The last twelve months have been challenging on all fronts. The Covid-19 pandemic has radically impacted the cybersecurity landscape. With the rise in remote work culture, the attack surface has become more distributed than ever. In 2020, the UAE alone saw a massive surge of 250% in the number of cyberattacks.
In terms of infrastructure, earlier it used to be all about securing customers’ network but now that perimeter network has moved away from office premises to people’s homes, cafes, and everywhere around the world. This became a big challenge, and no company was ready for a scenario where majority of the workforce has moved outside the office premises.
“Spectrami is not only innovating because of a new strategy but also to adapt to the new normal.”
In current times, CISOs and the cybersecurity team not only have to open the networks, but also have to ensure that their assets are still secure. To tackle the accelerated pace of digital transformation, vendors and channel partners must innovate keeping in mind the security challenges. Anand Choudha, Co-Founder and CEO, Spectrami says that they are not only innovating because of a new strategy but also to adapt to the new normal.
Recently, Spectrami adopted AmiViz platform to transform its business digitally. AmiViz is a one-of-a kind marketplace specially designed to serve enterprise resellers and customers. It serves as a classic example of innovation and disruption in the value-added distribution of solutions using technology as its core base.
“CTO helps in understanding the technology trends, the vendors who need to be on board and who are leading the innovation.”
While describing the CEC Virtual Lab of AmiViz Platform, Choudha points out that it simulates customer-specific environment in the cloud where they can virtually see the impact of the technology on the integrations. Choudha terms it as a big innovation as they are virtually being able to cater to the needs of the customers’ requirement of seeing the product perform as per their networks.
Over the last ten years, Spectrami has developed end-to-end cybersecurity portfolio with leading-edge technologies. According to Choudha, they have been able to do that because of their approach of being connected with the customers, understanding the requirement, and then doing their internal research to find out the technologies that can help.
Choudha explains the external and internal role of a CTO in their company and why it is important. He says the CTO helps in understanding the technology trends, the vendors who need to be on board and who are leading the innovation.
“Most of the time you also need to understand the technology trends and be a leader in bringing some of the technologies.”
Spectrami’s vendor extension model is all about bringing not just the established leading-edge technologies but also bringing in new technologies. Whenever a new technology is brought to the region, the channel partners want to see how the technology works in the customer environments and the customers’ willingness to buy it.
Choudha demonstrates the importance of watching out for new trends by citing the example of Tenable and LogRhythm. He says that Spectrami was the first one to bring their technologies on board and after the initial struggle to establish them, today Tenable and LogRhythm are successful, multi-million Dollar companies. Most of the time you also need to understand the technology trends and be a leader in bringing some of the technologies, he adds.
For the new technologies, Spectrami acts as an extension model of the vendors in evangelising with customers. He stresses that Spectrami is a 100% channel company, and this is their way of contributing to all the things that they do for their resellers as well as for new vendors.
“The customers today are looking at integration and services partners and not just box pushers.”
The security channel partners have adapted to digital technologies including cloud and opex model, but it has been very challenging. Choudha says that reseller partners are continuously finding ways to stay relevant with the cloud offerings where the vendors are keen on selling directly to the end users. However, few of them have successfully done their transformation on the services part.
Channel partners play an integral role where services need to be customised and technology transfer. A lot of migration services are involved along with integration with different clouds. Choudha says, this is where the reseller channel partners can play a big role and find a reason to be relevant to the end customers. The customers today are looking at integration and services partners and not just box pushers, Choudha concludes.
Spectrami has digitally transformed its business to cope up with the new normal induced by Covid-19.