Dell SonicWALL aims to tap the enterprise market

SonicWALL plans to build on the already strong presence Dell has in the enterprise space 

Post acquisition by Dell, SonicWALL, now part of Dell’s software group, is looking to acquire customers in the enterprise segment building on Dell’s existing relationship in this space. During the past four years, Dell globally has invested more than USD 10 billion to deliver innovative, high-performing end-to-end solutions to better support the evolving needs of its customers, the company said at the 2nd Annual Dell World conference. More than 95 percent of the Fortune 500 companies rely on Dell for IT solutions and services.              
“We want to make inroads into the large enterprise as we have the complete reach now. Earlier, it might have taken us 3-6 months to reach to a big customer, but now we have immediate accessibility and reach because of Dell,” Amit Singh, the newly appointed Country Head of Dell SonicWALL told InformationWeek.             
In terms of the business split, Singh says he would like to have a balance between the SMEs (small and medium enterprises) and large enterprises. In fact, he has already put in place dedicated sales teams for each of the two markets. Given the strict regulatory and compliance requirements, Dell SonicWALL, like most other security companies, counts BFSI and government as two of their most important industry verticals.     
SonicWALL’s acquisition by Dell has been welcomed by their customers, Singh said. “Customers are now looking forward to the added benefit of Dell’s security capabilities along with Dell’s existing integration capabilities and services.”                
SonicWALL India has about 300 employees in its R&D center in Bangalore and the team is a significant contributor to the global engineering team supporting their unified threat management (UTM) and Aventail products. SonicWALL acquired Aventail Corporation, provider of SSL VPN secure remote access solutions, to complement its security portfolio in 2007.                  
From a partner perspective, Singh reinforces that they would continue with their 100 percent indirect business model. “All our businesses continue to get executed through a channel partner,” he said.