kaleidoscope april 2016
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T h e l a t e s t t r e n d s i n I T s e c u r i t y2016
DEFENCE METRICS
KALEIDOSCOPE 2016
3
Introduction CONTENTS
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.
04 Sophos
07 A10AccessDataArbor Networks
08 Credence
09 BAE SystemsBulwarkCarbon Black
10 CiscoCodeSealerComGuard
11 DarkMatterDellDigital Guardian
12 Exclusive Networks
13 EMTeSentireESET
14 Help AG
15 F5 NetworksFidelis
16 Mindware
17 FireEyeForcepoint
18 FortinetGBMGemalto
19 LookingGlassMalwarebytes
21NanjgelPalo Alto
22SplunkVMwareWestcon
KALEIDOSCOPE 2016
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Detailed defenceHarish 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.
What 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:
• Alackofawarenessaboutthe
need to bolster cyber resilience
and enhance their cybersecurity
infrastructure with next-
generation IT security.
• Adoptionofcloud,virtualisation,
IoT has increased attack
surfaces and coupled with the
rise of sophisticated targeted
attacks, becomes a bigger
problem for organisations.
• Organisationsaren’tlookingat
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.
Organisationsneedtoupgrade
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?
Ontheinnovationfront,we
recently launched our next-
generation firewall platform called
the XG firewall, the first in the
industry to share threat intelligence
Harish Chib, Vice President Middle East and Africa, Sophos
KALEIDOSCOPE 2016
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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 next-
generation 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 zero-
day 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 next-
generation 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.
Why do you think Sophos
Sandstorm would be a critical
component of an organisation’s
cybersecurity infrastructure?
Keeping threats away from the
network is a critical first line of
defence. Sophos Sandstorm
automatically isolates files to
determine if
they are safe,
providing an
instant additional
layer of detection
and protection.
For many
companies,
advanced
technologies are
too expensive
and require
additional
security expertise
to implement and monitor them.
Sophos is changing this by
providing all businesses access
to advanced protection that’s
affordable and simple to deploy.
Sophos Sandstorm combines
prevention, detection, and
investigation in one solution to
protect against cybercriminals
who now use social-engineering
tactics with new, not-previously
known malware to invade
company networks.
Sophos Sandstorm quickly and
accurately detects, blocks, and
responds to evasive threats that
other solutions miss, by using
powerful, cloud-based, next-
generation sandbox technology.
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
partner-focused IT security
company in the world. It employs
a simple and effective 100 percent
‘channel first’ sales strategy that
allows us to efficiently scale our
customer base.
Also, Sophos is doing
something that has never been
done in the
IT security
market: we are
succeeding at
being a leading
provider of
both end-user
security and
network security.
And we’re now
leading a new
wave of security
innovation
that we call
synchronised security that for
the first time allows endpoint
and network security products to
actively and continuously share
threat intelligence with each other
to more effectively protect against
today’s sophisticated threats, in a
manageable way.
This gives partners a
better opportunity to beat the
competition with a strong portfolio
of products that are next-
generation, simple to deploy and
have industry-first features. We
enable partners to leverage the
immense selling potential of our
products with dedicated support
and an immensely rewarding
partner programme.
“Businesses 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.”
Fast, robust and super userfriendly With robust easy-to-use features, data can be collected, searched, tagged and reviewed quickly and accurately with every person involved in the e-discovery process able to utilize the same solution to seamlessly perform his or her tasks.
Reduce operating expenses and improve
Enjoy measurable savings withregards to human resources, processing, hosting, storage reduction and attorney review fees. AccessData customers have recuperated the cost of AD eDiscovery in as little as 45 days.
A NEW ERA FOR ACCESSDATAAccessData Group has pioneered digital forensics and litigation support for more than 25 years. Over that time, the company has grown to provide both stand-alone and enterprise-class solutions that can synergistically work together to enable both criminal and civil E-Discovery of any kind, including digital investigations, computer forensics, incident response, legal review, compliance,
auditing and information assurance.
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IGITAL
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riage
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Summaon
CENTRAL
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TIGATIO
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INCIDENT
RESPONSE SUPPORTMOBILE DEVICE
INVESTIGATIONS
SEAMLESSINTEROPERABILITY
NEVER TOUCH YOUR DATA AGAIN
products unified on a single database = seamlessly connected workflows in a forensically sound environment. Our award winning products deliver the worlds most advanced digital forensic, eDiscovery and Incident response (IR) Solutions.
