Kaleidoscope April 2016

The latest trends in IT security 2016

DEFENCE METRICS

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Introduction

CONTENTS 04 14 Sophos

Help AG

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A10 AccessData Arbor Networks

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Credence

09 As emerging technologies such as cloud, Big Data, mobility, virtualisation and Internet of Things create more data and intensify its growth, safeguarding it and eliminating risks related to it, will be the primary concern for organisations today.

IDC predicts that by 2020, more than 1.5 billion people, or roughly 1/4 of the world’s population, will be affected by data breaches. A recent report

by Gartner stated that by 2018, more than half of organisations will use security services firms that specialise in data protection, security risk management and security infrastructure management to enhance their security postures. It also revealed that mobile security will be a higher priority for consumers from 2017 onwards.

As security continues to be on top of mind for most businesses, Reseller Middle East’s Security Supplement 2016 examines the evolution of the security landscape within the region. It also gives an overview of the current security solutions available for businesses and how partners are enabling themselves in this dynamic environment. With interviews from established vendors and partners, the supplement aims to exhibit the trends and market development.

BAE Systems Bulwark Carbon Black

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Cisco CodeSealer ComGuard

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DarkMatter Dell Digital Guardian

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Exclusive Networks

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F5 Networks Fidelis

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Mindware

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FireEye Forcepoint

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Fortinet GBM Gemalto

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LookingGlass Malwarebytes

21 Nanjgel Palo Alto

22 Splunk VMware Westcon

EMT eSentire ESET KALEIDOSCOPE 2016

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Detailed defence Harish Chib, Vice President Middle East and Africa, Sophos, paints a picture of the regional threat landscape and how the channel can profit by partnering with the company.

Harish Chib, Vice President Middle East and Africa, Sophos

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hat are the top three security concerns Middle East organisations have today? How can organisations effectively tackle these challenges?

For organisations today, the top three concerns include: • A lack of awareness about the need to bolster cyber resilience and enhance their cybersecurity infrastructure with nextgeneration IT security.

• Adoption of cloud, virtualisation, KALEIDOSCOPE 2016

IoT has increased attack surfaces and coupled with the rise of sophisticated targeted attacks, becomes a bigger problem for organisations.

• Organisations aren’t looking at cybersecurity as a part of their IT infrastructure, but as an add-on.

It is imperative that organisations take these concerns seriously and institutionalise the use of a well-drafted, need oriented cybersecurity policy. They also need to make a concerted effort to choose next-generation

security solutions that deliver comprehensive security, which work as a system and can be deployed and used easily.

Organisations need to upgrade their cybersecurity infrastructure and ensure it is able to detect, prevent and respond to all kinds of advanced cyber threats.

Can you elaborate how the current market trends have affected the demand for security solutions in the region?

According to a Frost & Sullivan report, cybersecurity in the Middle East will be a $10 billion market by 2020.

Much of this demand will be a result of regional companies understanding the importance of bolstering their defences against cyber threats. This region is witnessing a sustained and ever growing ICT adoption, which is emerging as the key growth driver of organisations. But this has also exposed their network and endpoints to cyber threats that seek to breach defences and get unauthorised access to sensitive organisation data.

In the first half of 2015, Middle East was second in the list of regions with the highest records exposed – the figure was 76.5 million. This clearly means the Middle East is in the cross-hairs of cyber-attackers who see the region as a low hanging fruit because of its lack of cybersecurity awareness as compared to North America and Europe.

This has clearly had an impact on the demand for security solutions in the region.

Keeping in line with the market trends, have you added any new products in the last year?

On the innovation front, we recently launched our nextgeneration firewall platform called the XG firewall, the first in the industry to share threat intelligence

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with managed PC, Macs, and other endpoints to deliver better security and better operational efficiency.

We are also the first security vendor to deliver synchronised security, directly linking nextgeneration endpoint security and next-generation firewall to share threat intelligence that enables faster detection of threats, automatic isolation of infected devices, and more immediate and targeted response and resolution.

Synchronised security automates incident response via instant sharing of threat, security, and health information between endpoint and network. It eliminates the manual work of trying to figure out who, what and when a compromise happened.

Sophos is the first to bring synchronised security between endpoints and networks in new Sophos XG Firewall with Security Heartbeat.

We recently launched Sophos Sandstorm, an advanced persistent threat (APT) and zeroday malware security technology.

Why do you think sandboxing is the next-level in cybersecurity?

Attackers are more frequently using previously-unknown malware to evade traditional protection. While conventional anti-malware protection is still absolutely vital as a first line of defence, organisations need additional tools to combat today’s targeted, unknown malware.

Unfortunately, many nextgeneration solutions designed to deal with unknown threats are too complex and expensive for many businesses to consider and hence they are opting for next-generation sandbox solutions to deal with these unknown threats.

Sandboxes have proven very effective in identifying and stopping

APTs by creating a full working environment for the malware to operate in and making it hard for it to identify that it is being analysed.

Previously, such a complex solution had to run on dedicated hardware and have a team of analysts to decipher the results limiting it to large enterprises and malware research labs.

Sophos Sandstorm stands out from competition as it is simple, effective and cloud-delivered.

As a vendor, how are you enabling your channel partners optimise the demand for the latest security products and solutions?

