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CONTENTS Overview
Keeping the promise - 13 Eng. Mostafa Fawzi, Business Development Director, Musallam Trading, distributor for Promise Technology elaborates on IP security solutions from Promise
Surveillance market grows - 4
The demand for IP surveillance continues to remain a vibrant growth segment across verticals The cat and mouse game - 15 Cyber security will continue to be an issue of the greatest priority as emerging threats to all connected infrastructure keeps challenging the security in place. All it takes - 20 It takes an end to end approach to secure networks from advanced threats
Interviews Formidable strengths - 8 Hendrik Verbrugghe, Marketing Director, Canon Middle East discusses trends in the IP surveillance market An eye for security - 10 Sakkeer Hussain, Director, Sales & Marketing, D-Link MEA discusses the manufacturer’s value propositions The safe road taken - 11 Marwan Khoury, Marketing Manager- MEA, Axis Communications shares market and company insights An impressive range - 12 Tetsuo Okawa – Senior Sales & Marketing Manager, System Solutions Division – Panasonic Marketing Middle East & Africa discusses the manufacturer’s focus
Founder & CEO: Vivek Sharma Managing Editor: R. Narayan Art Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan Sales Coordinator: Smitha Jithesh
A watchful eye - 14 Sathish Arya, GM, MEA, WatchNET International Trading LLC discusses how the market is shaping up Securing all fronts - 16 Jude Pereira, Managing Director, Nanjgel Solutions discusses the company’s growth areas Delivering holistic security - 17 Curtis Thayer, Business Development Director discusses the company’s strategies ahead Security in the forefront - 18 Salah Aldeen Sabouni, Managing Director at Striggers, a leading security solutions distributor discusses the company’s focus around GDATA products Patrolling the network - 22 Shahnawaz Sheikh, Sales and Channel Director – DELL Security [META, CEE] of Dell Software discusses some of the focus areas of the company A step ahead - 23 Tony Zabaneh, Channel Systems Engineer, Fortinet discusses some key focus areas Proven credentials - 24 Jose Thomas, CEO of Bulwark discusses how the company enables its partners Trends - 28
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Overview | IP Surveillance
T
he market for IP security and secure access continues to grow and large sized deployments are happening on a regular basis in the region. The technology shift from analog video surveillance systems to IP-based systems has been a key market driver in addition to the need for increased surveillance measures. The rising demand for IPbased video surveillance systems is also encouraging demand for video surveillance software, video management software, and video analytics. Tetsuo Okawa – Senior Sales & Marketing Manager, System Solutions Division – Panasonic Marketing Middle East & Africa (PMMAF) says, “ In spite of the market witnessing a downturn right now - IP Surveillance is still growing. In the Middle East in fact, UAE leads in its deployment. A big factor here is due to legislative requirements, especially in the hospitality sector, large commercial projects and public spaces. For instance,
Surveillance market grows The demand for IP surveillance continues to remain a vibrant growth segment across verticals because of new police regulations in the last 5 years, video became a key requirement for hotel operators for license renewals which drove a lot of upgrades to existing installations. Even in other industries, Analog Video Surveillance or other old technology is gradually moving to IP Surveillance.” Hendrik Verbrugghe, Marketing Director, Canon Middle East says , “The Middle East has evolved to be the most vibrant safety and security market in the world. In Middle East specifically, there
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is a diverse demand for safety and security equipment, ranging from the smallest of businesses to large corporates and homeusers. Canon has well realised this demand.” Canon believes that the network surveillance market in the Middle East continues to show great potential. While there is a diverse demand for safety and security equipment, ranging from the smallest of businesses to large corporates and homeusers, sectors such as government, hospitality and retail are proving to be key markets for
Canon. Marwan Khoury, Marketing Manager- MEA, Axis Communications says that they were able to exceed their own estimates in 2015 and the outlook for growth continues to be robust for the IP surveillance segment. He adds, “2015 figures out performed our estimates as they have continued to do so in 2016 with no signs of an overall slowdown in the region. We have to remember that a cornerstone for the success of many GCC countries in the region
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Overview | IP Surveillance is due to the high level of safety and security they have achieved and offer the public, so investments towards that strategy are not expected to decline.”
Intersec as a platform Panasonic was an exhibitor at Intersec that concluded in January this year and at first hand experienced the growing interest from partners and customers in the solutions that were showcased. Okawa adds, “Our continuous participation at Intersec has proven quite successful, not only in announcing new technologies but also expanding customer channels to interact and study requirements of the future. In this market, the government sector is the most active user of IP Surveillance which bodes well for the future as it introduces more analytical intelligence. Real-time video and audio communications have a positive impact on all parts of emergency preparation & response. Hence law enforcement, health & emergency
services, fire and rescue, paramilitary forces highly depend on these tools. Airports, banks, highways, hospitals, hotels, metro stations, oil companies, shopping malls and warehouses are some of the other areas where requirement for IP surveillance has grown. The UAE is quite advanced but we also see sophisticated enterprise-level customers in the rest of the GCC – especially Kuwait, Qatar & Saudi Arabia.” Through its participation in Intersec, Canon demonstrated new cameras, their flexibility as well as integration with many leading video management softwares. Hendrik adds, “Canon’s participation at Intersec was a very successful one. Through this event Canon generated some new business leads and initiated talk for partnerships but more importantly, made a bold statement of its focus, direction and also reiterated its commitment to the security and surveillance
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industry in Middle East.”
