Security Code has unique security products/solutions successfully used by more than 32 000 organizations to address information security issues on workstations, servers, virtual infrastructures, mobile devices and networks. Рroducts and solutions protect the most critical IT governmental systems. Andrey Golov, CEO at Security Code - cyber-security company with headquarters in the Russia, spoke to us about the company's expectations from the promotion of products in the new region.
“Andrey, you are the CEO of an international company with a development center in Russia. Can you tell us, why you’re interested in this region?”
Andrey Golov: “Aspiring to penetrate new markets we start by looking at the problems. There are three factors, which lead us to this decision. Firstly, information is the main and most valuable asset for any organization. Secondly, it so happens that all basic information technologies – hardware, infrastructure software, etc. are produced by a very few countries. And thirdly, we constantly hear about the fact that infrastructure software has a large number of vulnerabilities. And these vulnerabilities can be accidental or deliberate (the most recent example is the epidemic of the WannaCry virus, which spread to 150 countries because of a vulnerability in OS Windows).”
“Why are the technologies, which were developed in Russia, able to cope with the problems that you have described?”
Andrey Golov: “The answer is simple: we have lived with these problems for 25 years and have learned to cope with them. Russian developers have created a class of solutions, which they called "imposed security".
We believe that embedded security mechanisms in infrastructure solutions may have vulnerabilities, so we have created our own independent security mechanisms.
When entering international markets, it is very important to make a right choice of regional partner with a significant business experience on this market. Our technologies and the level of technical expertise of Russian developers are highly valued all over the world. With merging of vendor and local partner efforts, the synergy arises, which is vital for achieving good business result.
Why in particular did we chose the Middle East and Africa market? Because Russia in the sphere of foreign policy traditionally stands for a multipolar world. We believe that it is good when the world is multifaceted. With the help of our technologies, we give users - data owners - the opportunity to build their own security system that does not depend on IT suppliers. With our help, it is possible to provide protection, which would be separate from the security tools built into the IT-systems and infrastructure software. As such, the term ‘imposed security’ appeared”.
“How difficult will it be for customers to implement this concept of imposed security? Will it require more time and significant investment?”
Andrey Golov: “We offer our customers not just an abstract concept; and not just technology: we bring to the local market the product, which has a long history - dozens of years. Of course, we have a huge installation base - more than 1 million servers and workstations. We are able to perform mass implementations. Our information security tools are easily deployed and simple to operate. No special training is required for their implementation. The ease of installation confirms the fact that our product is used by organizations from SMB to Enterprise.”
“Many information security companies, including Russian ones, aspire to trade in the Middle East and Africa. How do you plan to compete with them and with players from other countries who offer similar solutions? How will you convince customers to choose your products?”
Andrey Golov: “We do not compete with any distinguished international company represented in the region. As I have noted, the solution class for Russia is not new but our approach to the global market is new and has no competitors. We offer customers the opportunity to build trusted systems in an untrusted environment.
The question is, “is the local market ready to accept this approach?” If the market says: "We are all friends and we are ready to share our information ", then the class of solutions proposed by us will not be in demand. If the market says: "We have confidential information and it should only belong to us" - then we are ready to provide this need by providing a new class of solutions that is not available in the local market, which nobody right now is producing. We want to give people the opportunity to choose a security system.
“AL Hosani Computer LLC, which will be promoting your products in this region, is a well-known regional distributor of security solutions with 20 years of experience on Middle East and Africa markets. Could you tell us, how you will build your interaction with them? And what steps should the customer take to purchase your products?”
Andrey Golov: “Al Hosani Computer LLC became our master distributor in the region. On this basis, we are planning to establish a support center, which will provide all the necessary support to our customers. We chose Al Hosani Computer LLC as an anchor partner in the region, as the company's specialists know the market well and are ready to help us with any localization requirements and issues. Of course, we will ensure compliance with all key requirements of the market regulators.
I should note that the Middle East and Africa clearly are not the first foreign region for Security Code. We have an extensive partner network in almost all countries of Latin America as well asa vast positive experience in adapting our products to local requirements elsewhere. Moreover, adaptation for us is not limited to localization: when entering new markets, we are always ready to make the necessary changes in the logic of our software.”