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Channel Talk

Juniper Networks Announces Expansion of Partner Channel with Unified Managed Services Program in EMEA

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Juniper Networks is expanding the focus of its partner channel to encompass managed service providers (MSPs). The company’s new Unified Managed Services Program (UMSP) will give MSPs of all sizes, as Juniper partners, tailored, high-performance, secure solutions across the LAN, campus and WAN, supported by Juniper’s Experience-First Networking.

There is increasing demand in the burgeoning subscription economy for many organisations to turn to ‘as-a-service’ business models. Resellers across the IT sector, particularly in networking, are moving from simply selling products and solutions, toward providing a packaged offering consisting of managed solutions, tools, and technologies – a full service that gives customers the technical support and advice they need, as well as an outstanding experience. According to Gartner, Inc., on-premises NaaS is expected to be adopted by 15 percent of all enterprises by the end of 2024.

It is clear that providers should prepare to offer and scale NaaS with tools that enable operational simplicity and profitability. Juniper’s UMSP meets the demands of this evolving landscape by providing partners with a branded, differentiated solutions catalogue that can be further bolstered with Juniper Support Insights, which gives IT and network operations teams actionable operational health insights across their entire network. This is further strengthened by industry-recognised solutions that deliver Experience-First Networking and AIOps, driven by Juniper Mist AI, for rich actionable data insights, flexible automation, simplified deployments, and self-driving tools that help ensure increased recurring revenues for partners and a growing customer base.

Sander Groot, Head of Channels EMEA & CALA, said, “Customer demand for differentiated service experience across every industry continues to increase exponentially, across every industry, as their users’ demand evolves – and the UMSP is a key element of Juniper’s response to this. MSPs have a unique role to play in the market, between vendor and customer, particularly when it comes to agility and focus on business outcomes. Juniper wants to empower MSPs to provide customers with the differentiated, seamless quality of experience that their users expect and deserve. MSPs have begun to join our program across EMEA and I look forward to partnering with them and others to build success throughout 2022 and beyond.”

Detailed client-to-cloud network visibility and proactive remediation, enabled by the AI-based Marvis Virtual Network Assistant, will help MSPs to deliver outstanding user experiences for customers. Partners will be offered onboarding help, service-creation tools and access to managed service specialists for faster time-to-revenue. There are four available technology tracks:

Branch Security
The comprehensive Juniper Connected Security portfolio enables network visibility, intelligence and policy enforcement with next-generation firewalls for on-premises and cloud environments, advanced threat prevention, verified threat intelligence feeds and analytics.

Access
Juniper’s Access solutions (Juniper Networks was named a Leader in the 2021 Gartner Magic Quadrant for Enterprise Wired and Wireless LAN Infrastructure) allow MSPs to deliver innovative network services at scale by combining AI with the agility and reliability of a microservices cloud. End-to-end, AI-driven automation, insights, and actions allow MSPs to optimise end-user experiences from client-to-cloud.

Location Services
MSPs can provide accurate, real-time navigation and asset-finding services for their customers using detailed Wi-Fi and virtual Bluetooth Low Energy (vBLE) analytics based on location. Personalisation and data analytics capabilities enable turn-by-turn navigation applications, asset-finding services, and proximity alerts while reducing operational costs with intelligent automation.

SD-WAN
Juniper Session Smart SD-WAN optimises Partners’ operational experience and the user experiences of enterprise customers. Juniper’s approach uses AI and Juniper Mist Cloud Architecture to provide proactive insights and automation that take the complexity out of network operations and support.

Juniper’s distributors will be instrumental in bringing the UMSP to market by enabling MSPs to outsource hardware project deployments, therefore allowing more time to focus on building core offerings. EMEA distributors include ArrowExclusive NetworksNuvias, and Westcon Comstor.

