approach.
CW: The 'One Platform' concept has been talked about by the likes of McAfee for many years.
Mitrokhin: I would not like to compare it with the others. The biggest challenge today that IT managers face is the complexity that stems from security solutions across different platforms. Previously, only malware was a major threat. Today, about 75 percent of cyber attacks happen due to vulnerabilities in third-party applications. Software companies constantly release updates and patches which makes prioritization difficult for IT administrators. Also, the proliferation of laptops and smartphones at work underscores the need for MDM. Addressing all these threats means that there is a need for four different consoles and corresponding policies. There are tools in the market but they are all separate. To reduce this complexity, we introduced a single platform with one console. Many security vendors claim to offer one platform, but it is often built through some acquisition. The 'Endpoint Security for Business' platform is our own IP--it is our biggest differentiator.
CW: How does the 'One Price' solution work with respect to new-age security threats and limited IT budgets?
Mitrokhin: IT managers buy security solutions from different vendors intermittently. But they need to convince their managements, and get budget approvals each time. The enterprise can buy our entire product with a one time budget approval. It also allows IT admins to see, control, and protect all systems and endpoints in the network. Our set of services is divided into four categories: Core is the foundation of workstation anti-malware protection and firewall. Select includes workstation and file server security, app control with dynamic whitelisting, device and Web control, and MDM. Advanced has features of Select, and also includes encryption and systems management tools. And Total has additional protection with the inclusion of infrastructure-level protection for Web, mail, and collaboration servers.
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