Mr.Girish Gargeshwari, Director – Sales & Channels (India & SAARC), Intel Security

Mr.Girish Gargeshwari, Director – Sales & Channels (India & SAARC), Intel Security

1.       What are the key priorities for Intel security today?
Girish Gargeshwari, Director- Sales & Channels (India & SAARC), Intel SecurityWith an innovative approach to hardware-enhanced security, and unique Global Threat Intelligence, Intel Security is deeply focused on developing proactive, proven security solutions and services that protect systems, networks, and mobile devices for business and personal use around the world. Intel Security delivers hardware-enhanced security solutions that provide deeper levels of protection for PCs and enterprises. Our priority is to ensure a safe digital footprint for our customers. As such we focus on offering one of the most comprehensive enterprise solutions in the industry that help in preventing attacks in real time, deliver robust security management, and provide strong data encryption with minimal impact on productivity.

Intel Security is keen to add value to its customers by being able to provide both end-to-end connected security suites as well as ones that are predictive based on our Global Threat Intelligence and Threat Intelligence Exchange architectures. We have seen significant traction in the security-by-design concept to better protect every layer of computing, from chip to cloud and from devices to the data they hold.On the consumer side, our focus has been on securing the multiplicity of personal devices and the resultant digital footprint. This is where we innovated with McAfee LiveSafe™ which is a single subscription product that covers an unlimited number of devices.

2.       How do you look at the changing security needs of enterprise and SME segment today?
On Enterprise front: The level of cyber-attacks in the country has increased tremendously with more aimed at lucrative targets like financial services and IT organizations. So while these segments are early adopters of technology, they remain prime targets for cyber criminals and that to me signals the need for organizations to look at security more holistically and move from a protection to detection and correction stance. Overall, IT environments in large organizations are growing ever more complex and difficult to manage, making the role of security information and event management (SIEM) technology more important than ever.

On SME front: Small and medium sized businesses (SMBs) are just as vulnerable to sophisticated cybersecurity threats as witnessed by larger corporations (in strength and type).That said, since SMEs are looking to adopt technology solutions like BYOD and cloud to grow faster and differentiate against competition, the threats also increase multi-fold for them. Cyber criminals perceive SMBs as easier yet still lucrative targets and therefore significant education and support of SMBs is needed in order that the benefits from technological solutions can be fully realized.

Today, Intel Security is the only vendor that plays across all threat vectors and all points of vulnerability in the enterprise network while also providing consumers with what they need to help keep their endpoints and devices secure. We offer one of the most comprehensive enterprise solutions in the industry that help in preventing attacks in real time, deliver robust security management, and provide strong data encryption with minimal impact on productivity.In many security services savvy markets, we provide and offer our next gen firewall technology through managed services partners effectively.An IDC report issued in March 2015 on digitization initiatives and IT spend forecasts across industry segments and enterprise applications indicates that security will see the maximum growth of 15% due to the vulnerabilities thrown open in today’s emerging technology landscape. Clearly the prospects for Intel Security and its partners are tremendous as the demand for security focused technologies like McAfee LiveSafe and TIE, GTI increases.

3.       Where are the big growth opportunities for Intel security today?
I believe that as technology advances, the need to secure the data that it generates is even more critical as the cost of losing that data will far exceed the cost of securing it. Today, India has the third largest internet savvy population in the world with a user base of around 250 million in 2014. According our Digital Asset Survey, 2014, almost half of the surveyed Indian respondents said they personally own three-to four devices in their homes. In fact, the average Indian has more than INR 25 lakh worth of under protected digital assets stored across multiple devices.

Given thegrowing adoption of smart phones and the growing sophistication of threats, the market has evolved from point solutions to more comprehensive protection suites which encompass cross device security. Internet of Things(IoT), while on one hand brings in advances in technologies that will drive productivity and convenience for a user like never before; its successful adoption on the other hand would also require an effective roll out of security at every layer.From an enterprise perspective, the Nexus of Forces or SMAC technologies are defining the next generation of IT infrastructure, consumerizing IT like never before.  However, these also require an integrated approach to IT security.

With our Security Connected strategy, we are uniquely positioned to deliver an integrated security platform with a capability to deliver Protect, Detect and Correct to address challenges posed by ever changing threat landscape of today and the future.

