F-Secure is closing its sales operation, trusts on VAR module in India
By MYBRANDBOOK
F-Secure is closing its sales operations in India ,being their head office in New Delhi. The primarily B2B sales operations in India includes regular sales and marketing, corporate resellers and partners supported by security vendor’s regional sales teams.Now it will be supported by the distributor.
Sources said, the shut down is less commitment by the management towards growing India region, reason is very less in numbers. Helsinki based security vendor F-Secure had a vast ecosystem of VARs and distributors to sell the products Government, enterprise and SMBs across India. Now the GTM model for India has changed.
We will focus on business through our corporate resellers and partners who deliver F-Secure’s corporate cybersecurity products and services. They will be supported by our regional sales team that serves partners and customers worldwide. As a result, F-Secure has started closing its local B2B sales operations in India end of March 2019, the company said in an official statement.The same communication has also reached to the customers of F-secure.
F-Secure India team for B2B business managed different functions such as sales, logistics, channels and marketing. But now, there will be no local team as India ops will be remotely managed by the vendor’s regional team.
“Changing business priorities in the marketplace and a desire to serve our customers in a more cost-effective fashion is mandating that we change our business model in India. Cybersecurity is a fast moving, dynamic market with partners and customers who demand a range of expertise,” the statement added.
Rahul Kumar continues to be India leader for F-Secure. with the change in business operations, F-Secure aims to provide its products and technology more effectively, as well as offer a wider set of cybersecurity services in the Indian market.the statement says.
There was proper communication and timely heads up to the staff, channel partners and other stakeholders in February and March this year from F-Secure top management on the change in business model, according to reports. It was not an abrupt shutdown of local B2B sales ops and hence it was a smooth shift of business model and associated tweaks for the new phase of India operations for F-Secure.
However, the new business model has surprised several industry stakeholders and the partner community because India seemed to be emerging as a good business market for F-Secure and its channel partners, especially in the past couple of years.
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