The new frontiers Cameras and solutions overall are expected to become more sophisticated in detailing, from HD quality images to better images in lowlight conditions. Better quality surveillance will also enhance the resulting analytics. Marwan says, “Security operators have an insatiable appetite for more clarity and detail in the images produced by their video surveillance systems. This is especially true as the adoption of intelligent video analytics continues to grow. So continued improvement in megapixel technology is certainly in our future. Enhanced techniques to handle challenging low-lighting conditions in new ways are coming to market, making cameras even more useful in a wider array of applications and use models. These improvements, largely focused on expanding the wide dynamic range (WDR) capability of cameras, also provide
enhanced information for analytics to help decipher.” Adoption rates of 4K Ultra HD, which enables network cameras to see more details is expected to pick up pace. With an HDTV or megapixel network camera, the resolution is at least three times better than an analog CCTV camera. And 4K Ultra HD offers four times the resolution of HDTV 1080p. However, higher and higher resolutions also result in increasing storage consumption. Intelligent video compression algorithms allows for reduced storage requirements. Alongside the growth in the total addressable market for IP surveillance, there is also an influx of new entrants that can increase the competition in the segment. As a results, profit margins will come under duress. The trick is then to stand out with differentiated services for customers in different verticals and this can be executed by integrators who can configure deployments that provide best results.
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Interview | Canon partnerships with systems integrators in Hendrik the region, recently Verbrugghe, Marketing developing relationships Director, in the UAE, Saudi Arabia Canon Middle and Jordan. East discusses Canon Middle how the East continues to manufacturer has been develop products focusing on suitable for retail, consolidating hospitality, banking and its lead government projects in the IP Hendrik Verbrugghe and therefore our linesurveillance Marketing Director, Canon Middle East market up continues to expand with the ever growing market needs. Our aim is to work closely with customers and partners to be able to provide Have 2015 been a year becoming a leader in the best solutions. of growth for Canon in the fast growing video IP surveillance market? surveillance market Discuss the inroads 2015 has been an and the past few Canon has been extremely successful months saw this more able to make in the year for Canon Middle evidently when Canon region’s IP surveillance East as we not only acquired Milestone, one market? unveiled new products of the world’s leading One of the top priorities for the regional markets VMS providers and its for Canon is to integrate but also cemented our partnerships with other with the industry leading commitment to the IP such providers such as Video Management camera market in the Netavis and Digiever. Solution providers which region by participating in This cemented the is key to integrate events such as Intersec company’s position in multiple system under in the UAE and OFSEC the security industry, one platform. Today, in Oman. Intersec is a especially in the Middle we have integrated major milestone event in East where Milestone with around 40 top VMS the Middle East security leads the market. vendors which gives the calendar and one that As well as partnering flexibility to our partners Canon Middle East with VMS providers, to choose based on eagerly anticipates. Canon has been the complexity and Canon is making a investing time and scalability of the project significant step towards effort into developing in hand.
Formidable strengths
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Is the growth in IP surveillance seen across various verticals including education, healthcare, government etc? The Middle East cyber security market will grow from $5.17 billion in 2014 to $9.56 billion in 2019. We are witnessing an unprecedented growth in the security and surveillance industry in Middle East especially from the education, government, hospitality and retail sectors. The market is expanding with an exponential rise in business opportunities within this sector. With the rise in opportunities comes a significant need for innovative technologies that deliver exceptional results catered to the requirements for the region. Given the importance of ensuring security and safeguarding people, property and assets, entities such as government departments, hotels and resorts and retail outlets increasingly rely on robust surveillance systems as part of their overall security strategy.
