Despite tremendous growth in security business, the interactions between vendors and the channel is not sufficient owing to attrition problem, said information assurance solution vendor Secure Synergy.

"One cannot interact enough. Interactions are never really sufficient because of higher incidence of attrition in the channel community. Attrition keeps channel readiness at levels lower than what you would like to see with the channel," the company CEO Anil Menon told Channel Times. But he said the vendor is looking at "structured training" based on the readiness of the partner as well as the kind of relationship they have.

"Some of the partners are happy fulfilling requirements while others are keen on moving up the value chain and delivering security as a service. Hence, we provide a platform for select channel to be initiated into the security business, with some we help pick up products and add their services while with few others we have a fairly evolved model where we do services together," he said.

On the perception about security paradigm shifting beyond banks in India, he said, "Information Security paradigm has never been restricted to banks in India. However, banks have been the early movers and have a more evolved security program management than any other verticals."

In recent times, Menon opined ITES, Pharma sectors as well as the government has looked at security investments seriously. "Unlike Banking, which implemented security for protecting its network, core banking infrastructure as well as online banking, ITES firms have used security as a means of projecting India as a safe source destination for Outsourcing and Engineering Services. This has led to a higher adoption of security certifications like the ISO27001 by the ITES sector, very often used as a competitive differentiator," he said.

On customers and verticals understanding the importance of security, he opined, "We have several clients today who understand security, can relate security to business benefits, can quantify ROI out of their security investments as well as meet compliance requirements. They are also able to measure parameters thoroughly and optimize investments through a proactive framework."