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Editor's Blog and Industry Comments

Integrated network defence system set to court Europe

18 September, 2014
ForeScout Technologies' team explain the company's thrust into Europe and what enterprises can gain from pervasive network security.


Network security company, ForeScout Technologies recently announced the expansion of its global presence into the European region with particular focus on the DACH sub-region of Germany, Austria and Switzerland. To understand more about what this means for European businesses, we spoke to two of the key personnel who will drive the company's thrust into Europe, John Hagerty, EMEA Director for Channels and Strategic Alliances, and Jan Hof, the Director of International Marketing.



The need for the company to move into Europe became clear with the results of IDG research into the state of cyber defence maturity which showed that 96% of companies had experienced at least one significant security incident during the last 12 months and almost 40% has experienced two or more in the same period. With security management becoming ever more challenging and three-fifths of companies lacking network and endpoint visibility, there is a clear threat that is begging for greater levels of protection.



The difficulty faced by many IT security professionals in security management is the topic of recurring conversations I have in the industry and amounts to the increased complexity of achieving, managing and maintaining a secure environment which is making the task of the security manager almost impossible. I asked Jan Hof what ForeScout was doing in this respect to make the life of IT administrators easier.



The hub around which ForeScout's pervasive network security rotates is the ControlFabric platform which is a set of APIs to integrate with other IT security elements supplied by partners of ForeScout such as McAfee, FireEye and Splunk. These complementary functions work within and alongside ForeScout's network security products seamlessly to reduce the complexity of managing different functions outside of the single dashboard approach offered by ControlFabric. Jan explained that the platform acts as a unifying hub into which hardware and software modules can be easily plugged to create an integrated whole that is very easy to manage.



ForeScout ControlFabric platform



So in terms of technology, ForeScout is offering a compelling pervasive network security product which is flexible and customizable, optimized for BYOD and supports open integration strategies. It works in mixed and legacy environments, is easy to deploy and is scalable. It's hard to deny that this is something that is attractive to businesses looking to eliminate those annual security incidents.



So how is ForeScout planning to get the product out to this market? The company's EMEA Director for Channels and Strategic Alliances, John Hagerty, explained that the company is very focused on developing channel partnerships to ensure that the European market needs are met, particularly in the UK, Germany and France, which make up over two-fifths of the NAC market in EMEA.



ForeScout operates a tiered approach to reaching the market with Gold and Silver resellers hitting the top end enterprise customers with direct marketing and sales support from ForeScout. Authorised and non-accredited resellers soak up the remainder of the market with support from ForeScout's distribution partner.



To make this successful and to bring appropriate reward levels to its partners, ForeScout has built a solid support structure that includes dedicated account management and technical support, well-defined deal registration policies, joint marketing tools and sales training programmes both on-line and in person. In addition to this, the partner portal which is accessible through the ForeScout website provides distributors and resellers with all the tools they need for marketing, support and deal registration.



More information can be found about the programs operated by ForeScout on the company's Partner Programs Page





Jonathan Newell is a broadcast and technical journalist specialising in security systems and transport safety. He contributes to a range of titles in the technical press. He shares his time between the UK and Kazakhstan

 


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