With over 15,000 channel sales partners, Sophos is the most Why do you think Sophos partner-focused IT security Sandstorm would be a critical company in the world. It employs component of an organisation’s a simple and effective 100 percent cybersecurity infrastructure? ‘channel first’ sales strategy that Keeping threats away from the allows us to efficiently scale our network is a critical first line of customer base. defence. Sophos Sandstorm Also, Sophos is doing automatically isolates files to something that has never been determine if done in the they are safe, IT security “Businesses need providing an market: we are to make a concerted instant additional succeeding at layer of detection being a leading effort to choose nextand protection. provider of generation security For many both end-user solutions that deliver companies, security and comprehensive security, network security. advanced which work as a system And we’re now technologies are and can be deployed too expensive leading a new and require wave of security and used easily.” additional innovation security expertise that we call to implement and monitor them. synchronised security that for Sophos is changing this by the first time allows endpoint providing all businesses access and network security products to to advanced protection that’s actively and continuously share affordable and simple to deploy. threat intelligence with each other Sophos Sandstorm combines to more effectively protect against prevention, detection, and today’s sophisticated threats, in a investigation in one solution to manageable way. protect against cybercriminals This gives partners a who now use social-engineering better opportunity to beat the tactics with new, not-previously competition with a strong portfolio known malware to invade of products that are nextcompany networks. generation, simple to deploy and Sophos Sandstorm quickly and have industry-first features. We accurately detects, blocks, and enable partners to leverage the responds to evasive threats that immense selling potential of our other solutions miss, by using products with dedicated support powerful, cloud-based, nextand an immensely rewarding generation sandbox technology. partner programme.

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A10 Networks Security will continue to be the top priority for most CIOs and CTOs as the industry begins to understand the benefits of solutions around emerging technologies such as Big Data, cloud, mobile, social and IoT. Glen Ogden, Regional Sales Director, Middle East, A10 Networks, says, “The explosion of mobile devices and apps – plus the move to SDN, NFV and cloud are set to become increasingly significant regional trends.

AccessData The Middle East is increasingly becoming a major source of cybercrime due to growth of users with low security awareness, according to Abdeslam Afras, Vice President, International, AccessData Group.

“We are focused on building up our forensics and incident response capabilities within organisations in the region to partner on a comprehensive IR strategy,” he says.

secure Web gateway and IPsec site-tosite VPN into one They are driving solution. the need for a new Ogden says, type of firewall that “The firewalls of the consolidates network future need to be security modules, SSL high performance, Insight, ADC and CGN have built-in SSL Glen Ogden, Regional Sales in a reduced data visibility, and handle Director, Middle East, A10 Networks centre footprint.” ever-increasing A10 Networks’ recently-launched data traffic. Thunder Convergent Thunder Convergent Firewall is Firewall offers a converged an ‘all-inclusive’ security platform, security solution for service which consolidates data centre providers, cloud providers, and firewall (DCFW), Gi/SGi firewall, large enterprises.”

higher-than-average number of industrial and government The rise of huge cyber-espionage network structures, attacks; the region increase in BYOD has been the victim users, and the growth of many advanced in number of IoT persistent threat (APT) devices have led to campaigns that seem Abdeslam Afras, Vice President, organisations and to originate from International, AccessData Group users being more other nation states,” susceptible to attacks, which have Afras adds. “Given the current become more sophisticated. This is geopolitical climate in the region, it particularly true for malwares, which is very important that organisations has the capability of polymorphism. have a comprehensive security “The region is the target for strategy in place.”

Arbor Networks The rise of Internet of Things (IoT) and BYOD has increased the potential risk of cyber-attacks, which has resulted to a surge in demand for security solutions within organisations networks.

Mahmoud Samy, Regional Director, High Growth Markets (Russia/CIS and Middle East), Arbor Networks, says, “Every organisation will be affected by IoT, the growing phenomenon by which not only people, but also ‘things’ — vehicles,

environment, this one will create challenges, but also opportunities commercial and for firms to benefit industrial equipment, from new demands medical devices, for IoT cybersecurity.” remote sensors in Samy urges natural environments — channel partners Mahmoud Samy, Regional Director, are linked to networks to help customers High Growth Markets (Russia/CIS that are connected to understand and and Middle East), Arbor Networks the Internet. The IoT counter the threat will demand another round of risk landscape better. “They need to management strategy review, new have tight integration between the network security evaluation tools, sales and marketing teams, so they and business model revisions. Like are messaging consistently to end all major changes in the commercial customers," he says.

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strategic advisors

not necessarily the best-in-class solutions, we chose to partner with niche vendors that are specialists in Garreth Scott, Sales Director, Credence Security, shares their domain.” company plans and partner strategy for the region.

Partners and their customers can depend on the distributor to consistently deliver pre- and postsales support including assistance with proof of concepts (PoCs) and other sales related activities.

Scott believes partners need to be the trusted advisors to customers when delivering these niche and innovative solutions so that they can profit in the security space.

“They need to ensure they have professional services as a backup to their offering. When customers go to partners, they want the ability to do a PoC with their partners “When customers and look for prego to partners, they sales and office sales support. want the ability to Partners need do a PoC with their to understand Garreth Scott, Sales Director, partners and look Credence Security that and not just for pre-sales and drop a box and office sales support. run. They must Partners must ensure ensure they he security landscape in incident response, the region has evolved digital forensics have consulting they have consulting to a great extent over and IT security. services in their services in their the last few years.

