‘We have added network security solutions to our existing portfolio’

Ajay Dubey, National Manager - Partners & Alliances, Forcepoint

Ajay Dubey, National Manager – Partners & Alliances, Forcepoint, shares the company’s channel strategies for 2019

Key highlights 2018 and opportunities for 2019
Forcepoint has been constantly innovating to provide integrated human-centric security solutions that help organisations to protect its employees and critical data. 2018 has been a great year for us and our success has been defined by our approach to help customers increase their security effectiveness while lowering risks as they accelerate digital transformation of their business. We have registered a double digit growth in India this year and have successfully increased our channel reach and capacity.

Additionally, our strategic channel partners have also registered very impressive growth. We are excited for 2019 as we have now added network security solutions to our existing portfolio of security solutions. The secure SD-WAN market is a growing and an important segment due to rapid expansion of distributed offices, and 2019 is the year where we aim to achieve a lot of growth in this market.

Top technology trends for channel community
As security threats are becoming complex and insider threat is becoming larger than before – behaviour analytics will be a major trend in 2019. Not only UEBA solutions will be attractive to customers – embedding behaviour-based decision-making will become cornerstone of all existing solutions as well like NGFW, DLP, web security and cloud security.

With cloud adoption at an all-time high – cloud security will become an important trend. Cloud security solutions like CASB will see an increasing demand which will help organisations enable critical visibility and control to erase the security blind spots and implement a level of normalcy. CASB features will also be embedded in other existing solutions like NGFW, email and web security to cater to the cloud security requirements.

Organisations are rapidly becoming more distributed. Connecting stores, branches and remote offices to the latest cloud applications, corporate systems, and data stored everywhere in between is more important – and more complicated – than ever before. Therefore, SD-WAN will be a significant trend that will reshape the way distributed networks will be secured and put to use.

Channel directions for partners
Forcepoint is a 100 per cent channel partner-driven organisation and our success is defined by our engagement with partners. Forcepoint partner ecosystem is evolving in size, partner types and roles to best deliver customer business outcomes and expand the partner’s capabilities to address new market opportunities. Our strategic channel partners have grown significantly and they are able to leverage all of our product lines, cross-selling and up-selling them into the existing customer base. All our solutions provide recurring revenue stream to our channels, so there is a huge opportunity for them to grow their business through services as well and increase stickiness with their customers.


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