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www.promise.com P.O. Box No. 1398Office #406 Atrium Centre, Bur Dubai, United Arab Emirates (UAE) Tel: +971-4-3865144 | Fax: +971-4-3865133 | mfawzi@musallamtrading.com
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Tel.: +31 (0)40 235 26 00 | sales@eu.promise.com
Interview | D-Link Please elaborate on your IP surveillance foucs. Whether you’re introducing IP Surveillance to your business for the first time or you want to update an existing CCTV set up, D-Link can supply everything required to build an affordable and easy to deploy system to ensure the security of people, possessions and places - meaning you can keep a watchful eye on what matters most. We have all the hardware products needed to put together a complete and effective surveillance system for a wide range of needs. Do your solutions come with analytics software? Surveillance cameras have become more and more popular. However, the main purpose for surveillance cameras is forensic evidence. Preventing property damage from happening and using surveillance video wisely are also more important than just recording. D-Link offers IVS Counting (includes a bi-directional line-crossing
filter) and IVS Presence (presence filter detects when an object is inside or is crossing a zone or a line). D-Link will also be introducing LPR solution later this year. Discuss your go to market strategy? IP surveillance is driving the industry away from the legacy analog market. There’s been a major shift over the last two years. Legacy Analogue channel partners are moving toward IP-based solutions. We at D-Link are providing trainings to analogue/ IP channel partners to be at par with industry standards, benefits with IP based surveillance products. Channel partners who are focused on Surveillance solutions are key to promote our product line on end-user verticals. We support our channel partners with timely promotions, product updates and technology transition on products Which verticals have been showing large sales growth? Almost all major verticals like Education,
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Sakkeer Hussain, Director - Sales & Marketing, D-Link Middle East & Africa discusses the manufacturer’s value proposition in the IP surveillance market
Sakkeer Hussain Director, Sales & Marketing, D-Link
An eye for security Hospitality, Health Care, Banking & Finance show growth on IP Surveillance Solutions. What are some of the new launches expected from D-Link? D-Link will be introducing the new variants of the globally popular cloudenabled cameras. In the video surveillance cloud services environment that we operate in, it is important to have the flexibility that we strive to offer to our customers with. We will be providing the latest in wireless AC technology and HD video streaming, at the same time
technology as complex it may seem, should simplify people's lives with priority to simple and fast installation and setup. D-Link’s new high performance mini dome and mini bullet network cameras are ideally suited for indoor/outdoor video surveillance applications in hotels, restaurants, retail shops, offices and schools. The new models offer HD image quality to capture all details, Wide Dynamic Range (WDR) technology to adapt to variable lighting conditions, 3-5 MP cameras for sharp high resolution images.
Interview | Axis Communications Discuss advantages of offering multiple solutions under one roof? When presenting solutions, we view it as a way to create greater customer value. The perceived value in the market is changing, so on top of the continuous investments we place in developing innovative products, the ability to focus and deliver on solutions that the end customers are demanding is the key to maintaining a leadership position. Discuss if cloud based hosted IP surveillance solutions is taking off in the region? Small business customers are more likely to adopt cloud solutions than the medium and enterprise level customers we work with, especially if the entire surveillance solution is offered as a service. For the larger installations, the amount of data collected and security concerns make the cloud option less feasible at the current time.
Is the growth in IP surveillance seen across various verticals? The main sectors we have identified and work with are retail, education, healthcare, transportation, banking, critical infrastructure, government, safe cities and industrial. While you provide an extensive range of outdoor and indoor camera solutions with different functionalities, which are most preferred models in the UAE and the rest of the region? Being one of the highest adopters globally when it comes to the latest in IP network video solutions, the UAE market in specific is mature in terms of fully understanding, with the support of our partner network, the advantages of all the various solutions we offer and so we have seen success with the majority of our offerings. In addition, we have worked closely with our end customers to design products specifically for our region to include
Marwan Khoury Marketing Manager, MEA, Axis Communications
The safe road taken Marwan Khoury, Marketing Manager- MEA, Axis Communications shares insights on the IP security market trends and some of the highlights from Axis cameras designed to withstand the extreme harsh climates. You also offer a range of physical access control solutionsdiscuss the growth outlook for this segment When we introduced our first physical access control solution, we presented the market with an open, easyto-use and future-
flexible alternative. Freedom that stems from the same open IP philosophy we pioneered in video surveillance. From identification and entry control to advanced access management and integration with other systems, the growth outlook is high in the region for installations requiring anywhere from 1 to more than a 1000 units.
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Interview | Panasonic
Tetsuo Okawa Sr. Sales & Marketing Manager, Panasonic
Tetsuo Okawa – Senior Sales & Marketing Manager at Panasonic Marketing Middle East & Africa discusses the manufacturer’s focus in IP surveillance market
An impressive range Discuss the inroads Panasonic has been able to make in the region’s IP surveillance market across different product segments from cameras to software? To develop People Masking, Panasonic recognized details of industries like Banking & Retail which place a great deal of emphasis on customer and employee privacy. Our Smart Coding technology has also been designed to dramatically reduce total cost of ownership for a video surveillance system. This technology is an intelligent addition to the wide variety of
technologies already available for Panasonic products and it utilises 3 main features in order to achieve efficient compression: GOP (Group of Picture) Control Shown to reduce bitrate by up to 60%, Frequency Divided Filter - Shown to reduce bitrate by up to 20% and the 3D Multi Process Noise Reduction - Shown to reduce bitrate by up to 25%. Are cloud based hosted IP surveillance solutions taking off in the region? Is the likely customer segment small business customers? Due to infrastructural &
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cost issues, as of now most customers still use local networks but it’s definitely the next big thing in the commercial security market. For instance, Access control as a service (ACaas) – is a hosted cloud-based surveillance, where the captured video is stored onto the cloud and can be accessed remotely via a central command center, a web browser, smartphone/tablet app. This is a powerful tool and is expected to prove popular for shopping malls, ATMs, banks, airport etc. Analytics from surveillance solutionsis that becoming a strong demand- in which case, you provide basis analytics solutions- does that also come with API for third party plug-ins? Video analytics turns the camera into an intelligent box and yes, we do see that demand growing stronger in the GCC especially in the retail sector. Currently we are not offering products with API for third party plug-ins. What are the new
features Panasonic is looking to include in new cameras? Panasonic is looking to bring more features to its 4K cameras. For instance, our range of fixed cameras offer 27 times the resolution of conventional analog cameras (VGA), 9 times that of standard HD (1,280 x 720), and 4 times that of Full HD (1,920 x 1,080). Hence, even on magnifying a tiny part of the picture, finer details will still remain clear. Also the high performance lens used by these cameras provides uniform high-resolution images from the centre out to the edge. 8K is the next trendsetter, but most of it is still in the infrastructure process. What is the growth outlook in the region? Panasonic expects good growth as we consistently think about ways of further penetration into the Middle East market especially as Public Safety becomes a huge focus for governments, locally and regionally.