The company offering.” offering.”

Emerging trends such had recently According to as Big Data, Internet of Things, showcased its Scott, the top cloud and mobility, have added portfolio including vendors such as two concerns that organisations to the complexities and security RedSeal, Experian, Digital Guardian, are facing today are around vulnerabilities, an organisation can AccessData, eSentire and Fidelis cybersecurity and visibility. face today.

Security; at the security event – “At the end of the day, everyone Businesses are on the lookout GISEC 2016. knows there is no silver bullet. It is for effective and scalable solutions According to Garreth Scott, Sales about not being the low-lying fruit to combat these evolving security Director, Credence Security, one of and an easy target. Having the threats. This is where regional valuethe key reasons channel partners visibility on the network is a critical added distributor, Credence Security prefer to partner with the distributor factor, so that enterprises know what aims to be a market differentiator. is because it focuses on taking a is happening and can work on the The company is looking to consultative approach. right tools to remediate. By creating expand its solution offerings as “We collaborate with our partners solutions through our vendor it strives to be the top security and their customers, and understand portfolio, we are offering true valuesolutions distributor in the region. their needs both from a technology added distribution. Our customers In line with its regional plans, the and business perspective,” he says. are very positive about it and we are distributor boasts a number of best“Rather than partner with legacy seeing a very good response from in-class vendors in cybersecurity, vendors that have the brand but the market,” he adds.

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BAE SyStems Cybersecurity will be the next realm for traditional defence companies during the next few years. Having identified that, the global defence company, BAE Systems, has been operating in this space over the last few years.

Today, enterprises are in the process of understanding their own networks better. According to Adrian Nish, Head of Cyber Threat Intelligence, BAE Systems

protecting that. The other challenge is the advancing Applied Intelligence, threat. Every year companies are criminals get better looking at identifying at what they do.” the assets they have He adds that under control and organisations are what users are doing Adrian Nish, Head, Cyber Threat also in the process with those assets and Intelligence, BAE Systems of deciding whether who has the access. to do security in“That is a big challenge house or outsource it. because people are shifting “One of our key differentiators towards using more cloud-based is that we are security specialists. services and it is less clear where Security is the core of what we your data is sitting and who is do,” he adds.

Bulwark Technologies Bulwark Technologies has been successful in the introduction of niche solutions in the highly competitive IT security distribution market and keeping well-paced with the dynamic security landscape in the region.

Jose Thomas, CEO, Bulwark Technologies, says, “There is a huge demand and requirement for new frontiers of technologies such as social media, cloud, Big Data, mobile and Internet of Things (IoT),

Carbon Black Over the last few years, the IT space has undergone a huge transformation. However, along with these changes came risks and challenges caused by the everchanging threat landscape.

Recently, a number of highprofile data breaches have garnered widespread attention resulting in greater scrutiny and awareness of the need for more efficient security solutions.

David Flower, Manager

momentum this year.

“As a security focused vendor, which are transforming we know the battle the market.” is continuous Additionally, cloud, and ongoing virtualisation and IoT are as new security important and emerging breaches and trends for the industry discoveries emerge Jose Thomas, CEO, as machine-to-machine Bulwark Technologies every moment and communications have we are prepared to become critical. Mobility and cloud meet such challenges with latest will continue to grow hand-intechnologies,” he adds. hand. There will also be significant The distributor works as an development in the areas of extended arm for its vendors in storage and security, which will gain the region.

security tools respond to incidents by addressing only Director, Carbon the symptoms and Black EMEA, says, not the root cause,” “We live in a multihe adds. “Doing so threat cybersecurity ultimately fails to landscape, however, address the source many organisations in of the problem and David Flower, Manager the region still remain Director, Carbon Black EMEA stop incidents from reactive to online recurring.” breaches.”

Flower urges organisations to According to Flower, this deploy next-gen cybersecurity mind-set remains one of the most tools that are capable of quickly serious concerns that the region and efficiently determining the root must address. “Too many endpoint cause of the attacks.

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Cisco Cisco estimates cybercrime to cost businesses $2.1 trillion globally by 2019, which is four times more than what was estimated in 2015.

Cybercriminals have learned that harnessing the power of Internet infrastructure yields far more benefits than simply gaining access to individual computers or devices. These infrastructurescale attacks seek to gain access to strategically positioned web hosting servers, nameservers and

Codesealer The cybersecurity threat environment has evolved to a great extent over the last few years and it varies from region to region. According to Hans Middelburg, CEO, CodeSealer, countries where online banking is relative new, struggles more with cyber-crime.

CodeSealer works only through the indirect channel model in the region. They have recently partnered with Spire Distribution to cover the

ComGuard As the number of connected devices increase with time, the security threats and attack attempts also rise. This has led to many organisations investing in security solutions across verticals, resulting in revenue hikes for all involved in the security business.

