BD Software Distribution Pvt. Ltd., one of India’s leading value-added IT and cybersecurity distributors, recently engaged in an exclusive interaction with NCN Magazine, Mr. Zakir Hussain Rangwala, CEO, BD Software Distribution Pvt. Ltd., shares his inspiring journey, key milestones, and vision for cybersecurity growth.
Please take us through your journey—how did it all begin?
My journey started in 1989, during my college days. I wanted to earn money, so I began selling desktop computers. At that time, computers were not common and people needed training as well, so I also started teaching users how to operate computers. I still remember—it was October 1989 when I truly began my sales journey. That phase built my foundation in selling, communication, and customer trust.
When did cybersecurity come into your professional life?
Actually, cybersecurity didn’t exist as a term back then. It was only “anti-virus.” After completing college in 1992, I got a job in selling anti-virus software, and that’s how I entered the security domain. Since then—from 1992 till today—I’ve been in the cybersecurity field. I have been consistently selling security solutions because I truly love this work. I believe cybersecurity products save people’s time, protect their systems, and help businesses operate smoothly. It’s meaningful work.
What motivated you to start your own venture in 1996, and how was the journey of Aladdin Multimedia?
By 1996, I got the entrepreneurial fever. After working from 1989 to 1996 and understanding the market closely, I wanted to build something in my own way—create my own philosophy, structure, and take independent decisions. That’s when I started my first company, Aladdin Multimedia, as a distribution house. It was a very strong and exciting phase for us—we distributed nearly 300 software products from around the world in India, built a strong channel network, and worked extremely hard. We successfully ran this business for almost 15 years, which was a big achievement for us at that time.
In 2010, Aladdin Multimedia had to shut down. What were the key challenges behind this decision?
In 2010, we had to close Aladdin Multimedia. The market had changed completely. The internet era came in, online selling started expanding, and larger distributors entered aggressively. Many vendors would appoint us as distributors for just 6 to 8 months, and later replace us with bigger distributors. This caused instability and we incurred huge losses. Eventually, we could not sustain and had to shut down the company.
But as an entrepreneur, you don’t stop. Even when one chapter ends, you learn and restart. Motivation never leaves you.
What did you do during the transition period after shutting down your first company?
For around 4 to 5 years, I worked at different places. That period helped me reflect deeply—what went right, what didn’t work, and what should be improved. Sometimes a job helps you learn again from a new angle. It also gave me fresh knowledge and maturity.
BD Software Distribution began in 2016. How did this new chapter start?
In 2016, I started BD Software Distribution Pvt. Ltd. and after that we haven’t looked back. We are growing strongly at 40–50% year-on-year. Today, my team is around 90 people, and we aim to reach 150 employees by the end of 2026. Our operations are spread across India and we are also expanding internationally into Singapore, Malaysia, Nepal, and Bhutan.
What makes BD Software different in today’s cybersecurity market?
Our biggest strength is our channel-focused approach. From day one, my goal has been very clear: Selling cybersecurity solutions through channel partners. Every policy, every process, every support model in our company is designed for channel growth.
We currently have around 20 cybersecurity solutions, covering everything needed for SMBs, enterprises, government sector, and small businesses.
How did you build and strengthen your partner ecosystem across India?
This is what I am most proud of. We have built almost 2,000 partners, and we invoice around 1,800 partners yearly across India. Many of these partners earlier sold toners, hardware, or small IT products. But today, online stores and e-commerce have created tough competition for them.
So we decided to train partners in cybersecurity selling, and our model works like this:
- Partners sell the cybersecurity solutions
- We provide complete technical support, renewal support, and service assistance
- Partners earn profit without needing heavy technical expertise
This has become a win-win model.
Trust seems central to your journey. How important is it in the channel business?
Trust is everything. I have been in this industry for 35 years, working closely with channel partners, dealers, and the ecosystem—including magazines and media houses. Relationships built over decades cannot be replaced easily. Channel business is not transactional; it is emotional and trust-based. Partners stay with you when they believe in your consistency and support.
What has been your biggest achievement as an entrepreneur?
Honestly, my biggest achievement is not just revenue or expansion. It is about securing customer data through the right cybersecurity solutions, helping partners earn profits and stay strong in a changing market, and transforming my team into future entrepreneurs. I want my people to grow and understand business completely—sales, strategy, support, and decision-making. My aim is to create more leaders, not followers.
What’s the biggest difference between sales and entrepreneurship?
Entrepreneurship gives you openness. As an entrepreneur, you can try your own ideas, build your own culture, and take decisions without waiting for approvals. You also don’t blame anyone—you own success and failure both.
My motto is: “Fail fast, fail different.” If something doesn’t work, accept it quickly, learn, change strategy, and move ahead. That independence is the best part of entrepreneurship.
What advice do you give young entrepreneurs afraid of risk?
The biggest truth is—without risk, you cannot be an entrepreneur.Young people should stay focused. Markets will change, challenges will come, there will be ups and downs. But life is a circle—it keeps moving. If you keep moving forward, success will come.
Also, never break relationships. Even when I was down, I stayed connected with my partners. Those relationships later supported me again. Entrepreneurship is a long journey, not a short race.
What is your message to the new generation entering cybersecurity?
Cybersecurity is not just a business—it is a responsibility. India is a fast-growing market and people are becoming more aware and inquisitive. If you enter this domain with the right mindset, you can build a strong future.
My message is simple—stay focused on your goals, keep learning continuously, and always build trust in every relationship. Support and strengthen your channel ecosystem because growth becomes easier when everyone grows together. Most importantly, don’t fear risks, but take smart and calculated risks that help you move forward confidently.
If you do this consistently, you can build success for yourself and also create success for others.
Covered By: NCN MAGAZINE / BD Software
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