CHANNEL OUTLOOK 2018
Mimecast introduced a new channel programme and set clear expectations for its channel partners. This included changes to its MDF investment, quarterly goals and certification requirements. Mimecast has introduced a tiered partner model that measures and rewards partner performance against various agreed business objectives. This places the vendor in a strong position to build programmatic benefits for partners that have invested and continue to invest in the Mimecast suite of services.
Scorecard
In the new year Mimecast plans to continue rewarding core partners. Mimecast has several partners in the region, but certain partners deliver a steady flow of customers and Mimecast would like to show its appreciation by rewarding them accordingly. By throwing its weight behind channel partners that deliver best results, Mimecast is confident it will benefit both parties and result in successful and profitable partnerships.
As the cyber threat landscape continues to evolve, and cyber criminals become more advanced in their methodologies Mimecast believe our products will continue to help partners move the cyber resilience conversation from the server room to the board room. A cyber resilience strategy will help defend against various cyber threats, allow continuous access to critical applications and information during an attack and provide the ability to recover data after a threat is neutralised.
With the UAE being one of the most targeted regions in the world, Mimecast has little doubt that the relevance of its focus on the need for cyber resilience strategies, will unlock significant opportunities in the enterprise, mid and SME markets.
Opportunity
Cybercrime is on the rise in the Middle East and globally. A recent study by Vanson Bourne and Mimecast showed that 56% of organisations in the UAE had been hit by an attack through an infected email attachment and 29% through a malicious URL. Furthermore, more than half 57%, indicated that it was likely that their organisation would suffer a negative business impact from cybercriminal activity. As negative as these statistics are, they indicate an increased need for organisations to implement advanced security solutions.
Fortunately, Mimecast’s products evolve as cyber-attacks increase and criminal methods change, so our partners will always have relevant solutions for their customers. The vendor also continues to train partners on the benefits of Mimecast’s full suite of solutions and how Mimecast can assist in any organisation’s cyber resilience strategy. This ensures they are equipped when it comes to educating customers about how they can prepare for the constant threat of cyber-attacks.
There is still a lack of knowledge and confidence in cloud computing in this region so there is a constant need to educate customers about the benefits of a secure cloud offering. Many organisations still store their data on premise and are unaware of the ways in which a multipurpose cloud archive can help improve business operations. They also need to be shown how an advanced cloud security offering is more secure than traditional email platforms. We look to our partners in the region to help drive this message home and encourage more migration to cloud based solutions that will provide greater cyber resilience for email.
Forecast
#1 The threat landscape will continue to evolve; cyber-crime will rise and criminals will become more sophisticated in their targeted attacks. The dangers of email-borne threats like ransomware, phishing and impersonation fraud will become common knowledge. Cyber-security will become front and centre of boardroom discussions, with senior management acknowledging that cyber-attacks are inevitable and implementing effective protection is no longer a debate.
As cyber-attacks become increasingly common, businesses will start moving towards having comprehensive cyber-resilience strategies in place. The channel will be instrumental in educating organisations about the need for these strategies.
#2 A major game changer will be the effect of artificial intelligence on cyber-security. It is likely we will see a rise in the use of AI or machine learning to introduce attacks that can morph more quickly. While this is a frightening thought, AI will also play a crucial role in managing threats. Threats are evolving rapidly and are too varied for the industry to handle them manually.
For example, spear-phishing and impersonation attacks will become ever more insidious and will need smarter algorithms to cope with them. Artificial intelligence and data science are not miracle cures, but are an increasingly important weapon in the arsenal of cyber-security.
#3 Ransomware will continue to be the method of choice in 2018. Attacks will be more prominent and successful – the ones Mimecast has seen in 2017 have been damaging but have not made anyone a lot of money yet. Many organisations are not yet ready for ransomware as they do not have effective prevention or a plan for zero downtime and fast recovery.
To reduce the possibility of ransomware dominating headlines in 2018, organisations need to implement layered email solutions, that prevent email-borne ransomware and eliminate data loss and email outages. It is up to the channel to sell a layered offering to their customers.