2202 Indigo Icon Tower, Jumeirah Lake Towers (JLT), Dubai, UAE
t: +9714 422 1260 | e: [email protected]
Reduce case backlog and introduce processing proficiencyWith the industry’s most advanced ESI processing engine, users can handle the largest and most complex data sets in-house. Process 700+ data types (including PSTs/NSFs) while maintaining detailed chain-of-custody reports.
Easily understand Big Data Perform full or
network) from every possible source including workstations,laptops, network shares, email servers, databases and 30+ structured data repositoriesand web sources.
DISTRIBUTED BY
FTK® is an award winning court-preferred digital forensics analysis software. Designed for speed it’s the only solution
that combines all data into a single case databases, creating a clear picture of the event.
KALEIDOSCOPE 2016
7
Fast, robust and super userfriendly With robust easy-to-use features, data can be collected, searched, tagged and reviewed quickly and accurately with every person involved in the e-discovery process able to utilize the same solution to seamlessly perform his or her tasks.
Reduce operating expenses and improve
Enjoy measurable savings withregards to human resources, processing, hosting, storage reduction and attorney review fees. AccessData customers have recuperated the cost of AD eDiscovery in as little as 45 days.
A NEW ERA FOR ACCESSDATAAccessData Group has pioneered digital forensics and litigation support for more than 25 years. Over that time, the company has grown to provide both stand-alone and enterprise-class solutions that can synergistically work together to enable both criminal and civil E-Discovery of any kind, including digital investigations, computer forensics, incident response, legal review, compliance,
auditing and information assurance.
10100001010101010010110
ACCESSDATAPLATFORMO
N-SCEN
E MOBILE
DEVICE CO
LLECTION
& P
REVI
EWO
N-S
CEN
E AC
QU
ISIT
ION
MALWARE
AUTOMATEDFINAL REVIEWCOLLECTION THROUGH
LEGAL REVIEW
REDESIGNED
INVESTIG
ATION
SD
IGITAL
FTK
AD Lab
AD EnterpriseMPE+
nFIELD
AD T
riage
CerberusAD eDiscovery
Summa
on
CENTRAL
IZED
INVES
TIGATIO
N PLAT
FORM
INCIDENT
RESPONSE SUPPORTMOBILE DEVICE
INVESTIGATIONS
SEAMLESSINTEROPERABILITY
NEVER TOUCH YOUR DATA AGAIN
products unified on a single database = seamlessly connected workflows in a forensically sound environment. Our award winning products deliver the worlds most advanced digital forensic, eDiscovery and Incident response (IR) Solutions.
2202 Indigo Icon Tower, Jumeirah Lake Towers (JLT), Dubai, UAE
t: +9714 422 1260 | e: [email protected]
Reduce case backlog and introduce processing proficiencyWith the industry’s most advanced ESI processing engine, users can handle the largest and most complex data sets in-house. Process 700+ data types (including PSTs/NSFs) while maintaining detailed chain-of-custody reports.
Easily understand Big Data Perform full or
network) from every possible source including workstations,laptops, network shares, email servers, databases and 30+ structured data repositoriesand web sources.
DISTRIBUTED BY
FTK® is an award winning court-preferred digital forensics analysis software. Designed for speed it’s the only solution
that combines all data into a single case databases, creating a clear picture of the event.
A10 Networks
AccessData
Arbor Networks
secure Web gateway
and IPsec site-to-
site VPN into one
solution.
Ogdensays,
“The firewalls of the
future need to be
high performance,
have built-in SSL
visibility, and handle
ever-increasing
data traffic. Thunder Convergent
Firewall offers a converged
security solution for service
providers, cloud providers, and
large enterprises.”
higher-than-average
number of industrial
and government
cyber-espionage
attacks; the region
has been the victim
of many advanced
persistent threat (APT)
campaigns that seem
to originate from
other nation states,”
Afras adds. “Given the current
geopolitical climate in the region, it
is very important that organisations
have a comprehensive security
strategy in place.”
environment, this one
will create challenges,
but also opportunities
for firms to benefit
from new demands
for IoT cybersecurity.”
Samy urges
channel partners
to help customers
understand and
counter the threat
landscape better. “They need to
have tight integration between the
sales and marketing teams, so they
are messaging consistently to end
customers," he says.
They are driving
the need for a new
type of firewall that
consolidates network
security modules, SSL
Insight, ADC and CGN
in a reduced data
centre footprint.”
