Quick profits from swift expansion
A leader in anti-virus technology in India, Quick Heal Technologies is expanding its global distribution network. In an interaction, Abhijit S Jorvekar VP Sales & Marketing, Quick Heal Technologies talks about expansion plans for Middle East.
Namita Bhagat (NB): What is ‘Quick Heal Technologies’ (QHT) all about? What is the USP of the brand?
Abhijit S Jorvekar (ASJ): Quick Heal Technologies is a leading provider of Internet Security tools and is a leader in anti-virus Technology in India. Founded in 1993 the company has been actively involved in Research and Development of antivirus software since then. The security products are used by consumers, small businesses, Government establishments and corporate houses for protecting their computers from viruses and other vulnerable threats. QHT is the winner of Red Herring Asia 2009-10 Award and the Deloitte Tech Fast 50 Award. It has bagged No.1 rank for three consecutive years in CRN Channel Champions Survey (a UBM Publications Initiative) in SOHO category. The team is driven by the impetus to identify customer needs and provide quality solutions.
The company believes in combining simplicity and innovation to give anti-virus solutions a quantum leap forward. A tradition that is meticulously followed in all the product releases for e.g. Quick Heal 2011 series combines stronger and lighter technology for complete security and data protection. The amazingly simple yet dynamic interface assures complete protection without interruptions or slowing your system. The company also has a strong post-sales support, provided by its own ground staff in over 25 cities in India.
NB: How has been the journey so far for QHT in India? Do you have presence internationally via your distribution channel for your products and/or services at present?
ASJ: Throughout its history, Quick Heal has expanded its offerings and capitalised on evolving Antivirus trends and latest technologies to benefit its clients. The company pioneered Antivirus research and development in India; set the benchmark for computer security industry standards; and has established itself as a leader in AntiVirus technology in India. The company has a consistent growth at the CAGR of 88 per cent over the period of last five years and has a market share of more than 30 per cent revenue in India. It works through an extensive network of channel partners and distributors in India.
Quick Heal’s partner network is spread over 50 countries in the world and collaborates to give customers the best possible solutions.
NB: Are you currently employing franchise model for QHT in India or internationally for your distribution channel?
ASJ: We already have Distributors in Southern, Northern, Eastern and Western regions in India. We will be adding more resellers in these regions and we welcome resellers, system integrators to contact us and take the opportunity to become our partners. We would be appointing more distributors, retailers, system integrators in international market like Europe, USA, South East Asia, Middle East, Africa and CIS regions.
NB: The company has recently announced its Global Partner Program? Could you elaborate on the nature of the model you are seeking for extending your global foot print?
ASJ: Quick Heal is a very well-known Antivirus brand in India and has a very wide channel presence. The company has plans to follow a light-asset business model where effective-distribution channels hold the key. The plan is to create formidable distribution-networks and after-sales service channels.
Quick Heal ensures that the partners and distributors utilise their knowledge and experience working with Quick Heal to expand their footprint into the Antivirus solutions market in their territories. In addition to reselling Quick Heal Antivirus Solutions, international partners are empowered with training and resources to help them provide high quality and cost-effective capabilities to enhance the value for customers through customisation and support services. Quick Heal offers a wide range of benefits and resources to the partners as part of the International Distributor Program.
At Quick Heal we believe our success lies in forging strong relationships with our resellers and distributors.
NB: What kind of expansion you are looking for in terms of number of locations and territories internationally and especially the Middle East region in the coming years?
ASJ: We already have our strategic partner ‘Quick Heal Middle East’ in Dubai for the entire region. We also have the fastest growing distributing channel network in each country in Middle East. We plan to continue growing the channel network in this region to be able to cater to a wider audience.
Quick Heal takes pride in assisting the channels in meeting their goals and reaching out to the target audience. We plan to run special channel schemes which will assist the channel partners in achieving high revenues.
NB: How do you propose to train and support your franchise distribution partners and after sale service providers to maintain the brand equity of QHT? How would the company deal with competition from other technology solution providers?
ASJ: Quick Heal’s channel partner manager acts as a single point of contact to provide ongoing support to channel partners and ensure the partners’ success. The company takes pride in assuring that customers and partners are well connected for mutual benefit. We have comprehensive training programs for our partners. We conduct routine training programs to equip our partners with the latest products, technologies and latest market conditions.
Certified by International organisations such as ICSA Labs, Virus Bulletin, and West Coast Labs UK, the exceptional product line has passed stringent tests to assure complete protection to users against real-time threats. The OPSWAT certification assures smooth reciprocity of all our applications with leading Gateway Security Devices. We have also patented technologies like PC2Mobile Scan & WOW64 Scan Technology for Windows Vista.
NB: Did you need to consider any factors especially in terms of government regulations and authorities for expansion into Middle East? If yes, kindly share.
ASJ: We have good experience with government departments in India by providing security solution to different departments. We can assure that our security solution products for international government will benefit there departments and we are keen to work with them. Every country has their own terms and conditions and security policies; we will be a comfortable partner for providing better customized security solutions and services.
NB: What advice would you like to give to the entrepreneurs and businesses contemplating master franchise/ franchise deals in the Middle East?
ASJ: Based on our experience of working with thousands of dealers and channel partners, we have observed that the successful channel partners posses certain common traits such as dedication and passion. You should choose the franchise of only those products about which they are convinced. Select a domain in which you are comfortable and have in-depth knowledge in. Check the credentials of product you are planning to sell and ensure that the product holds a good brand name, offer good service and of course offer good quality all this will lead to a great long-term tie-up and will generate better revenue.