Regional VAD ComGuard aims to stay ahead of competition by ensuring its technical team is abreast with the latest in technology trends and is KALEIDOSCOPE 2016

their customers to make the right investments in security technologies. They need to educate and empower the customer (defender) with real-world knowledge about the expanding attack

data centres—with the goal of proliferating attacks across legions of individual assets served by these resources. By targeting Shadi Salama, Channel Leader, Internet infrastructure, Middle East Theatre, Cisco attackers undermine trust in everything connected to or surfaces.” enabled by it.

According to Salama, every Shadi Salama, Channel Leader, organisation must assume it has Middle East Theatre, Cisco, says, been targeted, and deploy the right “Partners play a key role in getting resources to secure their network.

“In our case, when the bank deploys our software, it regional market. is installed on Middelburg says, the servers. The “When companies big advantage use products from our is that right from competition then they deployment, all have to ask their endthe end-users are users to download protected.”

Hans Middelburg, CEO, CodeSealer the software on the The deal value is devices. This is a huge risk for the high for partners, since the company banks because we cannot force charges per active user per year. the end-users to do the download “This makes it profitable for the or to actually install it after channel partners and makes it downloading. worth their efforts,” he adds.

“The market is very volatile at present due to constantly on plummeting oil the lookout for prices, as a result of challenging and niche which spends are technology vendors. less and payments Ajay Singh are delayed. This Chauhan, CEO, in turn affects the ComGuard, says, “We Ajay Singh Chauhan, CEO, ComGuard entire distribution plan to leverage the chain in one way or dynamic environment by enabling other and is definitely posing as a and empowering our partners to big challenge this year.” evangelise and deliver the various The distributor plans to optimise cybersecurity vendor portfolios maximum opportunities in the that we carry within the company. region in 2016.

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DarkMatter DarkMatter aims to establish a good line of communication with regional customers to help them address their main security concerns.

Harshul Joshi, SVP, Cyber Governance, Risk and Compliance, DarkMatter, says, “We work closely with the UAE government, and we believe our services and solutions will benefit organisations in various industries. DarkMatter can provide end-to-end solutions from managed security services,

Dell Cybercrime will not go away or be defeated any time soon, it will instead continue its spread into all sectors of the economy as the digital revolution continues to emerge, according to Shams Hasan, Enterprise Channel Manager, Dell.

Although enterprises are becoming more open to the latest trends and technologies in the market, many companies still lack cyber awareness and

that you have the right people and processes to cybersecurity solutions make that certain to product advisory.” technology work.”

The threat One of the landscape is expanding challenges faced by the minute and

by Middle East it is important for companies is critical Harshul Joshi, SVP, Cyber Governance, organisations to infrastructure.

Risk and Compliance, DarkMatter have sound security “Organisations strategies in place. must ensure that there is a clear risk He says, “The key to a sound assessment strategy, simultaneously cybersecurity strategy includes they need to focus on these four three aspects – people, process aspects – prevent, detect, respond and technology. You must ensure and recover.”

of the dangers,” Hassan explains.

“The biggest threat associated specialist to information skills in boardrooms security in 2016 will, worldwide. “We therefore, be the believe that demands lack of resources, on security experts which are needed to will focus primarily understand, mitigate Shams Hasan, Enterprise on business priorities and respond to Channel Manager, Dell while also managing external threats.” security risk as the growth of cyberHasan adds that better education attacks, combined with recent high of end-user is also of utmost profile victims such as Sony and important as they are, after all, at the Hilton, will help increase awareness front line of security.

Digital Guardian There are several technology trends that will impact the security landscape regionally, says Luke Brown, VP and GM, EMEA, Indian and LATAM, Digital Guardian.

The growing demand for security in IoT and critical infrastructure protection will have a big effect on the industry. Also, the continued migration to cloud from legacy environments, and the associated data protection needs that come with it, will be another factor. Better

by adding new security technologies that add deeper detection against data protection without breaches and theft will replacing existing additionally impact the infrastructure.” landscape.

Organisations’ He says, “Partners sensitive data need to closely will continue to Luke Brown, VP and GM, EMEA, evaluate which vendors Indian and LATAM, Digital Guardian be targeted by they’re working with cybercriminals and and how well they integrate with motivated threat actors. This trend other solutions, as well as how will continue and only grow larger efficiently they complement existing in scope as more sensitive data technologies. This way customers becomes digitised and stored in get the most out of their investment complex IT environments, he adds.

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Secure networks Nathan Clements, Managing Director, Exclusive Networks, explains, how emerging trends such as virtualisation and cloud, are set to transform the regional security environment.

Nathan Clements, Managing Director, Exclusive Networks

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ow have the current security trends impacted your revenues?

As an IT security distributor, our revenue is influenced by IT security spending in the market. I believe that the below factors will increase the security spending in the next few years and beyond: Organisations will continue to invest in perimeter security.

As a result of BYOD and cloud usage, organisations will have less visibility and control on users and devices, which means more security will be required on the network level (corporate or cloud).

The shift towards nextgeneration data centre and SDN will certainly increase the demand on virtualisation and cloud security solutions.

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The increase in new advance threats and evasion techniques will increase the demand on new technologies to protect and remediate against them.

What are the important factors to consider while selecting the vendor portfolio?

We ensure that our vendor partners have a unique value proposition. This is important to differentiate in the market.

As an IT security value-added distributor, we also emphasise on partnering with vendors who have a focus on cloud and virtualisation security. Additionally, we also make sure that our vendors are SDN compliant.