Interview | Promise Technology Discus solutions Promise offers to the video surveillance market? Promise Technology develops open storage platform solutions for surveillance, and are active in all segments of the surveillance industry. Promise NVR appliances and storage solutions can be found at airports, banks, casinos, governments, highways, hospitals, hotels, metro and trains, mines, oil companies, prisons, shopping malls, warehouses and many more locations. In all of these segments Promise is able to provide a solution for deployments of any size – from standalone units to scale-out solutions for large deployments and video surveillance cloud services. Discuss your participation at Intersec along with Promise – what were the larger outcomes and how do you intend to build on this? Intersec in Dubai was really a fantastic event for Musallam and Promise. The reception
was outstanding and we were really pleased to be able to get to know so many security professionals from around the MENA region. Also, Promise had a presentation theater where the leading companies in the industry shared their knowledge on new trends and technology. From speaking with all of the visitors at the show, there is a strong passion for video surveillance and an eagerness to expand their knowledge base. One very effective approach which we have previously hosted with Promise to build on this passion is to host certified trainings. The course includes demonstrations, hands-on training on real equipment, and an overview of the unique selling points for Promise solutions in the video surveillance market. Participants who complete the training become Promise Certified Professionals who have the knowledge to successfully install, configure and maintain Promise storage solutions
Eng. Mostafa Fawzi Business Development Director, Musallam Trading
Keeping the promise Eng. Mostafa Fawzi, Business Development Director, Musallam Trading, distributor for Promise Technology elaborates on IP security solutions from Promise in the field. This is a huge asset that has profound impacts on the security professional’s bottom-line as it equips them with the know-how to deliver the best service for their security projects. “ Can you explain more about what specific Promise solutions you offer to your customers for IP video surveillance? Promise works closely
with us and its end customers, installers and integrators, to create optimized storage solutions for the industry. Musallam and Promise are able to offer a range of open platform solutions for IP video surveillance, including the Vess Series of NVRs which are reliable integrated server and storage solutions that we have deployed together for many customers in the region.
SecurityVAR | March 2016 | 13
Interview | WatchNET
Sathish Arya General Manager, MEA, WatchNET
A watchful eye Sathish Arya, General Manager - Middle East & Africa, WatchNET International Trading LLC discusses how the Ip surveillance emarket is shaping up Discuss the demand growth for IP surveillance in the region’s market There is a good demand for IP Surveillance & Access Solutions in the region as analogue systems are being actively replaced by IP surveillance systems. Report predicts strong growth in Middle East approximately 18-20% annually. Financial, Education and government sectors are among the faster growing ones.
What is the growth WatrchNET has been seeing in the region? WatchNET provides end-to-end solution right from Cameras, Recorders, Storage, Software, Access Controllers, Readers, Integrated Software Solution & VMS. WatchNET started penetrating extensively into Enterprise Class solutions in various business verticals and witnesses predictable growth. Do you see IP
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surveillance solutions helping enhance analytics? Certainly IP surveillance solutions help the analytics segment in many way because of various technologies that are included. IP surveillance systems are configured with advanced technology such as Video Analytics, video motion detection, frame rate control, data load management with bandwidth control, remote-zoom facility automatic brightness control, vast storage and complete security management system. Discuss your focus on physical access solutions? WatchNET is known for its technology & support. We mainly focus on Enterprise Class, Multi-location & Education segments with proven track record. We are placed as one among top ten companies in Access Control System in the Middle East in terms of Quality. What are the latest innovations in terms of
new launches? We came out with Enterprise Class solutions. The products are mostly industrial grade systems with exciting new features in our integrated software. Our R&D team always put their efforts to give best to our customers with stateof-the-art technology. How successful was WatchNET’s showcase at Intersec? We always experience a good success in Intersec show. Intersec is a platform which helps to meet people form the industry across GCC and we could show the latest products & advances. What is the partner feedback regarding growth outlook? We are working with most of the leading integrators directly across GCC. The feedback is really exciting and our success ratio in the market is 35% CAGR (year on year) in growth. Most of the system integrators that partner with us are well qualified & matured enough to handle any large & challenging projects.
