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Q&A: WatchGuard CEO On Two-Year Anniversary, SMB Security Opportunity, And UTM Competition

WatchGuard Technologies CEO Prakash Panjwani sat down with CRN to talk about changes he has made at the company, the SMB security market opportunity, and how the UTM market is changing.

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What changes did you make when you first started?

Number one was setting a very crisp strategy for growth. The market is hot, we have a great go-to-market channel, the core product is good – we just needed to figure out how we grow around those trends. The very first thing we did was build around what we're good at. To me, that's technology for small and medium-sized customers and distributed enterprises – that's where we show the clear value… We took a view of bringing enterprise-grade security to SMBs, and that meant expanding our portfolio and our vision much beyond just network security elements. The other piece of growth, of course, is just constantly expanding your market reach… The second thing was really around culture… To me it was really defining my own values that I hoped would filter across the organization… There were two values that I wanted to make sure they knew. One is just having a customer state of mind, and that includes partners because they are our route to market… We have changed significantly the way we think about compensating employees so it is very much driven by a profit sharing plan that cuts across the whole organization now, so if we do well people make more money.

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