A10 Networks’ recently-launched
Thunder Convergent Firewall is
an ‘all-inclusive’ security platform,
which consolidates data centre
firewall (DCFW), Gi/SGi firewall,
The rise of huge
network structures,
increaseinBYOD
users, and the growth
in number of IoT
devices have led to
organisations and
users being more
susceptible to attacks, which have
become more sophisticated. This is
particularly true for malwares, which
has the capability of polymorphism.
“The region is the target for
commercial and
industrial equipment,
medical devices,
remote sensors in
natural environments —
are linked to networks
that are connected to
the Internet. The IoT
will demand another round of risk
management strategy review, new
network security evaluation tools,
and business model revisions. Like
all major changes in the commercial
Security will continue to be the top
priorityformostCIOsandCTOsas
the industry begins to understand
the benefits of solutions around
emerging technologies such as Big
Data, cloud, mobile, social and IoT.
GlenOgden,RegionalSales
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.
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.
The rise of Internet of Things (IoT)
andBYODhasincreasedthe
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,
Glen Ogden, Regional Sales Director, Middle East, A10 Networks
Abdeslam Afras, Vice President, International, AccessData Group
Mahmoud Samy, Regional Director, High Growth Markets (Russia/CIS and Middle East), Arbor Networks
KALEIDOSCOPE 2016
8
strategic advisorsGarreth Scott, Sales Director, Credence Security, shares company plans and partner strategy for the region.
The security landscape in
the region has evolved
to a great extent over
the last few years.
Emerging trends such
as Big Data, Internet of Things,
cloud and mobility, have added
to the complexities and security
vulnerabilities, an organisation can
face today.
Businesses are on the lookout
for effective and scalable solutions
to combat these evolving security
threats. This is where regional value-
added distributor, Credence Security
aims to be a market differentiator.
The company is looking to
expand its solution offerings as
it strives to be the top security
solutions distributor in the region.
In line with its regional plans, the
distributor boasts a number of best-
in-class vendors in cybersecurity,
incident response,
digital forensics
and IT security.
The company
had recently
showcased its
portfolio including vendors such as
RedSeal, Experian, Digital Guardian,
AccessData, eSentire and Fidelis
Security; at the security event –
GISEC 2016.
According to Garreth Scott, Sales
Director, Credence Security, one of
the key reasons channel partners
prefer to partner with the distributor
is because it focuses on taking a
consultative approach.
“We collaborate with our partners
and their customers, and understand
their needs both from a technology
and business perspective,” he says.
“Rather than partner with legacy
vendors that have the brand but
not necessarily the best-in-class
solutions, we chose to partner with
niche vendors that are specialists in
their domain.”
Partners and their customers
can depend on the distributor to
consistently deliver pre- and post-
sales 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
and look for pre-
sales and office
sales support.
Partners need
to understand
that and not just
drop a box and
run. They must
ensure they
have consulting
services in their
offering.”
According to
Scott, the top
two concerns that organisations
are facing today are around
cybersecurity and visibility.
“At the end of the day, everyone
knows there is no silver bullet. It is
about not being the low-lying fruit
and an easy target. Having the
visibility on the network is a critical
factor, so that enterprises know what
is happening and can work on the
right tools to remediate. By creating
solutions through our vendor
portfolio, we are offering true value-
addeddistribution.Ourcustomers
are very positive about it and we are
seeing a very good response from
the market,” he adds.
Garreth Scott, Sales Director, Credence Security
“When customers go to partners, they want the ability to do a PoC with their partners and look for pre-sales and
office sales support. Partners must ensure they have consulting
services in their offering.”
KALEIDOSCOPE 2016
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BAE SyStems
Bulwark Technologies
Carbon Black
protecting that. The
other challenge
is the advancing
threat. Every year
criminals get better
at what they do.”
He adds that
organisations are
also in the process
of deciding whether
to do security in-
house or outsource it.
“Oneofourkeydifferentiators
is that we are security specialists.
Security is the core of what we
do,” he adds.
momentum this year.
“As a security
focused vendor,
we know the battle
is continuous
and ongoing
as new security
breaches and
discoveries emerge
every moment and
we are prepared to
meet such challenges with latest
technologies,” he adds.
The distributor works as an
extended arm for its vendors in
the region.
security tools
respond to incidents
by addressing only
the symptoms and
not the root cause,”
he adds. “Doing so
ultimately fails to
address the source
of the problem and
stop incidents from
recurring.”
Flower urges organisations to
deploy next-gen cybersecurity
tools that are capable of quickly
and efficiently determining the root
cause of the attacks.
