LTS Secure is an Integrated Security Platform (SIEM + UEBA + CASB + IDM) that enables continuous monitoring & detection of Threats, Vulnerabilities and Risk of IT Network, Applications and by Users in a single pane based on Security Orchestration, Automation and Response. Satyen Jain, Managing Director (Operations & Technical), LTS Secure speaks on the various trends in the industry. Edited excerpts
How you see the security spend in India is moving towards? Can you please explain the trends for the past five years?
According to the latest forecasts, the spend of Enterprises on information security products and services in India is on pace to reach US$1.9 billion in 2019 from US$1.7 billion in 2018 which was an increase of 12.5% from 2017. There is continued focus on building Detection & Response Capabilities which is directly responsible for the security spend in India. Some of the highly publicised security incidents and compliance requirements being put into place by governing bodies is reinforcing the fact that security & risk management is now a business priority and not just IT initiative.
The key enterprise security product segments that will continue to bolster growth in 2019 – Integrated risk management, Data security, IT Infrastructure protection, Cloud Application Security, Identity and access management and Access Governance.
Please explain the USP of your products and what are the ways LTS Secure is different from other security players?
LTS Secure with established credentials in Cyber Security has a vision of delivering cybersecurity in a modular format from an Integrated Security Solutions as SOAR SOC Stack enabling clients to have a security roadmap without any complex integrations and management of multiple products and vendors. LTS Secure delivers Continuous detection of threats and risks of all layers (Devices, Applications, Users, Data) from a single pane.
For partners’ success and differentiation, LTS Secure brings features like – Multi-tenancy allowing them to service multiple clients from a single instance. Along with reduced response time to alarms, customizable dashboards alarms enrichment, Orchestration & prioritization layer with the enablement of Automated Remediation.
Please explain your global channel roadmap and India channel story of your solutions?
LTS Secure predominantly being an OEM intends to take Intelligence-based Security as a service to our clients through our partners – MSSPs, VARs and Strategic Partners like Security Consultants. So far we have successfully enabled SOCs across Asia, Middle-East & US with our partners along with setting up a reseller channel.
In India too with a constraint of available security resources more and more of the clients are outsourcing their security delivery to our MSSPs and we have now got a Pan-India presence with our partners.
Security Consultants are already delivering services like Risk Assessment/ Access Governance without requisites Automation of the same. These are very niche automation tools from LTS Secure for – Risk Assessment & Access Governance which our strategic partners are delivering to their clients as a service for compliances like RBI, SEBI, IRDA and more
One big challenge for customers and channel partners is the transition of other solutions to one particular solution. How ease is the transition when it comes to LTS Secure?
The vision at LTS Secure, based on the understanding of client/partner needs has been to decrease the complexity of deployment and integrations for a client’s cybersecurity stance. We are at this point in multiple engagements where we are replacing existing services/products. We try to ensure any investments that the client has made in security are protected by integrating with our modules or manage to show an ROI by complete replacement too.
Shortly we would be placed to present forth a number of client case studies validating the ease of transition, as well as a value associated with the same.
What are the industries, according to you, should advantage out of your solutions?
While still some time back Cyber Security was based more on compliance and regulatory and hence sectors like BSFI, NBFCs were the logical target, we are now seeing an increase of awareness across all other verticals.
We are now vertical agnostic, especially due to the vision the CISOs have for their organization’s security posture based on not only compliance but best practices, business continuity efforts, etc. It is wonderful to hear the insights from our client CIOs/CISOs and their futuristic visions for their organizations.
We have seen tremendous traction from customers, who wants ALL Event per second (EPS) to be monitored without dropping any EPS and envision to monitor all cyberinfrastructure layers in the future. We manage to effectively monitor and deliver on the use cases since we have a NextGen SIEM which does not limit the Log Ingestion unlike the traditional products and can we extend with monitoring across all layers on demand.
What are the channel plans you have for the India market in this financial year?
We have 3 types of partners – MSSPs, VARs & Strategic Partners. Our intent is to have a limited number of MSSPs to service the India territory and ensure enablement of their resources to deliver the services effectively since in Security the delivery & operations are almost as important as the product if not more.
But we have very aggressive plans for increasing the VARs and Strategic Partnerships to ensure better coverage of the territory, more FOS and pointing of these clients to our MSSP’s SOCs.
Please explain the merits of your channel training modules and certification levels
All our successful partnerships have been based on the training of our partner resources. We have now, with experience created a very effective training component for all layers. As mentioned earlier the successful delivery of all product features/modules depends on our partner resources, it is imperative that we certify all our partner resources, be it sales, pre-sales, technical, SOC analyst or L1/L2 resources. In this, we have great support from the management teams at our partner’s end.
What type of channel partners can sell your product?
We have stringent pre-qualification/requirements for our partners. Ideally, MSSPs would include – Pure-play managed security service providers looking to incorporate world-class. Hosting organizations/NOC providers that want to embed security into existing offerings or extend security services to existing clients.
Partners expanding from products selling to value-added service. With a minimal requirement on trained sales, pre-sales & technical delivery resources.