In June, held a press briefing companies McAfee and “Aksoft”, which was announced in Russia on the opening of McAfee. “This step demonstrates that we significantly increase investments in the development of business in your country – said Roger King, executive vice president of McAfee to work with partners. — Period, when the company has insufficient funds invested in the Russian market, stayed in the past. We see that here we have opened enormous opportunities “.
King said that on the world market solutions to ensure information security (IB) company McAfee is a leader and one (by sales) together with Symantec and Trend Micro in the top three.
Following the 2007 fiscal year, company revenues grew by 17% and exceeded $ 1 billion Roger King also stressed that his firm – one of the few who specialize exclusively on developing solutions for the IB. All this suggests that in Russia and the CIS McAfee products, with appropriate support from the vendor and channel marketing will take a large share of the market. “While we in Russia do not even enter the first five suppliers of solutions for the IB – recognizes King. — But in countries where our operations and marketing activities carried out in full, we are the first-second place “. Speaking about plans for business development, executive vice president stressed that in the future the company would control 30% of the Russian market solutions for the IB.
According to McAfee, vendor offers customers a broad portfolio of products that includes more than 60 programs and solutions. The main customers – businesses large and medium-sized businesses, their share in sales vendor is around 55%, with the highest growth rate demonstrates the medium business segment. The rest of the production is sold in the markets for SOHO and small business. In Russia, as the King, another picture. Here, the main consumers of decisions McAfee – large and medium-sized companies, promotion and SOHO segment in the retail market is still hampered by the lack of localized products. “We understand that late in the issuance of Russian-language versions, and already fixes this situation – said King. — Work on the localization of major programs under way in full swing. Moreover, we already have localized OEM-products which we supply manufacturers laptops. Among them are such companies as Dell, Samsung and Toshiba “.
Representatives McAfee noted that the prime objective of the Moscow office – to establish close contacts with partners and clients, to help channel in promoting solutions to the corporate market. Partners and clients need to ensure that the vendor flexible to deal with the development of business, and it is to deal.
Manages the Moscow office of Vladimir Larin, formerly head of the company Symantec. His predecessor in McAfee, is responsible for developing business in Russia and the CIS, was Stefan Neumeier. But he worked in the Munich office in Moscow and McAfee visited rear.
The state of the Russian Mission until small – only one person, but by the end of the year in the office will be 4 staff. Desk work of Igor Levin, McAfee Regional Director for Eastern Europe. Previously, he, like Vladimir Larin, worked for Symantec.
The focus vendor intends to pay working with the marketing channel, because only partner network allows to optimize the resources necessary to gain new markets, and provides a broad scope of clients in all regions. Currently, distribution contracts with McAfee there are three Russian companies – “Aksoft”, RRC and Verysell. Increase the number of distributors vendor has no plans, but does not deny that possibility in the future, as sales growth in CIS countries.
Speaking about the prospects for business development in our country, Vladimir Larin said that, despite the large number of competing companies, the market solutions for the IB can not be considered saturated. “The last word in choosing a supplier remains with the client – he said. — Until now, McAfee office in Russia was not, but the sale of our products grew. Here we focused on large enterprises, for their lack of localized versions is not a serious problem. As conquest corporate segment and the issuance of Russian-speaking systems will move into the market medium-sized businesses “.
What may force the user to abandon known and have already acquired razreklamirovannyh solutions and products to buy McAfee? Vladimir Larin believes that under current conditions, when every day there are new threats to the IB, security specialists will give preference to an integrated system that provides a high level of protection, low cost of ownership, the minimum time for the administration. All these products meet the requirements of McAfee. In addition, large companies are trying to go beyond one product manufacturer. In different departments, offices, branches impose solutions various vendors. Finally, the client is “X hour”, when licenses expire, the term service contract. And if the customer is left somewhat dissatisfied, he bought another manufacturer’s decision. “Users are regularly changing software products for the IB. And we, including through this, will crowd out competitors “, – underscored Larin.
According to Vadim Korolkova, director of the company “Aksoft”, a distributor of software products McAfee has good prospects in the Russian market. “We supply antivirus solutions all vendors – he said. — Decisions McAfee composed of the five most-selling brands (ESET, McAfee, Symantec, Trend Micro, “Kaspersky Labs”), which accounted for 90% of the turnover in this segment. Our experts give high marks McAfee products, sales of these decisions grew last year by 100%. The same result and we expect this year “. [CRN]
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