Another criteria we look at is having vendors who need our professional services on ground.

We ensure our offering is in sync with market demands.

How is the adoption of cloud, virtualisation and IoT set to affect the security landscape even further and how are you preparing to leverage this change? Are there any other major technology impacting the regional threat landscape?

Virtualisation and cloud are two of the most rapidly evolving technologies. This has been driven by factors such as ease of deployment and cost reduction. There are even more benefits related to security, availability and disaster recovery. However, there are many new advance attacks and exploits targeting virtual and cloud-based infrastructures, which require the adoption of new security architecture, technologies and policies.

Currently, what are some of the challenges you face while selling security?

Budget constraint is one of the biggest challenges we face when it comes to selling security. Additionally, lack of security awareness in the market also affects the business.

Also, competition from other vendors who claim to deliver the same value is another challenge.

What can vendors do further to enable you to optimise the opportunities present in this area?

Vendors can help in increasing market awareness by focusing on the customer’s pain points and business values. Also, by designing innovative channel programmes, they can attract more partners. We believe there should be more alliances and technology integrations to fit into the security ecosystem.

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emt Distribution emt Distribution is an IT product distributor focused on security, visualisation, communication, and analytic solutions. As the market continuous to look out for the best defences amid the growing threat landscape, the company aims to deliver top quality products and the best solutions to its customers. “We want to cover all aspects of security and monitoring,” says Mohammed Mobasseri, CEO, emt Distribution.

eSentire As emerging technologies such as cloud, Big Data, mobility, virtualisation and Internet of Things create more data, safeguarding it and thwarting off the threats surrounding it, will be the primary concern for organisations today.

Jim Daniel, Director of Sales, eSentire, says, “There is no doubt that current trends have driven a rapid growth in demand for cybersecurity protection, especially for mid-sized organisations, which are the fastest growing targets

and DenyAll among others.”

According to “These includes SEIM, Mobasseri, emt vulnerability assessment have always had an and management, patch elaborate technical management, WAF, evaluation process DLP, MDM, network in choosing a vendor and infrastructure to partner with.

Mohammed Mobasseri, monitoring, virtualisation, CEO, emt Distribution “Looking into their cloud computing and market position so on. We know that only achieve is not enough for us, we want to that goal by partnering with leading make sure that they have the best vendors such as Avira, Kaspersky products and experiences for our Lab, EndpointProtector by CoSoSys customers,” he says.

engineering, spear phishing, spoofing the boss, and so on are of cyber-attacks. In expected to double in fact, mid-sized firms frequency every year. represent 54 percent He says, “It’s the of all cybersecurity tailored and targeted breaches that occur. attacks that threaten Criminals believe that most organisations smaller organisations today. As we look to Jim Daniel, Director of Sales, eSentire are vulnerable and the future, demand possess valuable assets, or can act for cyber defences will continue as a conduit to larger organisations.” to increase as IoT, cloud adoption, According to Daniel, these compliance pressure and increased targeted attacks dominate the focus on detection and response landscape and will continue to create changes in the security increase. Attacks such as social landscape over the next few years.”

ESET Middle East Recent reports suggest that malwares are getting more sophisticated and complicated, with a focus on targeted attacks.

According to Mohamed Djenane, Security Specialist, ESET Middle East, we will definitely see an increase on the advanced persistent threats vectors, ransomware attacks, and spear-phishing combined with well-crafted social engineering techniques in the next few years.

have,” he says.

Partners should focus on meeting “Partners should and exceeding the focus on user’s expectations of awareness and cyber customers by ensuring education, as most of that they have the those attacks can be right products at the easily prevented if you Mohamed Djenane, Security right price. are well aware of the “To do so, they Specialist, ESET Middle East threat vectors. Also, it should build, is important to have the best-ofmaintain and deepen an effective breed security solutions to create relationship with their customers a comprehensive cyber ecosystem and also ensure that they are that addresses all type of security capable of delivering the most threats that organisations might comprehensive security solutions.”

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Delivery of solutions Stephan Berner, Managing Director, Help AG, outlines the security trends impacting the region and how vendors can help optimise the opportunities.

Stephan Berner, Managing Director, Help AG

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ow have the current security trends impacted your revenues?

The IT security market has been on a steady growth curve for the last two to three years and this has had a positive impact on Help AG. We managed to increase business from $26 million in 2013 to $51 million in 2015, effectively doubling our revenues. This has given us the opportunity to invest for the future through focused initiatives such as the launch of a Managed Security Services (MSS) division, expansion into Saudi Arabia and increase of our workforce to make us the largest dedicated IT security reseller in the region.

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How is the adoption of cloud, virtualisation and IoT set to affect the security landscape?

The cloud adoption and virtualisation is certainly happening and gives us great opportunities from an information security point of view. There is nothing wrong in placing an application in the cloud as long the information security aspects are not neglected. We have quite a few examples where customers believe no cloud services are running within their organisation, in reality hundreds of them are already utilised without IT knowing about it. I highly recommend to conduct a cloud security and visibility assessment to have a fair picture, good understanding and full transparency about the actual

situation. Talking about virtualisation, the east west traffic analysis, especially from a security point of view will become a substantial topic to address immediately.

