“Our cur­rent fo­cus is on strength­en­ing our part­ner base in India”

DQ Channels - - Channel Pulse - ANUSHRUTI SINGH (anushrutis@cy­ber­me­dia.co.in)

Manoj Taskar, Coun­try Man­ager, Ten­able Net­work Se­cu­rity, high­lighted his vi­sion on var­i­ous top­ics

Ten­able Net­work Se­cu­rity, as the name sug­gests is aimed to pro­vide so­lu­tions that fill the se­cu­rity gaps across the or­ga­ni­za­tions. As the in­ter­net, tech­nol­ogy and the work­place are con­stantly chang­ing, Coun­try Man­ager at Ten­able MANOJ TASKAR high­lighted his vi­sion on var­i­ous top­ics with The DQ Chan­nels.

What are the re­cent trends in ap­pli­ca­tion and net­work se­cu­rity that will dom­i­nate 2017?

IoT (in­ter­net of Things) is a new fron­tier and is trans­form­ing the way or­ga­ni­za­tions have tra­di­tion­ally looked at net­work and ap­pli­ca­tion se­cu­rity. Gart­ner es­ti­mates that there will be 26 bil­lion IoT de­vices by 2020. While it is a big leap in tech­nol­ogy, the di­verse and un­clear en­vi­ron­ment of IoT of­ten cre­ates new vul­ner­a­bil­ity ar­eas and re­quire con­tin­u­ous mon­i­tor­ing and new re­me­di­a­tion tools. De­vice-level pro­tec­tion alone is go­ing to be in­ad­e­quate for en­ter­prises. They will start to fo­cus more on cen­tral­iz­ing their se­cu­rity con­trols in a het­ero­ge­neous en­vi­ron­ment and im­ple­ment­ing proper pol­icy and process frame­works.

What will be the ef­fect of the dig­i­tal rev­o­lu­tion in the en­ter­prise se­cu­rity do­main?

Dig­i­tal­iza­tion is an­other ma­jor driver for se­cu­rity in the com­ing days. Vis­i­bil­ity to the en­ter­prise in­fra­struc­ture and its dig­i­tal as­sets will be of ut­most im­por­tance in the dig­i­tal era. There is an in­creas­ing need to rapidly re­spond when a se­cu­rity breach oc­curs and this calls for proac­tive mea­sure­ment of se­cu­rity pos­ture. Know­ing your IT as­sets and se­cu­rity pos­ture is thus the pri­or­ity of today’s se­cu­rity prac­ti­tion­ers. Com­pli­ance will be an­other driver for se­cu­rity in the dig­i­tal en­ter­prise.

Can you men­tion a few con­cerns of CIOs and CISOs re­gard­ing their net­work se­cu­rity strat­egy? What role Ten­able can play?

CIOs and CISOs are re­al­iz­ing the short­com­ings of a tra­di­tional ‘lay­ered-se­cu­rity’ ap­proach. Mul­ti­ple se­cu­rity tools and re­dun­dant so­lu­tions might give you an il­lu­sion that your net­work is se­cure; but this ap­proach cre­ates se­cu­rity gaps that at­tack­ers can eas­ily ex­ploit. It’s im­por­tant to en­sure that these tools must work to­gether to de­liver a holis­tic so­lu­tion. Con­tin­u­ous vis­i­bil­ity, con­tex­tual ref­er­ence and de­ci­sive ac­tion are go­ing to be crit­i­cal for prac­ti­tion­ers. Ten­able helps them by pro­vid­ing com­plete vis­i­bil­ity of the net­work and as­sets, and its vul­ner­a­bil­i­ties based on their business pri­or­i­ties.

Ac­cord­ing to you, what are the three pil­lars of a se­cu­rity pro­gram in the emerg­ing IT land­scape?

Today’s dig­i­tal en­ter­prise are bor­der­less, with data spread across the cloud, vir­tual sys­tems, and mo­bile de­vice. It is a highly dis­trib­uted and ever-chang­ing en­vi­ron­ment. Thus, build­ing an in­te­grated and holis­tic se­cu­rity pro­gram is a big chal­lenge for CISOs. Vis­i­bil­ity, Con­text (Mea­sure and re­port) and As­sur­ance (con­tin­u­ous mon­i­tor­ing) are the new foun­da­tion for the fu­ture of se­cu­rity.