Applied Intelligence,
companies are
looking at identifying
the assets they have
under control and
what users are doing
with those assets and
who has the access.
“That is a big challenge
because people are shifting
towards using more cloud-based
services and it is less clear where
your data is sitting and who is
which are transforming
the market.”
Additionally, cloud,
virtualisation and IoT are
important and emerging
trends for the industry
as machine-to-machine
communications have
become critical. Mobility and cloud
will continue to grow hand-in-
hand. There will also be significant
development in the areas of
storage and security, which will gain
Director, Carbon
Black EMEA, says,
“We live in a multi-
threat cybersecurity
landscape, however,
many organisations in
the region still remain
reactive to online
breaches.”
According to Flower, this
mind-set remains one of the most
serious concerns that the region
must address. “Too many endpoint
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
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.
JoseThomas,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),
Overthelastfewyears,theIT
space has undergone a huge
transformation. However, along
with these changes came risks and
challenges caused by the ever-
changing threat landscape.
Recently, a number of high-
profile data breaches have
garnered widespread attention
resulting in greater scrutiny and
awareness of the need for more
efficient security solutions.
David Flower, Manager
Adrian Nish, Head, Cyber Threat Intelligence, BAE Systems
Jose Thomas, CEO, Bulwark Technologies
David Flower, Manager Director, Carbon Black EMEA
KALEIDOSCOPE 2016
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Cisco
Codesealer
ComGuard
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
surfaces.”
According to Salama, every
organisation must assume it has
been targeted, and deploy the right
resources to secure their network.
“In our case, when
the bank deploys
our software, it
is installed on
the servers. The
big advantage
is that right from
deployment, all
the end-users are
protected.”
The deal value is
high for partners, since the company
charges per active user per year.
“This makes it profitable for the
channel partners and makes it
worth their efforts,” he adds.
“The market
is very volatile at
present due to
plummeting oil
prices, as a result of
which spends are
less and payments
are delayed. This
in turn affects the
entire distribution
chain in one way or
other and is definitely posing as a
big challenge this year.”
The distributor plans to optimise
maximum opportunities in the
region in 2016.
data centres—with the
goal of proliferating
attacks across legions
of individual assets
served by these
resources. By targeting
Internet infrastructure,
attackers undermine
trust in everything connected to or
enabled by it.
Shadi Salama, Channel Leader,
Middle East Theatre, Cisco, says,
“Partners play a key role in getting
regional market.
Middelburg says,
“When companies
use products from our
competition then they
have to ask their end-
users to download
the software on the
devices. This is a huge risk for the
banks because we cannot force
the end-users to do the download
or to actually install it after
downloading.
constantly on
the lookout for
challenging and niche
technology vendors.
Ajay Singh
Chauhan,CEO,
ComGuard, says, “We
plan to leverage the
dynamic environment by enabling
and empowering our partners to
evangelise and deliver the various
cybersecurity vendor portfolios
that we carry within the company.
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 infrastructure-
scale attacks seek to gain access
to strategically positioned web
hosting servers, nameservers and
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
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
Shadi Salama, Channel Leader, Middle East Theatre, Cisco
Hans Middelburg, CEO, CodeSealer
Ajay Singh Chauhan, CEO, ComGuard
KALEIDOSCOPE 2016
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DarkMatter
Dell
Digital Guardian
that you have
the right people
and processes to
make that certain
technology work.”
Oneofthe
challenges faced
by Middle East
companies is critical
infrastructure.
“Organisations
must ensure that there is a clear risk
assessment strategy, simultaneously
they need to focus on these four
aspects – prevent, detect, respond
and recover.”
of the dangers,”
Hassan explains.
“The biggest threat
to information
security in 2016 will,
therefore, be the
lack of resources,
which are needed to
understand, mitigate
and respond to
external threats.”
Hasan adds that better education
of end-user is also of utmost
important as they are, after all, at the
front line of security.
by adding new
security technologies
that add deeper
protection without
replacing existing
infrastructure.”
Organisations’
sensitive data
will continue to
be targeted by
cybercriminals and
motivated threat actors. This trend
will continue and only grow larger
in scope as more sensitive data
becomes digitised and stored in
complex IT environments, he adds.
cybersecurity solutions
to product advisory.”
The threat
landscape is expanding
by the minute and
it is important for
organisations to
have sound security
strategies in place.
