“Fortra’s unique suite of products integrates data classification, data loss prevention, digital rights management, and secure file transfer solutions to protect data throughout the entire data lifecycle.”
GITEX 2024 saw good turn around of customers and partners in the event. Vendors investing in the expo expected good RoI. Therefore, they had brought in their capabilities to showcase to the customer. Fortra, the purpose-built platform vendor for the dynamic threat landscape had brought in its best solutions. Channel Director EMEA of the company, Jenko Gaviglia speaking about the strategy in the region. Excerpts.
“We had a lot of great conversations with customers and partners at GITEX!”
Jenko Gaviglia, Channel Director EMEA, Fortra
Briefly tell us about Fortra and its product offerings?
Fortra is a leading vendor in the cybersecurity space with a comprehensive cybersecurity portfolio covering digital risk and email protection, secure file transfer, security awareness, data protection, vulnerability management, offensive security, extended detection and response (XDR), and more. The Fortra platform is purpose-built for the dynamic threat landscape to help you detect threats, aggregate and correlate data, and mitigate risks.
What is the core competency of the product line that the company is offering?
Fortra has transformed the industry by bringing leading cybersecurity solutions into one best-in-class portfolio, creating a stronger line of defence from a single provider. Fortra also generates original threat research and intelligence to drive protected outcomes for our customers and contribute back to the cybersecurity community. We have over 450 passionate, globally recognised experts specialising in both offensive and defensive security.
Out of all your products, which products are doing good in the market?
We are seeing great momentum for data protection due to compliance regulations and the increase of data breaches happening every day. Fortra’s unique suite of products integrates data classification, data loss prevention, digital rights management, and secure file transfer solutions to protect data throughout the entire data lifecycle.
We are also seeing an increasing interest in offensive security as companies are adopting tools to more efficiently execute penetration testing internally or to offer as a service to their customers.
Which countries are you focussing?
Fortra supports customers across the globe. Specifically in EMEA, Middle East is one of our focus territories as our solutions are available both in the cloud and on premises, which is important in this region. We are also seeing an increase of interest around compliance regulations, especially in KSA and Oman.
How many partners you have and name few of the major partners?
Bulwark is one of our leading distributors in the Middle East, working with all key VARs and SIs in UAE, Qatar, Bahrein, KSA, Oman, Kuwait, and Egypt. We also work with additional distributors and local partners across the globe to make sure they provide the best service to their customers.
What is your market strategy?
Our market strategy is based on a 2-tier model with a Value Added Distributor that is responsible for managing the different VARs in region — enabling them, assisting them, and supporting them. Fortra is involved with key VARs to help distributors as needed and to build strategic customer relationships.
What is your support strategy?
Our local partners are enabled to deliver level 1 and sometimes level 2 support, however we are always ready to engage with customers directly if needed. Fortra has a worldwide support team with representatives located throughout North America, Europe, Middle East, Asia, and Latin America.
How are you invested in the region?
We have a very strong team in the Middle East region with channel managers, account executives, sales engineers, and consultants for the majority of the Fortra portfolio. We are also opening a new entity in KSA to support local activities.
What has been the outcome of GITEX participation?
We had a lot of great conversations with customers and partners at GITEX! We’ve seen an increased interest for Fortra’s comprehensive cybersecurity portfolio of integrated products from the same vendor as most organisations prefer to rely on fewer suppliers to minimise the operational burden of procuring and integrating solutions from different software companies.
What role are you seeing of Bulwark to play in the region?
Bulwark has special competencies in many of our solutions. In particular, the knowledge Bulwark has of Fortra’s GoAnywhere, our Secure File Transfer software, is helping us to serve our hundreds of customers in the region and is the perfect foundation for Bulwark to extend their offer to the whole data protection suite.
