US-headquartered KEMP Technologies offers affordable hardware-based and virtual-appliance-based server load balancer appliances and application delivery controllers tailored to meet the needs of any-sized business that relies on the Internet for e-commerce and business-critical applications.
Detailing the India strategy, Sapra says, ?We will expand our India sales and technical staff in the next 6 months. The sweet spot will be mid market?typically organizations with two to fifty servers.? The major competing vendors primarily target the enterprise and large enterprises, but KEMP believes that the mid market is a good area for growth opportunities.
KEMP?s initial focus will be on the top 10 Indian cities, including metros and prominent tier-2 cities such as Pune, Coimbatore, and Ahmedabad.
KEMP will sell hardware and virtual LoadMaster appliances through two-tier channels throughout APAC. ?We will soon sign a distributor for the Indian market. We will initially engage with 8 to 10 competent channel partners throughout the country. These will be mainly systems integrators (tier-2 level) focused around infrastructure, networking and security,? says Sapra.
Partners capable of deploying Microsoft Exchange are a natural ?route to market? for KEMP. ?As they install applications, server and storage infra at the customer end, KEMP can form an integral part of their solution,? he informs.
Load balancing appliances are required where there are overworked server farms to avoid delays and ensure faster delivery of applications. ?It will be predominantly on premise model as most customers have their mail /Web servers at their datacenters. KEMP appliances could also de deployed at provider?s datacenter if the customer?s servers are at that site.? he says.
?Worldwide, Microsoft Exchange deployments have been a potential and a very key market for KEMP, and we would replicate it here, informs Sapra. Partners can sell load balancer independently too, he adds.
Among the majors, Dell resells KEMP globally as a preferred load balancer solution. ?In India too, we will build a relationship with Dell from that perspective, thereby aligning some of their partners with KEMP. This alliance is beneficial for us,? says Sapra.
?There is a great need for load balancing for every network implementation. As a leader in price performance, the opportunity for KEMP, especially in markets like India, is huge,? said Norbert Kiss, GM and sales director, APAC, KEMP Technologies.
However, are there any roadblocks in Indian organizations when it comes to adopting load balancers? ?Load balancing appliance is quite a neutral product. One does not usually lead a deal with it, but it does form a critical part of the infrastructure during application/infra and security deployment,? answers Sapra. Making customers realize that a load balancer is a critical solution can be a challenge at times, though they understand the need for it.
More market education is needed, as partners need to articulate the value of load balancing to organizations with overworked servers? load around servers and application applications upfront, agrees Sapra. ?The partner should express KEMP?s value proposition at the beginning of the discussion to the customer. We have a complete calendar of webinars and trainings across APAC, including India, for our partners,? says Sapra.
With the amount of data spiraling upwards, and tech trends such as BYOD and cloud computing gaining more traction, several organizations? servers are feeling the heat liberally. ?The number of transactions is increasing along with the increasing usage of Web and applications. Hence, there is also an increasing need for a specifically built appliance to offload the servers,? he says.
?We look forward to building on KEMP?s existing customer base in India as mid-tier enterprise customers increasingly move to cloud-based and Web-based applications that demand the accessibility and performance. The KEMP LoadMaster family of products provides those solutions,? said Ray Downes, president, KEMP Technologies.
India specifically has a huge untapped market in need of load balancers and application delivery controllers, according to Sapra. And the opportunity is great, he adds.
Sunil Sapra has 18 years plus industry experience while holding senior positions at Veritas, Hitachi Data Systems, WatchGuard, and Astaro (Sophos). Will he be able to script a successful story with KEMP Technologies on Indian terrain?
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