Overview | Cyber Security
Dr. Khaled Al Telmesani President, Tatweer Solutions
C
yber Security continues to be redefined as the threats become more sophisticated all the time. As of today, the focus is shifting towards solutions that help discover and remediate hidden and unknown threats that go under the radar of traditional monitoring systems. “Cyber security has always been a game of cat and mouse. In recent years we’ve seen solutions, like APT and behavioral analysis tools, which take a more proactive approach rather than reactive. Although, it’s a farce to truly believe this then ‘secures’ our organizations. The reality is security is always an ongoing process,” says
Dr. Khaled Al Telmesani, President at Tatweer Solutions. The efficacy of point solutions is limited for scenarios of multiple threat points. Many fixes can be addressed by conventional solutions but there is a need to address all vulnerabilities. So security audits of networks are mandatory to understand these vulnerabilities before choosing the right set of solutions. Jude Pereira, Managing Director, Nanjgel Solutions says, “There are certain point solutions that can be a quick fix to certain types of attacks like DDoS, Anti Malware, etc but you cannot recommend a single point solution for Anti Phishing, Fraud Management, DLP, Dynamic Endpoint Malware etc. So therefore you have to be very careful to either understand the types of attacks that you would want to prevent versus the best in breed solution that can effectively & proactively do the job. According to Jose Thomas, MD at Bulwark technologies, since
The cat and mouse game Cyber security will continue to be an issue of the greatest priority for nations, cities, business and even individuals as emerging threats to all connected infrastructure keeps challenging the security in place.
the virulence and sophistication of cyber assaults and complexity of IT environments have risen rapidly, addressing this challenge requires solutions that cut across strategy, operations, risk management, and legal and technology functions. He adds, “Companies need to make this a broad management initiative in order to protect critical information assets without placing constraints on business innovation and growth. Therefore, competitive
cyber security solutions would tackle and address the requirements of the current cyber security threats.” Cyber security spending is expected to see a significant increase in the next few years, as organizations look to tackle threats such as DDoS attacks, data theft, malware and ransomware, and emerging threats to smart connected infrastructure, cities, transport networks, utilities and so on.
SecurityVAR | March 2016 | 15
Interview | Nanjgel would be IT GRC, Data Protection & Endpoint Management, along with our detailed Nanjgel Security Framework that we have to offer to our clients which they can achieve the highest level of ROI from the very first month. It would also help to be the foundation for all required industry certifications like ISO 27K etc or compliance requirements like ADSIC & NESA. Jude Pereira Managing Director, Nanjgel Solutions
Which of the customer segments are of key focus?
Securing all fronts Jude Pereira, Managing Director, Nanjgel Solutions discusses the company’s growth areas Which are the areas you intend to further enhance? Security is a growing domain on a daily basis. With each day you become aware of a new Malware or a new type of targeted attack or a new method for ransomware. Therefore there is a need to add new solutions and stay one step ahead of the client demands. Further, we also we have to take note of the budgets available and constraints. Therefore we would like add more products that are OPEX based rather than CAPEX, certain cloud based solutions and of course Managed Services. Discuss key areas of solutions focus for the company? The main focus for this year
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We have a diversified set of clients practically in every domain but we would want to be best known for our work with the leading Government organizations, Oil & Gas for both IT networks & SCADA networks, Banking & Financial Services & finally the Telco/Service Provider verticals How are you enhancing your value propositions to partners and customers? The main value that we can offer our customers is by providing the clients with visibility, detection and remediation from day one. You can achieve this if and only if you can deploy all your silo based security solutions integrated with each other & they have either uni or
bi-directional flow of information. This is also the basis for an automated security management framework. Is there a challenge of trained resources in new emerging areas of information security in the region? In this regard, kindly elaborate on your training focus Lack of enough trained resources in the market is the biggest challenge we face even more than the pipeline of business leads we have in hand. It’s a vicious circle as you can have the most intelligent & highly professional training in place, but if the engineer does not have the motivation to take himself to the next level then all this effort is in vain. On the other hand, you may have a set of them that get trained at your expenses, & within no time think they are indispensable and are ready to leave & move on even before they can give back to the company. Are managed security services taking off in the region? We can already see a great demand in the region for Managed Security Services & we certainly have a very attractive offer for MSSP where the client can own the solutions & we manage the same for them or we can offer both the solution & resources on a MSSP model to the customer or a hybrid of the two. We currently offer more than 13+ solutions on the MSSP platform.
Interview | Tatweer Solutions
Are solutions able to tackle the advanced and specific nature of today’s emerging cyber security threats? The reality is security is always an ongoing process. Vulnerabilities are not just on the network and applications, but organizationwide. If users are not educated on proper security procedures, it is exceedingly difficult for them to abide by them. Every organization has budget constraints. The question for security professionals does not involve asking themselves whether all security solutions defend their organizations from threats, but rather, which solutions can best secure their organization from the threats they’re facing. This is a much more complicated discussion than a few sentences can do justice to, but the focus here has to be inward. This requires analyzing your organization, your team, and your vulnerabilities. This of course starts with understanding them, and this is where we can help.
