Mindware, one of the leading Value Added Distributors (VADs) in the Middle East and Africa, has extensively strengthened its security capabilities and portfolio. This will enable its channel partners to address the growing cyber security needs of enterprises across the Middle East and Africa (MEA) region. Following the acquisition of Arrow ECS, Mindware inherited a large portfolio of security vendors. Among others, the revamped portfolio now includes Barracuda Networks, Forcepoint, McAfee, RSA, and Trend Micro. Nicholas Argyrides, general manager – Gulf at Mindware explains, "For today's CIOs, IT security has become one of the highest priorities considering the increasing number as well as sophistication of cyber threats. As organizations undergo digital transformation and expand their digital presence, they, unsurprisingly, become more vulnerable to cyber-attacks. "Technology trends such as Cloud Computing also increase similar risks. As such, the security shielding of companies needs to evolve, so as to include the latest security solutions coupled with best practices. This will ensure that the organization is not compromised in any way." "Against such scenario, we see the security business as being one of the major growth drivers for Mindware and our partners. Our focus in this segment will, of course, mean an increased investment in resources, training and certifications." Mindware has been steadily building out its security team and, by now, has a healthy spread of security specialists installed in every key country across the region. They work with partners to ensure that the various security vendors in Mindware's portfolio are well-represented and promoted. The team comprises of product managers assigned to the various security vendors. These product managers work closely with the vendors to plan and implement strategies to increase market penetration. In addition, there is a parallel team of certified and highly skilled pre-sales engineers. These engineers are not only proficient in helping partners conduct proof of concepts (PoCs) but, upon request, also supporting when it comes to the actual implementation. This is especially helpful for those partners that are yet to develop their skillsets for particular solutions or technology verticals. The distributor has also developed robust capabilities in conducting demos and PoCs pertaining to every single one of its security vendors, always in conjunction with its system integrator partners. "These PoCs carried out by Mindware and our partners are often executed by deploying the product in a virtual setting in the end customer's datacentre, which is fast becoming the favoured mode when it comes to testing. Alternatively, we also support partners in conducting PoCs by physically installing products on prem. These demos allow potential customers to test the solutions prior to a full-fledged implementation, which is invaluable in demonstrating the effectiveness of a particular offering," said Argyrides. The Cloud team at Mindware is currently working to identify and add relevant security solutions to the recently launched Mindware Cloud Marketplace in order to create co-sell opportunities for partners using the platform. These solutions are typically those that complement the Microsoft products currently available on the marketplace and can be sold as a bundle. Mindware also has agreements with its various security vendors to act as their Authorized Training Center (ATC). The company regularly conducts training and certification programs across the region for end customers as well as channel partners. "When it comes to IT security related skills, the general consensus is that there is a need for continuous education in our region. To help enhance skills, we plan and conduct a very dynamic series of seminars and training programmes every month, which are typically attended by both end users and partners. These sessions take into account the constantly evolving security landscape and the specific market needs at that point in time." — SG