He says, “The key to a sound
cybersecurity strategy includes
three aspects – people, process
and technology. You must ensure
associated specialist
skills in boardrooms
worldwide. “We
believe that demands
on security experts
will focus primarily
on business priorities
while also managing
security risk as the growth of cyber-
attacks, combined with recent high
profile victims such as Sony and
Hilton, will help increase awareness
detection against data
breaches and theft will
additionally impact the
landscape.
He says, “Partners
need to closely
evaluate which vendors
they’re working with
and how well they integrate with
other solutions, as well as how
efficiently they complement existing
technologies. This way customers
get the most out of their investment
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,
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
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
Luke Brown, VP and GM, EMEA, Indian and LATAM, Digital Guardian
Shams Hasan, Enterprise Channel Manager, Dell
Harshul Joshi, SVP, Cyber Governance, Risk and Compliance, DarkMatter
KALEIDOSCOPE 2016
12
Secure networksNathan Clements, Managing Director, Exclusive Networks, explains, how emerging trends such as virtualisation and cloud, are set to transform the regional security environment.
How 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:
Organisationswillcontinue
to invest in perimeter security.
AsaresultofBYODandcloud
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 next-
generation data centre and
SDN will certainly increase the
demand on virtualisation and
cloud security solutions.
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.
Nathan Clements, Managing Director, Exclusive Networks
KALEIDOSCOPE 2016
13
emt Distribution
eSentire
ESET Middle East
and DenyAll among
others.”
According to
Mobasseri, emt
have always had an
elaborate technical
evaluation process
in choosing a vendor
to partner with.
“Looking into their
market position
is not enough for us, we want to
make sure that they have the best
products and experiences for our
customers,” he says.
engineering, spear
phishing, spoofing the
boss, and so on are
expected to double in
frequency every year.
He says, “It’s the
tailored and targeted
attacks that threaten
most organisations
today. As we look to
the future, demand
for cyber defences will continue
to increase as IoT, cloud adoption,
compliance pressure and increased
focus on detection and response
create changes in the security
landscape over the next few years.”
have,” he says.
Partners should
focus on meeting
and exceeding the
expectations of
customers by ensuring
that they have the
right products at the
right price.
“To do so, they
should build,
maintain and deepen an effective
relationship with their customers
and also ensure that they are
capable of delivering the most
comprehensive security solutions.”
“These includes SEIM,
vulnerability assessment
and management, patch
management, WAF,
DLP, MDM, network
and infrastructure
monitoring, virtualisation,
cloud computing and
so on. We know that only achieve
that goal by partnering with leading
vendors such as Avira, Kaspersky
Lab, EndpointProtector by CoSoSys
of cyber-attacks. In
fact, mid-sized firms
represent 54 percent
of all cybersecurity
breaches that occur.
Criminals believe that
smaller organisations
are vulnerable and
possess valuable assets, or can act
as a conduit to larger organisations.”
According to Daniel, these
targeted attacks dominate the
landscape and will continue to
increase. Attacks such as social
“Partners should
focus on user’s
awareness and cyber
education, as most of
those attacks can be
easily prevented if you
are well aware of the
threat vectors. Also, it
is important to have the best-of-
breed security solutions to create
a comprehensive cyber ecosystem
that addresses all type of security
threats that organisations might
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,emtDistribution.
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
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.
Mohamed Djenane, Security Specialist, ESET Middle East
Mohammed Mobasseri, CEO, emt Distribution
Jim Daniel, Director of Sales, eSentire
KALEIDOSCOPE 2016
14
Delivery of solutionsStephan Berner, Managing Director, Help AG, outlines the security trends impacting the region and how vendors can help optimise the opportunities.
How 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.
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.
Ourfocushasalwaysbeenon
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 portfolio-
enabling 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.
Stephan Berner, Managing Director, Help AG
KALEIDOSCOPE 2016
15
F5 Networks
Fidelis Cybersecurity
Even with tight IT
budgets, organisations
today understand the
importance of spending
on information security.
For partners to
succeed in this space,
it is critical for them to
realise that security and
consolidation are the
only two go-to-market
strategies in the near future, says
Tabrez Surve, Regional Security
Manager, Middle East and Turkey,
F5 Networks.
“They need to evaluate the
skillset they possess in identifying
and highlighting it across to their
customer base.
Customers will only look at partners
who hold the best skilled resources
that can assist them
overcome their security
challenges.”
According to Surve,
the cornerstone for
enabling channel
partners depends on
three main criteria –
market focus, processes
and the right support.
