Vinayaka B S has over 15 years of senior management experience in the software and IT service industry. He has been the Channel Alliance Leader at Check Point Software Technologies for India and SAARC since 2015. In an exclusive interaction with ChannelWorld, Vinayaka B S shares Check Point's channel growth agenda for 2019 and shines the spotlight on emerging threats to the enterprise.
With cyber criminals getting smarter, how can businesses keep up with the evolving threats?
Cybersecurity has again proven its prominence with the growing number of mass data breaches around the world such as Facebook, Google, Hotel Marriott and many more. Businesses are keenly looking at innovative tools to protect themselves from cyber-attacks and threats.
Growth lies in emerging technologies such as IoT, machine learning/artificial intelligence (AI), AR/VR, robotics, cloud security and blockchain. Increased adoption of cloud will bring additional opportunities towards not only securing cloud but also providing visibility and control.
“We shall be launching our new channel program ‘Check PointS’ in April 2019, which will help channel partners to work with us in a more efficient and constructive manner. This program shall work in tandem with our existing Stars Program in 2019 and will replace the same in 2020.”
Vinayaka B S
What are the challenges, if any, that you anticipate?
While emerging technologies are getting embraced rapidly, visibility and control is a concern. With more and more organizations getting breached, the focus is shifting to detection instead of prevention. Mobility is immersing broadly, and the security controls around mobile devices are not sufficient with just device management. Instead, businesses should have the ability to monitor the mobile devices for any data breach.
While we are seeing Gen-V attacks, we also see that most organizations today have Gen-3 or less in terms of security controls. Unless organizations look at a unified architecture with centralized management and control of their network, endpoints, mobility and cloud, it will be tough for them to catch up in time.
What strategy should channel partners adopt to overcome business challenges and secure their customers effectively?
We are a 100 percent channel-driven organization and through our partners outreach, we provide solutions, skills, services for overall client success. CIOs are more sensitive to cyber risks due to the dissolving perimeter. Channel partners need to be equipped to provide a consultative approach, understanding the customer business needs in terms of providing holistic security beyond traditional security controls.
At Check Point, our channel partners are being educated with our Infinity Architecture which can help minimize attack surface and protect against vulnerabilities across multiple platforms. Cloud is moving from DevOps to DevSecOps, and our Cloudguard IaaS along with Dome9 can address this efficiently. So, channel partners are being encouraged to look at specific verticals and are being equipped to help customers overcome their business challenges.
What are the technology trends that can impact channel partners as it relates to your specific business?
“Unless organizations look at a unified architecture with centralized management and control of their network, endpoints, mobility and cloud, it will be tough for them to catch up in time.”
Vinayaka B S
In the World Economic Forum’s (WEF’s) Global Risks Report 2019, cyber-attacks and data breaches were ranked as the fourth and fifth most likely global risks. With increased adoption of emerging technologies, channel partners have to be always ahead and need to provide customer a holistic approach to security. They should equip themselves rapidly with shifting trends like increased cloud adoption, smart cities challenges, IoT etc.
The need of the hour is to showcase value by proposing the customer with products, solutions and services which aid their business by taking care of security. Check Point believes in prevention and this helps in securing the customer assets and at the same time assuring them of business continuity.
If there is one key message you have to partners for 2019, what will it be?
While being a market leader for past 25 years, Check Point has always been 100 percent channel-driven. 2019’s key focus is growth and that would be new customers, emerging technologies and Infinity.
We shall be launching our new channel program “Check PointS” in April 2019, which will help channel partners to work with us in a more efficient and constructive manner. This program shall work in tandem with our existing Stars Program in 2019 and will replace the same in 2020.