With a strong focus on AI-driven innovations, Managing Director Jose Menacherry highlights the company’s ongoing commitment to delivering advanced, vendor-backed technologies that address the evolving security needs of customers
What new are you bringing to the table in 2024 GITEX?
This marks our 22nd participation in GITEX, where we’ve been showcasing our products and solutions to customers, partners, and vendors. GITEX serves as an excellent platform for engaging with partners, interacting with customers, and aligning vendors with end customers. Through this event, we gain valuable insights and feedback not only from customers but also from vendors.
Customers can connect directly with our vendors, discuss their needs, and share the challenges they face, particularly in the cybersecurity space. This exchange helps us identify new technologies and vendors while providing valuable feedback to existing vendors, who can then incorporate these insights into their product roadmaps to ensure their offerings are well-positioned and effectively address customer needs.
As for AI integration, while we aren’t a product development company ourselves, we represent various vendors, many of whom specialize in cybersecurity. These vendors are increasingly embedding AI technologies into their solutions, recognizing the crucial role AI plays in enhancing cybersecurity capabilities. Our role, as a distributor, is to provide and deliver these advanced solutions from our vendors to our customers.
How are you attracting vendors that are incorporating AI into cybersecurity solutions?
Our existing vendors are constantly engaged in development activities to stay ahead of emerging threats. In today’s landscape, addressing security concerns without AI has become increasingly difficult, as cyberattacks have grown more sophisticated. Even hackers are leveraging the same advanced technologies. This makes it essential for our vendors to continuously adopt AI solutions in their products, ensuring they keep pace with evolving threats.
As a distributor, we operate solely through channel partners. While we do interact with end customers to position products and understand their concerns, all sales are made through our channel partners. We maintain regular interactions with them, holding frequent update sessions to keep them informed of any new developments or features in our solutions. We also provide training so they are fully equipped to present the latest technology to their customers. It’s a collaborative effort—working alongside our channel partners, we meet with end customers to address their needs, especially as we introduce new security solutions into the market.
In terms of feedback, we’ve seen strong engagement, especially over the past couple of days. Many customers and partners have been interacting with us, seeking new solutions to address the latest security challenges, including the rise of ransomware and phishing attacks. We’ve heard that ransomware is still a prevalent issue, with some customers having experienced it firsthand, and they are actively seeking solutions to mitigate these threats.
Overall, the feedback has been valuable, and it’s clear that there is a demand for more advanced security solutions in response to the increasing number of breaches.