“We share the best
practices that are followed within
the industry. We provide partners
with valuable analytics both from
the industry perspective as well
the market conditions. With proper
tracking and analytics, companies can
collect content usage data that directly
correlates to business objectives and
partner performance. This enables
them to serve their customer better.”
Organisationsare
facing huge security
challenges today from
failure of traditional
‘preventive’ security
solutions in achieving
the desired protection,
shrinking IT budgets
to abundance of point
solutions, immaturity of
security programmes
and industry guidance, exacerbated
by a shortage skill sets.
Roland Daccache, Senior Systems
Engineer, Fidelis Cybersecurity, says,
“There is no silver bullet to tackle
thesechallenges.Organisations
should focus on developing a clear
security framework and invest in
visibility and detection technologies
in order to cover the gap that
traditional security solutions miss,
while remaining
attractive for hiring
and maintaining
security talent.”
He further adds
that it is important for
partners to deliver
solutions and services
to customers, rather
than pushing boxes
and products.
“Partners should develop in
house capabilities that go beyond
network and application security,
and focus on incident response
and forensic skills if they want to
succeed in responding to security
breaches. The market opportunity
is there, and customers will
listen to those partners who first
understand the problem, before
trying to fix it.”
Tabrez Surve, Regional Security Manager, Middle East and Turkey, F5 Networks
Roland Daccache, Senior Systems Engineer, Fidelis Cybersecurity
Protects Against Dynamic Security Threats
Simplifies IT Security Structure
Provides Security for Email, Web and Database Systems
KALEIDOSCOPE 2016
16
Taking chargeEyad Aleriksousi, Sales Director, Network and Security, Mindware, elaborates on the importance of mapping out strategies that will drive the industry forward.
How 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
opportunities
to generate
revenues as
the market competes to adopt
more technologies that lessen the
exposure to security risks.
How is the adoption of cloud,
virtualisation, IoT set to affect the
security landscape even further?
These technology trends go in-line
with security trends because they
need to be secured for maximised
deployment.
IT excellence is achieved when
a balance is created between
maximising the use of services such
as cloud, social media bridges,
virtualisation,BYOD,andITsecurity
with the purpose of optimising
productivity and efficiency. We
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.
How do you enhance your
portfolio depending on market
trends?
It is important to position your
portfolio based
on what can drive
markets going
forward and not
on what drove
markets in the
past.
As the industry
is dynamic, no
company can afford to stand still,
and we have every intention to
pivot beyond our core in order to
maintain and boost our position.
In fact, portfolio enhancement is
a continuous process with the
objective of reviewing the available
and addressable market and
ensuring that Mindware fulfils this
market needs in terms of bringing
technology and adding value to
the channel partners and the end
users. We work towards creating
mutually beneficial partnerships
with the vendors and the channel
partners so as to position our
portfolio based on what can drive
the market forwards.
Eyad Aleriksousi, Sales Director, Network and Security, Mindware
“It is important to position your portfolio
based on what can drive markets going
forward.”
KALEIDOSCOPE 2016
17
FireEyeSecurity continues
to be top of mind for
many organisations
today, especially as
emerging technologies
gain popularity in the
enterprise world. In such
an environment how can
channel partners maximise
opportunities and ensure
they are ahead of
competition?
Jamal Al-Nabulsi, Channel Account
Manager, FireEye, says, partners
need to focus on a greater degree of
specialisation.
“Much of the channel market is
still focused on legacy and traditional
security. While those solutions are
sufficient to address certain challenges,
they don’t solve the real problem.
“Organisations are
looking for effective
solutions to assist
them in becoming
more secure and
prepared for advanced
and sophisticated
attacks. In the long run,
partners that will invest
in more complex and
effective solutions are
the ones that will come
out on top.”
As a vendor, the company is
ensuring partners have the right
resources to help achieve this.
“The right mix of technology,
intelligence and expertise is
needed to offer a reliable solution
to our customers, which is what we
focus on.”
Jamal Al-Nabulsi, Channel Account Manager, FireEye
ForcepointThe Middle East is
responsible for a
significant share of
the world’s energy
resources and is also
one of the fastest
growing regions for
personal internet and
mobile phone use.
According to cyber
analytics and network
security company, Forcepoint, major
security challenges faced by the
region include complex and costly
security infrastructure, theft of hard
data intellectual property, and
cybersecurity skills shortage.