What are the focus areas for you? Our areas of focus are defined by our Cyber Security Architecture which outlines some of the major vulnerability vectors in organization today. This includes Endpoint & Network Security, Content Security & Identity Management, Data Protection & Application Security, Advanced Malware Defense & Risk & Compliance. Certainly this cannot cover everything in the vast security market, but it’s our goal to provide a security framework for our customers and ensure we’re covering their primary attack vectors. Who are the major vendors you partner with? Our partnerships are predominantly defined by our customers. While we carry a portfolio of solutions, we work to select partners that offer a unique value proposition to our customers and can deliver them value in the long run.
Curtis Thayer Business Development Director, Tatweer Solutions
Delivering holistic security Tatweer Solutions is an integrator focused on delivering cyber security solutions to market. Curtis Thayer, Business Development Director discusses the company’s strategies ahead Is cloud security as a major concern? While securing private cloud has been a focus point for some time, many organizations are just beginning to consider public cloud as an option for their critical infrastructure, and with that consideration must come security. How are you enhancing your value propositions? From day one, our
company has been designed our service. Installing a security solution is easy. The value comes when solutions and services are developed with a holistic organizational security vision at the foundation. Our goal starts and ends with the overall security posture of the customer in mind, and if we cannot dramatically affect this, we’re not succeeding.
SecurityVAR | March 2016 | 17
Interview | Striggers Business, Consumer or both if they have the ability to handle both lines and generating the required business and financial targets.
Salah Aldeen Sabouni Managing Director, Striggers
How many active channel partners are working with you on the GDATA range? Currently we are working with +50 active channel partners in the countries under focus, these partners range from country distribution partners that have their own channels in the countries to
Security in the forefront Salah Aldeen Sabouni, Managing Director at Striggers, a leading security solutions distributor discusses the company’s focus around GDATA products Discuss your focus on GDATA as its distributor in the region – which are the markets you have distribution rights to for GDATA? We have distribution rights for GData in the Middle East and Africa regions. We are focusing on the countries with more potential and that we see GData is getting more attention and increasing market share. Once we have a strong foot hold in these countries, we will be focusing on other regions. Do you focus on both consumer range and Business range of products? Yes, we offer our partners the choice of being signed up for
18 | March 2016 | SecurityVAR
platinum and golden partners. Elaborate on inroads you have been able to make in the enterprise/SMB segment with GDATA products? SMB segment is growing faster because of GData features that provide simplicity, user friendly interfaces yet powerful features that allows IT managers protect their end points and enforce wide range of policies across single or multiple networks. Also GData business products support mobile device management with no extra cost on the license which makes the product very attractive and within budget for this segment.
On the other side, we are seeing much interest from Enterprise customers to test GData and use it on their entire network, this is due to GData No Back Door guarantee as a German company following German privacy laws and complying to them. Which among the product versions is fastest moving? It is GData End Point Protection as it has the full protection modules of: Malware protection, Bank Guard, Mobile Device Management and protection, Firewall and Antispam. Beside that, GData is the only Antivirus in the market offering protection against USB keyboard attacks. Are SMB companies also more aware of need to have robust security solutions in place like enterprises? SMB companied are more aware than before on the need for comprehensive protection on the end point level and they are thinking more from an enterprise perspective. GData is designed to serve any company size starting from small network of 5 users up to large network of thousands of users, and thanks to GData pioneering engineers, GData has a security modules that provide enterprise level protection like Email server protection, User level backup and encryption and patch management for both Microsoft and other 3rd party application.
Overview | Network Security
All it takes It takes an end to end approach to secure networks from advanced threats
A
holistic approach is what most vendors are bringing to market in the network security solutions segment. Point solutions are not enough in most instances as customers have a need for integrated solutions that offer security across the continuum of the network as well as in response to attacks. Tony Zabaneh, Channel Systems Engineer, Fortinet says, “We have never seen the advanced threat protection as a single product or technology, neither have we looked at it from a prospective of an extra layer in the network protection strategy. Rather, we position protection against the APT’s from a framework prospective. As simply this is how we see it, to defend against advanced and targeted attacks, you would need a framework technology that can integrate and feed threat information at and to multiple entry and exit points of the network – and even up to your elastic cloud based perimeter.” He adds that while advanced threat detection is just one side of
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the story, the other important side is the mitigation and enforcement. Fortinet’s framework offer mitigation that starts from the endpoint and all the way to the gateway. He adds, “Our framework is focused on analyzing the traffic at the heart of the work or at the sensitive points. And also to analyze content being submitted through our Endpoint Clients, Firewalls, Email Gateways and Web Application firewalls; in addition to scanning network shared locations and most importantly accept submission from 3rd party products. The reason we call it a framework, is simply because these technologies seamlessly integrate with each other and provide a superior advanced protection.” A holistic approach will mean equal attention to endpoints as well as perimeters. End to end solutions that don’t address all vulnerabilities leave the networks at serious risk of compromise. Shahnawaz Sheikh, Sales and Channel Director – DELL Security
[META, CEE] of Dell Software says, “We see all areas of Perimeter and endpoint security growing sizeably in the region. I strongly believe in having a holistic and sense of comprehensive security with endto-end protection. We have seen customers expressing concern on how to secure their core network resources viz., Servers, Applications, Data etc., from their own endpoints that are at times managed and are in single network or managed or unmanaged but outside of their networks. The need to secure these endpoints and networks is equally important.” Shahnawaz also adds that Dell Software’s solutions have the ability to handle the traditional and advanced and sophisticated threats. As network threats proliferate, vendors are bringing to market solutions that offer more preintegrated functionalities including advanced threat protection, cloud security etc to address different vulnerabilities and help meet the demands of customers. That should also continue to spur growth in the market.
