'The encryption market in India is growing at a rapid pace'

How big is the encryption software market in India? And, what is
Pointsec's role?

Encryption for endpoint devices is a growing market in its first year and it
is too premature to predict the software market size in India. However, the
encryption market would be about 5% of the total Indian IT security market. But
this is growing at a rapid pace. We have several big customers in India in the
BFSI and IT-enabled services. We are focusing on various verticals. The major
focus is on back office operations, software development companies and
healthcare organizations. Wipro BPO (some locations) and ITC CLi3 are using our
software solutions. In the US, we work closely with the FBI.

Which mobile devices would support the software? Do you have tie-ups with
any mobile manufacturing companies in India?

We protect mobile devices such as laptops, desktop hard disks, external
storage devices and memory sticks. We protect mobiles, which work on Windows
operating system (OS), Symbian OS and Palm OS. In India, we have not done any
local tie-up. But, the Imate handheld devices and smart phones that are being
shipped to India, come pre-bundled with Pointsec encryption software.

What is your go-to-market strategy?

We have appointed Select Technologies as our national distributor. Select is
a part of WEP and is headquartered in Bangalore with offices across 10 locations
in India. They have 118 partners all across the country, which are focused on IT
security products. Pointsec solutions enable the companies to successfully
comply with various clauses in compliance in countries such as the US, Japan,
where IT compliance rules are already in place. Today, if an India-based BPO
unit is making a pitch for a US client, who is a financial institute, mentions
in its sales pitch that it is using a Data Encryption Solution that is BITS
certified, it would be easier for the client to take a decision in his favor. We
are using this strategy to target customers.



How is the response in the global markets?

We have received a good response from international markets. The major
reason is the compliance factor.

Arunima Nath

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