“We strongly believe every
partner in our eco-system should
embrace our 4D cybersecurity
model –defend, detect, decide
and defeat are dimensions of the
modern security,”
says Ferdinando
Mancini, Sales
Engineer Director,
Forcepoint, MENA,
Turkey and Iberia.
“This approach
enables protection
against determined
adversaries, internal
and external, so
customers can safely and efficiently
use their data wherever and
whenever they need it.”
Mancini further stresses that
Forcepoint’s approach is to provide
a unified cloud-centric platform
across email, Web and endpoints
to help organisations manage
risks, demonstrate compliance and
maximise effectiveness against
advanced threats.
Ferdinando Mancini, Sales Engineer Director, Forcepoint, MENA, Turkey and Iberia
KALEIDOSCOPE 2016
18
Fortinet
Gulf Business Machines
in their daily work
such as online
webinars, channel-
ready campaigns,
tutorials, procedure
and programme
guidelines, and
technical trainings.
“The threat
landscape is getting
only wider, thus the
only solution for defending these
well-crafted attacks is by broadening
our security strategies to include the
new innovations and adaptations in
the cybersecurity market.”
growth in our
revenues.”
Identifying that the
cloud adoption ratio
is increasing with time
and the Smart City
initiatives will drive the
adoption of IoT, the
company has laid a
roadmap to customise
its security framework
for IoT and industry verticals such as
oil and gas, enterprises and defence.
“We are continuously investing
in expert skills to ensure maximum
customer satisfaction,” he adds.
from competition.
He adds, “Fortinet
provides these
solutions and our
partners need to get to
know all the solutions
and get the team
enabled so they can
position, implement and keep the
customer satisfaction levels high.”
The vendor provides a vast
variety of resources, which have
been developed to help partners
trends propagate the
necessity to have the
adequate defense in
depth, intelligence,
adequate skills
and processes in
place to combat the
risk exposure. The
GBM Security Division has been
ever evolving to build a security
framework which meets the security
executives’ demands today. This has
resulted in a healthy and consistent
“Partners need to differentiate
themselves by positioning end-to-
end 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
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
Alain Penel, Regional Vice President, Middle East, Fortinet
Niraj Mathur, Manager Security Practice, GBM
Gemalto protect data and
secure user access
to that data.
He adds,
“Security best
practice for
organisations
means adopting
a holistic security
strategy that offers
multiple layers of
protection such as encryption,
access controls, encryption key
management, network security,
MDMaswellasOTPtechnologies
and strong authentication.”
to make sure they
choose the ones with
the most relevance
to address today’s
threats and use cases
in order to secure
sufficient volumes as
well,” says Sébastien
Pavie, Regional Sales Director,
MEA, Gemalto.
Gemalto’s strategy aims to
combine its security solutions
with a more holistic approach to
When it comes to cybersecurity,
the top three concerns for
organisations are around online
security,M2MsecurityandBYOD
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
Sébastien Pavie, Regional Sales Director, MEA, Gemalto
KALEIDOSCOPE 2016
19
LookingGlass Cyber Solutions
Malwarebytes
As enterprises thrive
to counter cyber-
related threats, one
of the key elements
is identifying the right
solution. Customers
have generally focused
on point products,
which eventually leads
to disjointed security
conversations.
Laurie Potratz, VP, Global
Channel and Alliances,
LookingGlass Cyber Solutions,
says, “What we have observed
is that the mature customers are
taking a step back and looking
at security more holistically.
They want to build an end-
to-end architectural type of
security.”
Regional solutions
provider, Nanjgel,
one of the company’s
channel partners,
has been able to
achieve numerous
sales and tremendous
opportunities in the
market over the last
year.
In the coming
months, the company aims to seek
qualified partners who can provide
unique value and has in-depth
understanding of the security
landscape.
“They need to have a deep
understanding of the importance,
value and the business proposition,
the security space brings to our
customers,” says Potratz.
The Middle East region
has experienced some
of the largest malware
infection rates in the
world. Since 2012,
every country in the
region has had at least
double the number of
infected systems than
the global average.
This, according to
AnthonyO’Mara,VicePresident,
EMEA, Malwarebytes, makes the
region highly vulnerable.
O’Marahighlightsthatforend-
users, it is important to transform
their way of thinking and keep their
minds open to the possibilities
that at one point or another their
systems will get infected.
“Therefore, it is equally important
for users to invest in the right
resources. They
cannot just grab a
product and deploy
it into the market and
that’s it. They need
to ensure that the
product or solution
that they want to
deploy is the right fit
for their systems,” he
says.