Interview | Dell Software connect to corporate networks to ensure that these independently managed and user owned devices are not vulnerable to any threats that could impact on corporate data and business continuity.
Patrolling the network
with strong emphasize on retaining and growing our channel base, not just in volume but mainly in quality by ensuring the needed enablement so that they are well trained and competent to support our customers to their utmost satisfaction. The recent channel initiatives is to assure them that we are still a channel focused vendor and our core go-to-market is through them. What we have done so far and what we intend to do is always about channel development and empowering them to grow as strong as possible so that their bigger successes reflects on our business growth in the region.
Besides firewalls, discuss the other network security solutions that Dell Software focuses on? Besides security solutions that help secure the Perimeter and WAN side of the customers networks, we emphasize on additional security services viz., optimization of WAN bandwidth by eliminating redundant and unwanted traffic consuming the bandwidth between the branches, we strongly suggest a comprehensive Email gateway that can protect in-bound and out-bound emails from email threats and also offer Encryption services on email gateway so that confidential and classified emails that are sent out and received are encrypted. We also provide security to mobile devices that
Are you going to be an exhibitor at GISEC- What would be some of the solutions on showcase? This year we are glad to represent GISEC via our distribution partners and grow our business via them. We are participating through our distributors and we ourselves are committed with adequate staff, experts available to meet and talk to our customers and partners on existing and new technologies. We would be showcasing our Perimeter Security solutions with WAN optimization, Wireless Security, Email and Encryption services, Secure Mobile access, privilege access management and central management and reporting. These technologies are also demonstrated live at the GISEC event.
Shahnawaz Sheikh Sales & Channel Director, Dell Software
Please discuss your management and reporting solutions focus? Our management and reporting tools are one of the best in the industry, supporting many small to large businesses who rely on less management burden given
Shahnawaz Sheikh, Sales and Channel Director – Dell Security [META, CEE] of Dell Software discusses some of the focus areas of the company
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their multi-locations or hundreds of point-of-sale locations that are scattered geographically. For such businesses to have single pane of control and visibility in not the only need, the solution should also offer ease of use, management and deployment with scalability from ROI point of view. We strongly believe that we have demonstrated this benefit to many global/multi-location customers and helped them save cost, manage with limited and available resources by offering visibility and needed controls to manage and maintain business continuity. Discuss any recent partner initiatives? We have re-organized ourselves
Interview | Fortinet Discuss your focus around switches and two-factor authentication solutions in the region? Our network security technologies are growing and advancing in a very fast manner mainly to adapt to the market needs and changes. The traditional concept of a network security was basically to deploy firewalls to segregate between the trusted and untrusted network segments. Though, and unfortunately, this is becoming an obsolete concept, and organizations need different tools and technologies to adapt. Networks today are moving into the zero-trust model and in this model, the rule of thumb is that all network traffic is untrusted, and all resources should be accessed securely; we also need to strictly enforce access control whereby all traffic inspected and logged. This model requires a very tight and native integration between the NGFW/NGIPS/ ISFW and the Switching and most importantly
the Authentication and Identity Management (e.g. 2FA). Thus, and to answer your question; we have worked hard (and will continue to) for the past few years to develop this kind of integration that allows our technologies to be deployed efficiently and deliver the benefits of zero-trust model, while minimizing the overhead and the gap of managing non-natively integrated products. Discuss your SDN security focus? The SDN growth is inevitable and there is no question of how important SDN security is. Softwaredefined networking (SDN) and network virtualization abstract networking and security service attributes, creating network fabric overlays for on-demand policy orchestration and ensuring consistent visibility and control. Fortinet’s SDN Security framework defines security evolution across the network architecture to integrate with leading SDN/SDDC platforms. There are a few innovative initiatives in the middle-east region to fully adopt to virtualization
Tony Zabaneh Channel Systems Engineer, Fortinet
A step ahead Tony Zabaneh, Channel Systems Engineer, Fortinet discusses some of trends and key focus areas for the network security vendor and SDN/SDCC and we are thrilled to maintain and extend our support and services to our esteemed customers. Comment on your solutions focus around application security and Management Fortinet’s Data Center Application Security Solution is a robust and integrated set of products and services that includes web application firewalls (WAFs), secure email gateways, application
delivery controllers (ADCs), DDoS attack mitigation appliances, database security, and content caching. Our strategy is mainly focused on providing our customers with a set of security solutions for their datacenters, applications and networks, while making sure of minimizing and eliminating the gap by developing a very robust and effective centralized management and control for our solutions.
