In an age where connectivity is paramount and the threat landscape is ever-evolving, network security and visibility have become indispensable. Commenting on the state of cybersecurity in the Middle East, the Senior Director for the META region at Forescout Technologies, Sam Ismail said, “With cyber threats becoming increasingly sophisticated, the need for comprehensive and efficient cybersecurity solutions has never been more critical. And, since 2016, Forescout Technologies has been enabling organizations in the Middle East to secure and monitor their networks comprehensively.”
Sam highlighted that Forescout is redefining the way we think about cybersecurity by offering organizations an unparalleled level of visibility into their network. It enables IT and security teams to discover and classify all connected devices, understand their context, and assess their compliance with security policies. This visibility is critical for identifying potential vulnerabilities and threats in real-time, regardless of where or how devices are connected to the network.
“One of the most unique features of our solution is that it is vendor-agnostic and capable of seamlessly integrating with existing network infrastructure. This adaptability ensures that organizations can maintain a robust security posture without the need for costly and disruptive network overhauls.”
With a solid team of over 30 members, technology and use cases, the company is well placed to expand its network further in the region and is looking to grow its markets beyond UAE, Saudi Arabia, Qatar, and South Africa within the Middle East.
Government and Financial Services have been driving the growth of Forescout in the region. Now the company is attracting healthcare in a big way and in the words of Sam, “For us, healthcare is gaining ground very fast and today we have become one of the dominant players in the healthcare segment in several countries across the region.”
To augment its growth efforts in the region, Forescout is expanding its channel at a brisk pace and 65 new partners have joined the Envision Reseller Program this year only.
According to Sam, “The Forescout Envision Reseller Program is a three-tier program designed to help partners maximize opportunities for growth and profitability. We plan to extend the program to partners that want to provide managed services, implementation, technical support, consulting services, and even partner-led training.”
With such a wide region to manage, the company works with leading distributors in the region such as Redington, Westcon, Exclusive Networks, StarLink, and Obscure Technologies. Forescout works closely with its distribution partners and conducts various activities to engage with partners across the region.
Talking about the distribution strategy, Sam said “he has carefully devised the strategy so that any channel partner has more than one option to transact business in their own territory.”
And, when asked about how do you identify the right set of partners that actually you should be working with, Sam said, “Besides understanding the potential business opportunities from partners in their territories, we also try to understand their vision and their focus on cybersecurity. According to the level of interest and understanding, we move forward to enroll them in our partner program.”
“For all those partners who wish to take a focused approach, we create a long-term development plan and invest in training their sales, pre-sales, and technical resources.”
“We meet such partners on a regular basis to review the progress and evaluate key accounts that we especially have to jointly work with partners. These review meetings also help us understand whether we need to impart additional skills to the partner or deploy from our end. And, if we identify there are some things lacking, we can remediate quickly and ensure success for our partners.” said Sam.