O’Marapointsoutthatthe
trust element in dealing with the
security space is very crucial
to be successful in the security
market. “To effectively provide
cybersecurity solutions to
customers in the security space,
customers need to trust their
partners, then partners need to
establish a certain level of trust for
their vendors and vice versa.”
Laurie Potratz, VP, Global Channel and Alliances, LookingGlass Cyber Solutions
Anthony O’Mara, Vice President, EMEA, Malwarebytes
KALEIDOSCOPE 2016
21
Nanjgel Solutions
Palo Alto Networks
The technology trends
that will impact the
security landscape
regionally includes
intelligent secured
cloud offerings and
MSSP services whether
on-site or remotely,
says Jude Pereira, MD,
Nanjgel Solutions.
“Those companies
that can really have the best of
breed technologies and the most
effective cost and delivered with
ease of implementation on-site,
will be the ones to succeed in
this space.”
He says partners can make a
real difference by going beyond
justsimpleSILOimplementations
to a more highly integrated
and complex
deployments
where you have
multiple systems
talking to each
other at different
levels across the
framework to bring
deeper insights
into the zillions of
events that occur
daily to zero in on the root cause
and the impact of the same.
“If this can be followed
with Automated Remediation
techniques or solutions then
this would be the icing on the
cake for the customer. This
will bring in the highest level
of value to the investment and
business(ROI)”
To combat the threats
in the rapidly evolving
security landscape,
it is imperative for
organisations to be
prepared. In fact,
according to Saeed
Agha, General
Manager of Palo Alto
Networks Middle East,
the more prepared
the businesses are to tackle the
known and unknown threats, the
better and faster they will be in
managing the rapidly changing
landscape.
“Ourgoalistoenableregional
organisations to effectively
run their business, maintain
complete visibility and control
of their network, and confidently
pursue new technologies. Most
importantly, Palo Alto
Networks will help
protect business from
the most basic to
sophisticated cyber-
attacks — known and
unknown,” he adds.
According to the
company, there are
three actions regional
business leaders
must consider when looking at
combatting security threats - shift
to a mindset of prevention, invest
in a proactive security strategy that
is built for tomorrow and today and
finally be prepared.
“Stop looking for solutions
that clean up after the attack,
but instead built capabilities to
prevent it, making it harder for
cybercriminals to work,” he adds.
Jude Pereira, MD, Nanjgel Solutions
Saeed Agha, General Manager, Palo Alto Networks Middle East
KALEIDOSCOPE 2016
22
Splunk
Westcon Security
that security value
lies in all machine
data. “By taking
a data driven
approach to security
regardless of the
cloud, on premise or
hybrid deployments
of a customer,
partners can ensure
they have access to
real-time security intelligence. This
will help customers stay ahead of
threats, enhancing their ability to
detect cyber-attacks and prevent
data breaches.”
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
AirWatch.
Headds,“Overthepastyear,
we’ve retooled the technologies
and integrated them tightly into our
portfolio.”
support capabilities
with a 24/7 centre
and increased our
expertise to deliver
post services as
well.”
Jones further
highlights that today,
Westcon Security
has seen significant
growth over the
last two years and they believe
that security market will continue
to grow and will not be overly
affected by the current economic
outlook.
security solutions that
provide the context
and visual insights
that enable smarter,
analytics driven
security decisions
in real-time,” says
Matt Davies, Head of
Marketing EMEA, Splunk.
Davies also reiterated that
partners should recognise that
the simple monitoring of security
events is no longer enough and
Senior Manager,
Systems Engineering
MENA, VMware.
“Organisationsneed
to invest in an updated
security architecture
which supports the new
operational blueprint
for IT. But it’s never about just the
technology. It only provides the
tools, organisations need to invest
in updating their staff and their
processes to better address the
continues to be a
key focus area for
businesses across
all sectors,” says Ian
Jones, Divisional
Director, Westcon
Security. “We saw an
opportunity to support
the channel through services
and have built our security
services over the past year with
the addition of our new training
facility in the UAE, built out our
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
Today, organisations are undergoing
two major shifts – a growing
adoption of cloud architecture
andBYOD. Thesearenotso
much threats in themselves, but
instead are the portals that future
cyber-attackers can enter through.
Organisationsneedtounderstand
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,
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
Matt Davies, Head of Marketing EMEA, Splunk
Deepak Narain, Senior Manager, Systems Engineering MENA, VMware
Ian Jones, Divisional Director, Westcon Security
VMware
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