Channel Talk

CyberKnight Signs Up Certes to Offer DPRM Platform

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CyberKnight has become a value-added distributor for Certes, a provider of Data Protection and Risk Mitigation (DPRM) solutions. DPRM comprises four key pillars featuring Layer 4 Data Payload Protection, Separation of Key Policy Ownership, Crypto-Segmentation, and Data Security Unified Reporting. Together they help to build a foundation of business success and genuine data protection, empowering organizations to take a proactive approach that prioritizes prevention over cure.

Certes patented technology applies protection to the Data Payload without impacting any other part of the IP packet information, so all traditional network security and reporting tools function the same after DPRM is inserted into the network as it did before. It is transparent to other network devices.

“Certes complements our Zero Trust Security portfolio and allows us to offer a simple solution that ensures maximum security with improved efficiency and lower management overhead to organizations with highly sensitive data or multiple sites. With the DRPM solution from Certes, our customers can be sure that their data assurance posture will scale to support the depth and breadth of their environment, whether deployed top-of-rack, in a virtual environment, between data centres and applications or simply just across the WAN or SD-WAN,” commented Wael Jaber, Chief Strategy Officer at CyberKnight.

“We are delighted to be partnering with CyberKnight and helping to empower organizations across the Middle East and North Africa to take a proactive data-centric approach against the rising threats of data breaches and ransomware attacks. The DPRM solution seamlessly integrates with existing security infrastructures, delivering unparalleled performance without any disruptions, and offering substantial cost and time efficiencies to our valued customers. With our unwavering commitment to prioritizing data protection in all environments, we’re providing clients with complete control over their data, equipping them to navigate intricate regulatory frameworks while bolstering resilience and future-proofing against advanced cyber security threats. This collaboration underscores our commitment to safeguarding our customers’ most valuable assets – their data – with robust security and peace of mind,” added Dan Panesar, Chief Revenue Officer at Certes.

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Channel Talk

Check Point Software Launches New Partner Program

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Check Point Software Technologies has announced the launch of its innovative new Partner Program. Amidst an ever-evolving cybersecurity landscape, this program aims to strengthen partner capabilities and fuel growth. The cyber security sector is experiencing rapid growth and transformation. According to Canalys, cyber security spending hit $19 billion recently, reflecting the increasing need for collaborative security solutions. As technology evolves, so too do cyber threats, prompting an increased need for a unified cyber security platform that protects edge to network to cloud and beyond.

Organizations worldwide are increasingly turning to the channel for guidance not only on their cyber security solutions but also for regulations and building cyber resilience. Channel partners are well positioned to effectively communicate the value of cyber security solutions while addressing specific needs and concerns regarding existing and future threats.

With a partner-dedicated business model, Check Point’s new Partner Program strengthens the company’s commitment to partners while maximizing opportunities for joint growth. It is tailored to enhance partner performance and satisfaction. It focuses on boosting deal closure rates, which drives business growth, and streamlines quoting processes for quicker customer response. The program strengthens Check Point’s partnership engagement and encourages partners to develop specialized expertise, adding more value to their services. It also provides easier access to essential tools and resources, improving operational efficiency for partners.

“For over 30 years, Check Point has blazed the path for innovation in cyber security. In light of the current climate and increasing rate of cyber threats, we are launching a new, partner program to help our partners accelerate their efforts in providing the best cyber security,” said Francisco Criado, Check Point’s VP of Global Partner Ecosystem Organization. “We are excited to continue this journey with our partners, providing them with the best tools, resources, and support they need to thrive in our dynamic industry.”