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Interview | Bulwark among others. Bulwark works with a huge network of value-added resellers and solution providers in offering comprehensive security solutions in SMB, SME, enterprise and other segments of the market.
Jose Thomas CEO, Bulwark
How are you enhancing your value propositions to partners and customers? Our product portfolio enables us to offer our partners complete solutions that fulfill the compliance and security requirements of the
Proven credentials Bulwark Technologies, a specialist security solutions distributor would be exhibiting its extensive solutions portfolio at GISEC. Jose Thomas, CEO of Bulwark discusses how the company enables its partners to take leading solutions to customers. Are there areas you intend to further enhance what you offer? Bulwark continues emphasize and enhance its existing security portfolio. However, we would like to enhance our current product/ solutions portfolio through emerging technologies like cloud, virtualization, Internet of Things (IoT) among others. Elaborate on your key customer segments? The region has unique business requirements and Bulwark caters to a wide network of verticals. We provide tailor-made offerings to the verticals like Banking & Finance, Oil & Gas, Government, Manufacturing, Hospitality, Medical and Education
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customers. As a value-added distributor we work as an extended arm of our vendors. We have a team of experts offering valueadded services for the solutions from our vendors to partners and customers. We provide training and channel enablement sessions for our partners and provide them with marketing support through demand generation and various marketing campaigns. Elaborate on your training focus? Bulwark always ensure that our Engineers are certified for any technology or new vendor we sign up for distribution to provide local support to our partners and customers. Further we keep our
channel community up-to-date on the specialized cutting-edge technology products and solutions. It is our continuous and ongoing effort to invest on channel initiatives which include long term partner growth plans, partner certification and reward programs and channel enablement sessions. Our constant focus is on channel growth & development. We have been empowering our channel community, which has significantly contributed to our growth & development as a value-added distributor in the region. Bulwark provide sales and technical training to our partners on a regular basis to ensure that our channel partners are updated on the latest product offerings and are able to position the solution to the end customers addressing their exact requirements with proper support. What would your major focus be at GISEC? Bulwark has been participating in GISEC since its inception in 2013 in the Middle East region. Bulwark would be showcasing a wide array of its security products at the Gulf Information Security Expo and Conference (GISEC) this year. We will present our end to end security solutions and distribution strategies in the mega-event and will also announce the introduction of new technologies in the region that are gaining acceleration for their ease of use across the world.
Security Trend
Security will be a major driver for government adoption of cloud
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ublic cloud options now offer the scalability, computing power, storage and security to better enable digital government platforms and meet rising expectations for performance and value, according to Gartner. Gartner predicts that by 2018, increased security will displace cost savings and agility as the primary driver for government agencies to move to public cloud within their jurisdictions. "Many cloud service providers, such as Amazon Web Services, Microsoft and Google, invest heavily in incorporating higher levels of security into their products to continue building confidence that their data is more secure," said Neville Cannon, research director at Gartner. "Many of these providers can invest more than what most nations could afford, let alone the average government agency." Mr. Cannon said that hindrances do remain, however, as nationalism and concerns about data sovereignty will slow benefit realization, as cost savings and agility are maintained as subsidiary drivers in the belief that data is more secure when retained within its jurisdiction. Adoption will start to accelerate, and subject to appropriate analysis of the risks involved, the provider's capabilities and the technologies chosen to protect the data, public sector CIOs should look to use public cloud for hosting both public and low-to-medium levels of sensitive data.
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Q4 2015 Threat Statistics (McAfee report) • Ransomware accelerates again. After slowing slightly midyear, new ransomware regained its rapid growth rate, with a 26 percent quarter-over-quarter increase in Q4 2015. Open-source ransomware code and ransomware-as-a-service continue to make it simpler to launch attacks, the Teslacrypt and CryptoWall 3 campaigns continue to extend their reach, and ransomware campaigns continue to be financially lucrative. An October 2015 analysis of the CryptoWall 3 ransomware hinted at the financial scale of such campaigns, when McAfee Labs researchers linked just one campaign’s operations to $325 million in victim ransom payments. • Mobile malware jumps. The fourth quarter of 2015 saw a 72 percent quarter-over-quarter increase in new mobile malware samples, as malware authors appear to have produced new malware faster. • Rootkit malware collapses. The number of new rootkit malware samples dropped precipitously in Q4, continuing a long-term downward trend in this type of attack. McAfee Labs attributes some of this decline, which began in Q3 2011, to ongoing customer adoption of 64-bit Intel processors coupled with 64-bit Microsoft Windows. These technologies include such features as Kernel Patch Protection and Secure Boot, which together help better protect against threats such as rootkit malware. • Malware rebounds. After three quarters of decline, the total number of new malware samples resumed its ascent in Q4, with 42 million new malicious hashes discovered, 10 percent more than in Q3 and the second highest count ever recorded by McAfee Labs. In part, the growth in Q4 was driven by 2.3 million new mobile malware samples, or 1 million more than in Q3. • Malicious signed binaries decline. The number of new malicious signed binaries has dropped each quarter for the past year, in Q4 2015 reaching the lowest level since Q2 2013.
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