4. How does the company look at the channel partner community towards enabling growth?
One of the biggest challenges for the customer is the lack of expertise at their end. As the threat landscape becomes increasingly complex, the need for security too is becoming a critical factor for organizations. In such a scenario the channel partners play a key role in bridging the gap and become trusted advisors for customers in their security purchase decision. Since our go-to-market strategy in India is through the channel, we ensure that our partners are adequately trained and aware of the wide expanse of our security portfolio of solutions.We’ve conducted extensive technical sessions and introduced multiple promotional campaigns for partners. In addition, channel incentives ensure a win-win situation, both to the brand as well as our channel partners.

Under profitability, we have the industry’s most aggressive deal registration process for partners and we have introduced high margins for ones bringing in new business. We work with over 5000 resellers in India that support both enterprise and consumer sales and are looking to consolidate as well as focus on empowering our existing partners strongly this year.

5.  Security as a service is picking up, what is your experience on this?
More than half of the addressable market in security is services: implementation and integration services, managed security services, consulting services. Our enablement initiatives help partners focus on providing consulting services to customers, auditing customers’ security posture, and to service them by providing them with trained resources for implementations and troubleshooting. It reinforces the philosophy of the change in the dynamics of the security industry to move more towards a service-oriented model. We will continue to train and build a curriculum professional services team through a partner ecosystem that will deliver those services. Intel Security wants to solve the problems of security with best-of-breed products and solutions to strengthen the security posture of India Inc. This approach will also bring new opportunities for channel partners as both look forward to address the rapidly increasing market for security solutions and technologies.
Our Managed Security Services offerings cover broad range of technology portfolio(hardware and software form factor) that support Multi-tenant architecture; which is a key prerequisite for any MSSP platform. Wrapping these with Pay as you GO or TCV packaging offers a compelling offering to our channel partner who is keen to build MSSP as a GTM model.

6. What are the key trends in security today?
Be it the booming ecommerce market, competitively priced smartphone devices, the pervasiveness of BYOD solutions, the Indian Government’s Digital India initiatives, or the Aadhaar card program, all of these have created a new economy for businesses and customers alike. Security is rapidly coming at the core of every organisation’s business policies.

•    Mobile first economy will drive adoption of security solutions for endpoint security: India has been blessed with a young demographic where a majority of its internet users are likely to be accessing it from their smartphones thus ushering in the mobile first era.Intel Security Labs research has seen an uptick in attacks of ransomware aimed at mobile devices as more business shifts to mobile, and with the adoption of BYOD, this can become a large scale problem in the enterprise too
•    Rise of the tech and ecommerce savvy consumer generation:With the spectacular rise of ecommerce in India, the focus is on creating secure transaction platforms so that confidential data of consumers can be secured from cyber threats
•    Focus on vision of Digital India and Smart cities initiative will boost security spending:Cyber security will be applicable for securing broadband highways, universal access to phones, and the Public Internet Access program under the anvil of National Rural Internet Mission. Additionally data collated under e-Governance platforms and for redressal forums will need to be secured. With digitization comes the need to secure one’s digital footprint and assets and we at Intel Security are committed to providing a safe and secure digital environment.
•    The mega trends in IT; IoT, cloud, and mobility, also drive security: This is because security must adjust to new attack surfaces and vectors.

7.  What are some of the innovations being driven by Intel security today?
Intel Security is the only vendor that plays across all threat vectors and all points of vulnerability in the enterprise network while also providing consumers with what they need to help keep their endpoints and devices secure.Our approach is focused on interlocked, proactive, multi vector, smart and predictive technologies to help businesses fight against modern threats. Portfolio wise, Intel Security is the only vendor that plays across all threat vectors and all points of vulnerability in the enterprise network while also providing consumers with what they need to keep their endpoints and devices secure. While we offer a number of products and solutions that are relevant to consumers and organizations in India, there are two key elements that define our security agenda:

Security Connected: Our underlying the focus is on reliable and uninterrupted service delivery through a combination of endpoint, network, and data-centric controls for discovery, prevention, detection, response, and audit. This integrated approach, which we call Security Connected, yields a robust, secure architecture that is more easily managed than frameworks operated with security controls in disparate silos of operation. The Security Connected framework from Intel Security enables integration of multiple products, services, and partnerships for centralized, efficient, and effective risk mitigation. It helps organizations across segments and sizes to improve security, optimize it for greater cost effectiveness, and align security strategically with business initiatives.

Threat Intelligence: That said, for Intel Security, providing customers with intelligence on the threat landscape is about as important (if not more) as providing them with products to secure themselves from those threats. In doing this, we empower our customers to remain ahead of the curve and take a more proactive approach to security.