What are the important factors to consider while selecting the vendor portfolio?

Help AG continues to identify key partnerships based on the vendor’s ability to solve unique problems and we never allow vendor pressure to determine which solution we chose to implement.

Our focus has always been on delivering the right technical solutions to the customer for their specific problem. All the products we offer are deployed and tested in our state-of-the-art in-house lab, which helps us thoroughly evaluate their capabilities. This also gives our security professionals unmatched hands-on experience with all technologies in our portfolioenabling them to implement the right solution for your organisation that is configured in the best possible way. We constantly extend our partnerships with existing and new vendors while also eliminating technologies that are no longer perceived as being best-in-class security products.

What can vendors do further to enable you to optimise the opportunities present in this area?

It’s all about technical and pre-sales enablement, creating awareness, and sharing expertise.

We only know what we know, therefore applied knowledge is the key to success.

In today’s world the majority of vendor focus is on selling mainly.

The moment the product went off the shelf they jump to the next opportunity without caring about the after sales. This is fundamentally wrong and can lead to major trouble.

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F5 Networks Even with tight IT that can assist them budgets, organisations overcome their security today understand the challenges.” importance of spending According to Surve, on information security. the cornerstone for For partners to enabling channel succeed in this space, partners depends on it is critical for them to three main criteria – realise that security and Tabrez Surve, Regional Security Manager, market focus, processes consolidation are the and the right support.

Middle East and Turkey, F5 Networks only two go-to-market “We share the best strategies in the near future, says practices that are followed within Tabrez Surve, Regional Security the industry. We provide partners Manager, Middle East and Turkey, with valuable analytics both from F5 Networks. the industry perspective as well “They need to evaluate the the market conditions. With proper skillset they possess in identifying tracking and analytics, companies can and highlighting it across to their collect content usage data that directly customer base. correlates to business objectives and Customers will only look at partners partner performance. This enables who hold the best skilled resources them to serve their customer better.”

Protects Against Dynamic Security Threats Simplifies IT Security Structure Provides Security for Email, Web and Database Systems

Fidelis Cybersecurity Organisations are while remaining facing huge security attractive for hiring challenges today from and maintaining failure of traditional security talent.” ‘preventive’ security He further adds solutions in achieving that it is important for the desired protection, partners to deliver shrinking IT budgets solutions and services to abundance of point to customers, rather Roland Daccache, Senior Systems solutions, immaturity of than pushing boxes Engineer, Fidelis Cybersecurity security programmes and products. and industry guidance, exacerbated “Partners should develop in by a shortage skill sets. house capabilities that go beyond Roland Daccache, Senior Systems network and application security, Engineer, Fidelis Cybersecurity, says, and focus on incident response “There is no silver bullet to tackle and forensic skills if they want to these challenges. Organisations succeed in responding to security should focus on developing a clear breaches. The market opportunity security framework and invest in is there, and customers will visibility and detection technologies listen to those partners who first in order to cover the gap that understand the problem, before traditional security solutions miss, trying to fix it.”

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Taking charge Eyad Aleriksousi, Sales Director, Network and Security, Mindware, elaborates on the importance of mapping out strategies that will drive the industry forward.

believe that consumers need to be granted the opportunity to leverage the benefits of these services, while still mitigating the threats facing their systems.

Currently, what are some of the challenges you face while selling security?

The market in the region is still reluctant on adopting security solutions considering the trade-off between price and value. The lack of understanding and awareness of the importance of securing the multiple links to the organisations’ data creates a gap between the reality, the perception and the readiness of the organisations against threats.

Eyad Aleriksousi, Sales Director, Network and Security, Mindware

H

ow have the current security trends impacted your revenues?

Securing information has become one of the biggest challenges nowadays. In order to combat the threats, IT trends need to be analysed to understand and foresee security trends, especially with the increase of hyper connectivity. Cybercriminals are growing in number and skills, and the more services companies use, the less control IT departments exercise. Consequently, these departments increase measures to secure the organisations’ data, by challenging their ability to analyse, detect, mitigate and recover. In other words, these trends represent KALEIDOSCOPE 2016

How do you enhance your portfolio depending on market trends?

It is important to position your portfolio based on what can drive “It is important to markets going position your portfolio forward and not on what drove based on what can markets in the drive markets going opportunities past. forward.” to generate As the industry revenues as is dynamic, no the market competes to adopt company can afford to stand still, more technologies that lessen the and we have every intention to exposure to security risks. pivot beyond our core in order to maintain and boost our position.

How is the adoption of cloud, In fact, portfolio enhancement is virtualisation, IoT set to affect the a continuous process with the security landscape even further? objective of reviewing the available These technology trends go in-line and addressable market and with security trends because they ensuring that Mindware fulfils this need to be secured for maximised market needs in terms of bringing deployment. technology and adding value to IT excellence is achieved when the channel partners and the end a balance is created between users. We work towards creating maximising the use of services such mutually beneficial partnerships as cloud, social media bridges, with the vendors and the channel virtualisation, BYOD, and IT security partners so as to position our with the purpose of optimising portfolio based on what can drive productivity and efficiency. We the market forwards.

