Bitdefender EDR is reality than a jargon: Zakir Rangwala

We have good success story with EDR through Bit Defender’s Ultra and elite versions implemented well by our channel partners, says Zakir Rangwala at BD Software Distribution. 


Internet security company Bitdefender offers adaptive, layered next-gen approach in its products to secure the organizations and their endpoints globally. BD Software Distribution as Bitdefender’s Country Partner for India has introduced enterprise and consumer products focusing on advanced malware detection technologies and unique solutions’ architecture.

ChannelWorld India spoke to Zakir Rangwala, Director, BD Software Distribution on Bitdefender’s roadmap, EDR market and enterprise security trends.

Edited Excerpts
What is the current state of enterprise security in Indian companies in today’s digital transformation era? Any new attack vectors by bad guys that’s scarier for organizations? 

Currently, Indian Organizations are focusing more on security aspects for Network security for Public & Private Network and Cloud Security. CIOs and CISOs are seeking layered approach solutions in a security architecture for long-term perspective. Employee awareness and training remains a critical concern for security teams at organizations. 

Security compliance will get serious besides the trend of Continuous Risk and Trust Assessment for CIOs and CISOs. Advanced analytics will improve data security for the companies. Block chain principles to be applied to data security will be important trend in 2019 and beyond. 

Few of the new attack vectors lurking on organizations include Denial-of-service (DoS) and distributed denial-of-service (DDoS) attacks, Man-in-the-middle (MitM) attack, Phishing attacks
And Password attack. Bad guys are expected to continue with SQL injection attack, scripting attack, Malware attack to name a few.

Bitdefender’s Product Suite for India


GravityZone Ultra suite: Layered next-generation endpoint security with EDR


GravityZone Enterprise Security: Layered Next-Gen Security for physical, virtual, and cloud environments.


GravityZone Business Security: Adaptive, layered endpoint security designed for cloud and virtualization.


What is USP of solutions from Bit Defender in India from technology perspective because end point security market is very crowded with MNC and local vendors? 
Bitdefender’s GravityZone Security for Endpoints defeats advanced and sophisticated threats by using an adaptive, layered next-gen approach. Patented machine learning technologies combined with the ability to monitor behavior and detect attack techniques enable GravityZone to prevent, detect and block threats that both traditional endpoint and so-called “next-gen AV” defenses miss. It then automatically takes actions to keep businesses running normally, including rolling back malicious changes.

Bitdefender GravityZone Product is focused on Comprehensive Layered Next-Gen Security Approach service, Identify Threats without Slowdowns service and Simplified Security Management

Endpoint is the new sexy with jargons like EDR, UEBA, CASB. What’s your endpoint story to shine in this crowded marketplace? 

EDR is of course the new sexy jargon. We have had a few good success story in India with Bit Defender’s ULTRA and elite version. We have been getting lot of enquiries from potential client across verticals in India. 

However we also found that not many who enquire about EDR would require such a solution because they have been hearing fancy jargons and ask for it. We would prefer to offer our simple yet effective EDR solutions to the market that caters to needs of the businesses. 

How’s the uptake for Bitdefender GravityZone - Adaptive, layered endpoint security designed for cloud and virtualization? 
Security for Virtualized Environments service of GravityZone helps companies manage all types of virtualization scenarios from a single point of management. GravityZone Control Center is integrated with VMware vCenter and Citrix XenCenter, and also supports many other virtualization platforms, like Microsoft Hyper-V, KVM, Red Hat Enterprise Virtualization, or Oracle Virtualization.

Bitdefender Security for AWS is a security solution designed for the Amazon cloud infrastructure and integrated with the GravityZone Cloud Console. Bitdefender Security for AWS is built for virtualization and scales to your size and needs for optimal return on investment. 

In today’s cloud era, are the organizations ready for Cloud-based End point from Bit Defender? Any roadblocks you face from CIOs and CSOs for cloud? 

Infact we have found that most of the companies have deployed Bitdefender because the company is offering a cloud solution that is very easy to use and implement in the IT infra. Till now we have not faced any roadblocks except in few government offices where they need an on premise solution - which is also very popular offering from Bitdefender. 

... We have tied up with 100 plus SI partners across India that offer security solutions to the end - customer organizations. With new versions of Bitdefender’s ULTRA and Elite we have received good response from channels and customers alike.
Zakir Rangwala
Director, BD Software Distribution

What is the update on the channel ecosystem of BD Software in India? Why should channel partners work with you versus competition? 

BD Software Distribution has excellent customer base since its inception in India two years ago working only through channel partners. We have tied up with more than 100 SI (Systems Integrator) partners and in turn along with them we have been offering our solutions to the customers. With our new ULTRA and Elite version we have been getting a good response from partners and customers alike.  We are also working with MSP specific channels but they are limited at the moment. We have a
proper MSP solutions and we are sure this market will grow in India. 

Ease of doing business with us is what make us partners favorite. We do not have any complicated billing or invoicing system and we make sure that every partner makes a certain fixed margin plus we give attractive schemes and reasonable targets. At the same time Bitdefender is a leader in security solutions as per many independent reviews. So, for the partner to convince the customer about the value proposition of Bitdefender is not very difficult. Bitdefender offers the best solution that is value of money with respectable margins for channels. 

Top 5 Security Trends : Zakir Rangwala


Security compliance will get serious


Advanced analytics to improve data security



Tailor-made security will become a norm


Continuous Risk and Trust Assessment


Block chain to be applied to data se


Lastly , can you further elaborate on channel blueprint for India for 2019? Will BD Software venture into other technologies too? 

We are now working in cities where we have limited presence but there is lot of user base and interest by organizations. We are looking to appoint partners to grow together in those cities/regions. We will focus more on North and South regions of India over next twelve months. 

We work directly with partners who deal with SMB and corporates and hence don’t wish to appoint a distributor unless they have a proper setup to do POC and offer technical support. 

I personally feel educating the user base is of the most importance. Bitdefender is a simple solution to implement that gives the required security in one product and not offering multiple solution for each need of the customer. We would like to have presence in every major city of India to have an increased customers for ULTRA and Elite versions of Bit Defender.

BD Software is bringing in solutions like DLP, MDM and disaster recovery to add on to the existing endpoint security solutions we offer. We have already got some success in DLP solutions and we are now offering a complete offer to the partners to further suggest to their users.

Edited By : Poojitha Jayadevan