The enhanced Partner Program is strategically aligned with Check Point’s comprehensive platform, focusing on its end-to-end AI-powered, cloud-delivered security. This program enables partners to effectively cross-sell and up-sell advanced security solutions from Check Point’s comprehensive portfolio, covering a broad spectrum of attack surfaces, and addressing needs in SASE, email security, cloud environments, SD-WAN, and mobile security. The program’s upgrades are geared toward leveraging these cutting-edge technologies, ensuring partners are equipped to meet diverse cybersecurity challenges. It features a range of enhancements including:

  • Simplification and tier progression: A new, consolidated tiering model to help increase participation across all levels. Partners are now given an Advanced, Professional, Premier and Elite status depending on the size of the business opportunity.
  • New pricing Model: Customer-focused pricing framework that is not only predictable and market-aligned, but also features the most significant discount structure ever offered by Check Point. Deal registrations have been increased by 100%, with a new incumbent partner program that delivers deal protection on renewals
  • Free Certification: Free certifications to meet partner-level compliance. Introducing customized tracks based on how the partner goes to market
  • Specialization: Additional training & certification to unlock additional benefits associated with specialisation that can lead to an additional 20% discount
  • App relaunch: A new and improved app, which has increased usage fivefold. New use cases provide access to training and enablement, subject matter experts and instantaneous deal registrations

“We are thrilled about the launch of Check Point’s new Partner Program, which represents a significant leap forward in enhancing our capabilities and driving growth,” said Pramod Nair, Sales Director at Cyberwise Middle East. “The refined tiering approach, along with transparent pricing, cumulative discounts and elevated deal registration incentives, creates a conducive environment for our business growth. The program’s emphasis on free certifications and specialization complements our efforts in delivering top-notch cybersecurity solutions to our customers. We look forward to leveraging the enhanced program’s resources and tools, ensuring our commitment to providing robust protection to our clients alongside Check Point.”

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Channel Talk

CyberKnight Signs Partnership with Proofpoint

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According to Gartner’s Market Guide for Email Security, 2023, email continues to be the most significant attack vector for both malware and credential theft through phishing. Furthermore, by 2026 credential loss will be the No. 1 effect of phishing attacks. In addition, an estimated 40% of ransomware attacks start through email. By 2026, 20% of anti-phishing solutions will be delivered via API integration with the email platform, up from less than 5% today.

To support enterprise and government organizations across MENA to better protect sensitive data, and stop targeted threats while minimizing AI risks, CyberKnight has become a value-added distributor for Proofpoint. As a leading cybersecurity and compliance company that protects organizations’ greatest assets, Proofpoint helps companies around the world to safeguard their data and empower them to stop malicious email attacks, detect and prevent identity-based threats and defend sensitive data from theft, loss, and insider threats. This partnership will see CyberKnight selling, and supporting Proofpoint’s Email Security, Security Awareness and Training and Identity Threat Detection and Response solutions across the MENA region.

“2023 was a year of unprecedented creativity among threat actors as they leveraged AI for attacks. So, the timing could not be more prudent to partner with Proofpoint. This collaboration marks a significant milestone for us, combining CyberKnight’s commitment to cutting-edge cybersecurity solutions with Proofpoint’s industry-leading expertise and human-centric cybersecurity offerings. Together, we are poised to revolutionize the landscape of digital security in the region, offering our partners and their clients unparalleled protection and peace of mind. This partnership not only strengthens our position as a cybersecurity innovator but also underscores our dedication to providing robust solutions in an ever-evolving threat landscape. I am thrilled about this collaboration and am confident that it will yield tremendous benefits for our valued customers,” said Avinash Advani, Founder and CEO at CyberKnight.

“Organisations in the MENA region face a fast-evolving threat landscape, with almost two-thirds (65%) of CISOs across the UAE and KSA feeling at risk of a material cyberattack in the next 12 months,” says Emile Abou Saleh Senior Regional Director of Middle East, Turkey, and Africa at Proofpoint. “With this collaboration, we aim to elevate the standard of digital defence across the region, providing organizations with the tools they need to navigate today’s complex threat landscape successfully, protecting their people and defending their data. This partnership reinforces Proofpoint’s commitment to its channel business across MENA and together with CyberKnight, we look forward to empowering further organizations in the region with robust and effective cybersecurity solutions.”

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