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Aventail Looks to Extend Base to B Class Cities
By
Sharmee Roy
Bangalore, Jan 30, 2007
Aventail, the provider of SSL VPN services, aims to focus on markets like Kolkata, Hyderabad, Chennai and Kochi, among others, to aggressively expand its footprints in these markets.
The vendor recently appointed Bangalore based Select Technologies as its national distributor to leverage on its extensive network in B class cities. The vendor is also in the process of strengthening its channel base in the country. At present, Aventail has 20 partners.
Ajay Kumar, country manager, Aventail, India, said, "We may even remove few of them or add more to the current partner list. The idea is to take this count to 25 partners. We do not want to add too many partners since it is a niche market and bringing in too many partners will dilute the interest of the partners."
Aventail will be entrusting Select with the task of roping in channel partners in all the major markets in the country. The company is looking for SI partners who have been essentially in the security business and have been trained further.
The vendor has two levels of training programs for its partners. The first level is the basic induction program for the whole set of partners identified, while the second level of training comes at a later stage and is a two-day program. "Aventail is looking at antivirus partners who are ready and can scale up the value chain and have the knowledge of firewall," Kumar said.
"We would continue to focus on remote access while addressing the broader pain points that our solution is capable of handling like mobile access, disaster recovery, compliance, and securing wi-fi networks. With the growth of internet in India, coupled with increased PC penetration, demand for remote access and telecommuting is on the rise," added Kumar.
Currently, Aventail s focus is on the A class cities in the country especially cities like Bangalore, Mumbai, and Delhi.
Kumar said, "Right now the focus is more on A class cities, but we have started making efforts through our distributor Select Technologies to reach out to the B class cities as well."
The company is gearing up its partners as well as its distributor to offer first level of support, while it has its own set of engineers to take care of other support issues. With a target of achieving a 40 percent growth, Aventail is looking at verticals like IT/ITES, manufacturing & distribution companies, and BFSI.
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