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FireEye Security continues “Organisations are to be top of mind for looking for effective many organisations solutions to assist today, especially as them in becoming emerging technologies more secure and gain popularity in the prepared for advanced enterprise world. In such and sophisticated an environment how can attacks. In the long run, channel partners maximise partners that will invest Jamal Al-Nabulsi, Channel opportunities and ensure in more complex and Account Manager, FireEye they are ahead of effective solutions are competition? the ones that will come Jamal Al-Nabulsi, Channel Account out on top.”

Manager, FireEye, says, partners As a vendor, the company is need to focus on a greater degree of ensuring partners have the right specialisation. resources to help achieve this.

“Much of the channel market is “The right mix of technology, still focused on legacy and traditional intelligence and expertise is security. While those solutions are needed to offer a reliable solution sufficient to address certain challenges, to our customers, which is what we they don’t solve the real problem. focus on.”

Forcepoint The Middle East is modern security,” responsible for a says Ferdinando significant share of Mancini, Sales the world’s energy Engineer Director, resources and is also Forcepoint, MENA, one of the fastest Turkey and Iberia. growing regions for “This approach personal internet and enables protection mobile phone use. against determined Ferdinando Mancini, Sales Engineer Director, According to cyber adversaries, internal Forcepoint, MENA, Turkey and Iberia analytics and network and external, so security company, Forcepoint, major customers can safely and efficiently security challenges faced by the use their data wherever and region include complex and costly whenever they need it.” security infrastructure, theft of hard Mancini further stresses that data intellectual property, and Forcepoint’s approach is to provide cybersecurity skills shortage. a unified cloud-centric platform “We strongly believe every across email, Web and endpoints partner in our eco-system should to help organisations manage embrace our 4D cybersecurity risks, demonstrate compliance and model –defend, detect, decide maximise effectiveness against and defeat are dimensions of the advanced threats.

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Fortinet “Partners need to differentiate themselves by positioning end-toend solutions,” says Alain Penel, Regional Vice President, Middle East, Fortinet.

Today the security risks are not just limited to networks or external threats, organisations also have to be concerned about internal threats.

Those partners who are able to address these concerns by providing comprehensive security solutions will be able to stand out

in their daily work such as online webinars, channelfrom competition. ready campaigns, He adds, “Fortinet tutorials, procedure provides these and programme solutions and our guidelines, and partners need to get to technical trainings. know all the solutions “The threat Alain Penel, Regional Vice and get the team landscape is getting President, Middle East, Fortinet enabled so they can only wider, thus the position, implement and keep the only solution for defending these customer satisfaction levels high.” well-crafted attacks is by broadening The vendor provides a vast our security strategies to include the variety of resources, which have new innovations and adaptations in been developed to help partners the cybersecurity market.”

Gulf Business Machines The key security trends are driven by adoption of new business ideas such as cloud services, Internet of Things, adoption of mobile as a business tool, compliance and regulations. Hackers on the other side are exploiting weaknesses and launching various attacks using zero day malware or ransom-ware to complicate security operations.

Niraj Mathur, Manager Security Practice, Gulf Business Machines (GBM) , says, “The current security

Gemalto When it comes to cybersecurity, the top three concerns for organisations are around online security, M2M security and BYOD security.

“To support the cybersecurity industry, we believe the earlier the technologies are in their life cycles, the more margin the partners will make. However, it is not just about focusing on new generation technologies and services, but also for partners KALEIDOSCOPE 2016

growth in our revenues.”

Identifying that the trends propagate the cloud adoption ratio necessity to have the is increasing with time adequate defense in and the Smart City depth, intelligence, initiatives will drive the adequate skills adoption of IoT, the and processes in company has laid a Niraj Mathur, Manager Security Practice, GBM place to combat the roadmap to customise risk exposure. The its security framework GBM Security Division has been for IoT and industry verticals such as ever evolving to build a security oil and gas, enterprises and defence. framework which meets the security “We are continuously investing executives’ demands today. This has in expert skills to ensure maximum resulted in a healthy and consistent customer satisfaction,” he adds.

protect data and secure user access to that data. to make sure they He adds, choose the ones with “Security best the most relevance practice for to address today’s organisations threats and use cases means adopting in order to secure a holistic security Sébastien Pavie, Regional sufficient volumes as strategy that offers Sales Director, MEA, Gemalto well,” says Sébastien multiple layers of Pavie, Regional Sales Director, protection such as encryption, MEA, Gemalto. access controls, encryption key Gemalto’s strategy aims to management, network security, combine its security solutions MDM as well as OTP technologies with a more holistic approach to and strong authentication.”

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LookingGlass Cyber Solutions As enterprises thrive Regional solutions to counter cyberprovider, Nanjgel, related threats, one one of the company’s of the key elements channel partners, is identifying the right has been able to solution. Customers achieve numerous have generally focused sales and tremendous on point products, opportunities in the which eventually leads market over the last Laurie Potratz, VP, Global Channel and to disjointed security year.

Alliances, LookingGlass Cyber Solutions conversations.

In the coming Laurie Potratz, VP, Global months, the company aims to seek Channel and Alliances, qualified partners who can provide LookingGlass Cyber Solutions, unique value and has in-depth says, “What we have observed understanding of the security is that the mature customers are landscape. taking a step back and looking “They need to have a deep at security more holistically. understanding of the importance, They want to build an endvalue and the business proposition, to-end architectural type of the security space brings to our security.” customers,” says Potratz.