Throw some light on your in­vest­ment plans in R&D, India.

Our cur­rent fo­cus is on strength­en­ing our part­ner base and in­creas­ing our cus­tomer foot print in India.

The key mar­kets Ten­able strives to ad­dress in India and how ma­ture is the mar­ket in adopt­ing your cut­ting-edge so­lu­tions?

BFSI, Tele­com and Health­care are the key ver­ti­cals for us in India. These mar­ket seg­ments have fairly ma­tured se­cu­rity prac­tices and un­der­stand the value our so­lu­tions bring to the ta­ble. They are also highly gov­erned by reg­u­la­tions which re­quire cut­ting edge so­lu­tions like ours.

About the $230 mil­lion Se­ries B in­vest­ment last year and how it’s be­ing put to use by Ten­able?

This in­vest­ment is be­ing used to en­sure that Ten­able main­tains its lead­er­ship po­si­tion in the mar­ket and con­tin­ues to de­liver cus­tomer sat­is­fac­tion.

Key business mod­els for the re­gional mar­kets - ad­van­tages your cus­tomers and part­ners have for an in­clu­sive business ecosys­tem?

Our chan­nel part­ners are se­cu­rity-fo­cused play­ers in the re­gions, build­ing on com­ple­ment­ing so­lu­tion of­fer­ings, giv­ing the cus­tomers the in­clu­sive and holis­tic se­cu­rity ecosys­tem.

What is your chan­nel struc­ture and how part­ners are cat­e­go­rized?

We have a two tiered-chan­nel struc­ture --Na­tional and Re­gional. This helps us in­crease our reach to the lo­cal cus­tomers, who could not be ad­dressed by Na­tional part­ners.

What is the pris­tine USPs of your so­lu­tion and value-added ser­vices Ten­able lever­age?

PVS (Pas­sive Vul­ner­a­bil­ity Scan­ner) is a USP of Ten­able’s of­fer­ings. It pro­vides non-in­tru­sive net­work mon­i­tor­ing and pro­fil­ing to con­tin­u­ously scan and as­sess an or­ga­ni­za­tion’s se­cu­rity. This, com­bined with our Se­cu­rity Cen­tre and Log Cor­re­la­tion Engine, gives a holis­tic se­cu­rity view to the cus­tomer, while en­abling our part­ners to pro­vide ex­pert value-added ser­vices.

Throw some light on Ten­able’s mar­ket share and ge­o­graph­i­cal ex­pan­sion plans in the fu­ture. (Chan­nel strat­egy/ go-to-mar­ket strat- egy for FY 2017)

Our go-to-mar­ket strat­egy is com­pletely part­ner driven. We are a com­pletely part­ner-fo­cused sales or­ga­ni­za­tion in the re­gion and com­mit­ted to build­ing sus­tain­able and prof­itable part­ner re­la­tion­ships.

Com­ments on net­work se­cu­rity be­ing a tough prod­uct for tra­di­tional chan­nel part­ners. Net­work se­cu­rity is all about value sell­ing. Part­ners who can adapt to the value sell­ing method­ol­ogy are the one who will thrive in this space.

Men­tion USPs for chan­nel part­ners who work with Ten­able.

Ten­able so­lu­tions of­fer the part­ners a com­pet­i­tive edge and flex­i­bil­ity in of­fer­ings and po­si­tion­ing. Be­sides, our part­ner pro­gram pro­vides spe­cial­ized en­gi­neer­ing & sales training, sup­port needed to de­velop business and go-to-mar­ket plans, cer­ti­fi­ca­tions on our of­fer­ings, and cus­tomer sup­port.

Are you into any govern­ment pro­grams. Cur­rent fo­cus is on build­ing the en­ter­prise cus­tomers. More on the web: Read more de­tails about Ten­able Net­work Se­cu­rity at www.dqchan­nels.com

Our go-to-mar­ket strat­egy is com­pletely part­ner driven. We are a com­pletely part­ner-fo­cused sales or­ga­ni­za­tion in the re­gion and com­mit­ted to build­ing sus­tain­able and prof­itable part­ner re­la­tion­ships

Manoj Taskar, Coun­try Man­ager, Ten­able Net­work Se­cu­rity

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