Amid the increasing blare of the pandemic and the spectre of omicron casting its long shadows over the tech landscape, we have ushered into 2022. Channel success which has always been the holy-grail for any business is all set to get a makeover in the new year.
As part of our effort to get the channel community better informed and get an earful of what the leading distributors, who sit at the most critical point of IT business, are thinking, expecting, and planning for the channel community in 2022, we have started this new section to record the channel predictions of the most prominent players of the IT industry.
Here, as part of this special series of Tech Forecasts, Netpoleon Solutions India registers its predictions for 2022.
“We strongly believe in adapting to the changes in the market and as first step have decided to change the usual approach from product to solution selling.”
Mohan Kumar TL
A true Value-Added Distributor (VAD) of Network Security products, Netpoleon is headquartered in Singapore. Through its strong partnership with Channel Partners, the company has gained a strong foothold in several highly demanding industries namely the Financial Services Sector where Data Protection is a key competitive edge for the businesses, the Telecommunication sector which is a critical information infrastructure and the Public Sector where highly secure and protected environment is required to protect governmental classified information.
Through its partnership with major technology vendors, the VAD continues to value-add the Vendors’ offerings through pre-and post-sales services, as well as professional advisory services on Cybersecurity to its channel partners across the region.
The person behind Netpoleon’s remarkable growth in the country has been its experienced Director Mr. Mohan Kumar TL. With a demonstrated history of working in the Information technology and services industry, skilled in Business Alliances, Routing, Business Development, Sales Operations, and Channel Sales, Mohan has led the company through the turbulent pandemic times. Under Mohan’s dynamic leadership, Netpoleon has been transformed into a resilient organization that has confidently sailed through the ever-changing distribution landscape. As a business leader, he has established himself as a powerful conduit between vendors and the channel community.
In a special interaction with SME Channels, Mohan Kumar TL – Director, Netpoleons India, shares his company’s Channel Predictions for the year 2022. Edited excerpts…
Give a brief introduction about your company
Netpoleon Solutions India (NSIN) started its operations in 2015 under the name of TechKnowLogic Consultants India Pvt. Ltd with the regional headquarters in Bangalore and branch offices in Delhi and Mumbai. NSIN has been plugging in the present-day IT security infrastructure gaps with niche premium products and Seamless Sales, Pre & Post-sales Technical Support. It is a part of Netpoleon Group – a Value-Added Distributor (VAD) of Network Security products, headquartered in Singapore with various full-fledged offices across the Southeast Asia region in Singapore, Australia, India, Indonesia, Malaysia, Myanmar, New Zealand, Philippines, Thailand, and Vietnam. Further strengthening the company, Netpoleon entered into another growth phase in 2017, where Macnica Networks Corporation entered into an equity partnership with Netpoleon. The equity partnership with Macnica, a leading Value-Added Distributor of Network Security solutions to the Japanese and the Global market, has elevated Netpoleon into the Global arena where Netpoleon can engage global players in the market. Netpoleon continues to look forward aiming to be one of the Most Trusted Partners (MTP) to our Vendors, Resellers, and Customers.
As the pandemic is still there and a new variant is spreading, what are the major market trends you are forecasting for 2022?
Due to the ongoing pandemic, it is predicted that Work from Home culture will continue to prevail and effectively managing, monitoring & protecting end points will be a focus area in the IT market. Threat intel market will also play a major role in the upcoming years which organizations uses to understand accurate and actionable intelligence at the right place giving utmost visibility needed to stay one step ahead about the Brand / Vulnerability / Geopolitical / Fraud Intelligence. Also, organizations have now realized it’s about time to rethink security such as End-to-end identity security/governance for privileged and non-privileged accounts as it is very crucial to their ecosystem. Netpoleon India will increase its focus on these areas in addition to our existing offering in space of Networking and Cyber Security.
What major trends would you forecast in the channel market?
In current pandemic scenario most of the partners who use to focus mainly on Infra / Storage / Software specific solutions have also added Security practise in their portfolio offerings due to huge demand in market for IT / OT security Opportunities. The existing Security partners who are veterans in space of Offering Security products are adding MSSP offerings, Services division to cater to their existing client requirements. Biggest trend setter observed in Channel market is adaption to Cloud offerings and the industry is getting ready to take the next leap in space of cloud security offerings and services. Lastly, one positive emerging from the outcome of Pandemic is most of channel community are collaborating and working to address each other’s client requirements to overcome travel and local body support restrictions.
As a distributor, do you have any channel expansion plans for 2022? Do you plan any additional investment in terms of skillsets enhancement including technical, sales and marketing for your team?
We strongly believe in adapting to the changes in the market and as first step have decided to change the usual approach from product to solution selling. Also, we have already added teams in Hyderabad / Chennai region newly in 2022 adding to the increased manpower across Mumbai / Delhi and Bangalore to ensure we have a better reach in the market and serve our partners with quick turnaround. We have designed unique marketing activities targeting our channel partners like Boot camps and Netpoleon partner League which are ongoing and strongly believe that 2022 will be the year to focus more on Digital marketing activities.
What are your plans for onboarding new brands or addition of new business lines for next year?
We are always ahead of others in market in identifying latest and niche technologies, which has kept us apart from other competitors. As we enter 2022, we are shortly announcing our partnership with BlackBerry which has been a leader in the field of Trusted Unified End Point Security/Management to delivery Zero Trust Security and Experience. Being very confident to bring lot more technologies in 2022, the second signup for India is CYCOGNITO which will empower companies to take full control over their attack surface by uncovering eliminating the critical security risks they didn’t even know existed. Welcome to the Shadow Risk Revolution!
How would you like to value add to pre-sales, training, post-sales services for your partners and customers?
Being a VAD is always believing in building the technical expertise with partners as the success factor. Hence, we have defined few unique approaches to enhance technical expertise with the partners like Capture The Flag, ASK ME ANYTHING, Virtual BOOT Camp etc.
What is your geo – spread? What is your plan for enhancing geographies presence from Point of Presence or sales points perspective
Netpoleon Solutions India is a part of Netpoleon Group – a Value-Added Distributor (VAD) of Network Security products, headquartered in Singapore with various full-fledged offices across the Southeast Asia region in Singapore, Australia, India, Indonesia, Malaysia, Myanmar, New Zealand, Philippines, Thailand, and Vietnam.