Malwarebytes The Middle East region resources. They has experienced some cannot just grab a of the largest malware product and deploy infection rates in the it into the market and world. Since 2012, that’s it. They need every country in the to ensure that the region has had at least product or solution double the number of that they want to infected systems than deploy is the right fit Anthony O’Mara, Vice President, the global average. for their systems,” he EMEA, Malwarebytes This, according to says.

Anthony O’Mara, Vice President, O’Mara points out that the EMEA, Malwarebytes, makes the trust element in dealing with the region highly vulnerable. security space is very crucial O’Mara highlights that for endto be successful in the security users, it is important to transform market. “To effectively provide their way of thinking and keep their cybersecurity solutions to minds open to the possibilities customers in the security space, that at one point or another their customers need to trust their systems will get infected. partners, then partners need to “Therefore, it is equally important establish a certain level of trust for for users to invest in the right their vendors and vice versa.”

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Nanjgel Solutions The technology trends and complex that will impact the deployments security landscape where you have regionally includes multiple systems intelligent secured talking to each cloud offerings and other at different MSSP services whether levels across the on-site or remotely, framework to bring says Jude Pereira, MD, deeper insights Nanjgel Solutions. into the zillions of Jude Pereira, MD, Nanjgel Solutions “Those companies events that occur that can really have the best of daily to zero in on the root cause breed technologies and the most and the impact of the same. effective cost and delivered with “If this can be followed ease of implementation on-site, with Automated Remediation will be the ones to succeed in techniques or solutions then this space.” this would be the icing on the He says partners can make a cake for the customer. This real difference by going beyond will bring in the highest level just simple SILO implementations of value to the investment and to a more highly integrated business (ROI)”

Palo Alto Networks To combat the threats importantly, Palo Alto in the rapidly evolving Networks will help security landscape, protect business from it is imperative for the most basic to organisations to be sophisticated cyberprepared. In fact, attacks — known and according to Saeed unknown,” he adds.

Agha, General According to the Manager of Palo Alto company, there are Saeed Agha, General Manager, Palo Networks Middle East, Alto Networks Middle East three actions regional the more prepared business leaders the businesses are to tackle the must consider when looking at known and unknown threats, the combatting security threats - shift better and faster they will be in to a mindset of prevention, invest managing the rapidly changing in a proactive security strategy that landscape. is built for tomorrow and today and “Our goal is to enable regional finally be prepared. organisations to effectively “Stop looking for solutions run their business, maintain that clean up after the attack, complete visibility and control but instead built capabilities to of their network, and confidently prevent it, making it harder for pursue new technologies. Most cybercriminals to work,” he adds.

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Splunk As companies in the region grow and the data they create expands, it’s becoming easier and easier for advanced threats to hide within a company’s network.

According to the network security and visibility company, Splunk, security practitioners need broader insights from new data sources generated at massive scale across IT, the business and in the cloud.

“This then results to an increase in demand across the region for

that security value lies in all machine data. “By taking security solutions that a data driven provide the context approach to security and visual insights regardless of the that enable smarter, cloud, on premise or analytics driven hybrid deployments security decisions of a customer, Matt Davies, Head of in real-time,” says partners can ensure Marketing EMEA, Splunk Matt Davies, Head of they have access to Marketing EMEA, Splunk. real-time security intelligence. This Davies also reiterated that will help customers stay ahead of partners should recognise that threats, enhancing their ability to the simple monitoring of security detect cyber-attacks and prevent events is no longer enough and data breaches.”

VMware Today, organisations are undergoing two major shifts – a growing adoption of cloud architecture and BYOD. These are not so much threats in themselves, but instead are the portals that future cyber-attackers can enter through.

Organisations need to understand that 100 percent protection is not a viable goal and they need to have a tiered security model in place.

“Technology is a big part of the solution,” says Deepak Narain,

new threats.

The company has made two major acquisitions in the security space recently – one was a networking start-up called Nicira and the other was a mobile management company called

Senior Manager, Systems Engineering MENA, VMware.

“Organisations need to invest in an updated security architecture Deepak Narain, Senior Manager, which supports the new Systems Engineering MENA, VMware operational blueprint for IT. But it’s never about just the AirWatch. technology. It only provides the He adds, “Over the past year, tools, organisations need to invest we’ve retooled the technologies in updating their staff and their and integrated them tightly into our processes to better address the portfolio.”

Westcon Security Value-add distributor, Westcon Security, offers convergence, security, networking and mobility products and services, covering the Middle East, Pakistan and North Africa regions.

According to the company, currently there are many vendors trying to compete across all segments within the security space and that’s where the VAD aims to partner with market leaders in each area of IT security. “Security KALEIDOSCOPE 2016

support capabilities with a 24/7 centre and increased our continues to be a expertise to deliver key focus area for post services as businesses across well.” all sectors,” says Ian Jones further Jones, Divisional highlights that today, Director, Westcon Westcon Security Ian Jones, Divisional Director, Security. “We saw an has seen significant Westcon Security opportunity to support growth over the the channel through services last two years and they believe and have built our security that security market will continue services over the past year with to grow and will not be overly the addition of our new training affected by the current economic facility in the UAE, built out our outlook.

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