1. You’re new to the Country Manager role but have been in Cybersecurity for many years. Can you tell us about Varonis and provide an overview of the market in Australia?
There's so much noise around cybersecurity in today’s climate, with every vendor claiming to have the silver bullet - but at the end of the day the one thing every organisation wants to protect is data. These are the crown jewels the hackers are trying to access and exploit. With Varonis, our primary goal is to reduce the risk organisations face from exposed data -- especially when it comes to external threats like ransomware and internal threats from malicious insiders.
Compliance with privacy laws is another reason why companies turn to Varonis. We’re now starting to see the regulatory bodies in Australia follow the U.S. and European markets with greater compliance requirements to ensure organisations are securing their data.
2. Can you take us through the Varonis platform perhaps tells us why data protection and analysis solutions are so unique?
At Varonis, we enable our customers to restrict access to their most sensitive data to reduce their risk. This may sound quite simple, but unstructured data has exploded in recent years, and it’s probably what we know least about in terms of what is sensitive to the organisation and who has legitimate access to it.
- Identify where your sensitive data lives.
- Ensure only the right people have access to it.
- Detect and stop malware and insider threats.
- Sustain a secure state using automation and without manual effort.
3. Looking ahead how do you see the channel and reseller landscape evolving to meet the rising demand for distribution of cybersecurity platform and services?
At Varonis we see our channel resellers as critical to our success. The market is saturated with point solutions, and customers can be overwhelmed with everyone claiming to have the answer. Rather than being a point solution, Varonis provides one platform for data protection, threat detection and response, and compliance.
We partner with strategic security integrators to provide complimentary Data Risk Assessments to first identify the problems of exposure and risk before looking to provide a solution. Our partners appreciate this consultative approach as it allows them to offer immediate value to their customers.
4. Will ICT sales need to evolve? Where do you see the level of awareness of cybersecurity in the Australian business landscape?
Historically, there's been so much focus on securing the perimeter, but what are you really trying to protect?
It once again comes back to an organisation’s critical data. We can expect to see the security sales function changing with the landscape of regulated data protection law, and the way that business and government collect and manage personal data.
Over the past two years, the Australian Government has gone on a journey to modernise data, availability, protection, and transparency. They've consulted and listened to the Australian public about what is important and are seeking to incorporate it in the Data Availability and Transparency Bill 2020 - which they're calling for feedback on right now.
Essentially, this means the sales function will have to keep a very close eye on malware trends, stay aligned with solutions, and stay abreast of the relevant Acts to ensure the sales approach remains consultative and contemporary.
5. Do you think Cybersecurity growth is a result of breach and breach awareness? In a fragmented security ecosystem, what strategies have Varonis adopted?
Breach awareness is one thing, along with many organisations moving to the cloud or a hybrid on-prem/cloud environment. But we’re also seeing increased privacy regulations, which are driving customers to focus on securing their data. In Australia, a key contributor is APRA’s CPS 234 which is a step towards an Australian version of GDPR.
We provide no-cost Data Risk Assessments for companies to help easily identify the risk or exposure they face with their data. The fact that this is not invasive in their environment and takes only a few hours to set up makes it a highly valuable exercise to our customers.
6. What's your view on the vast increase of remote working opening up opportunities for assailants? What techniques are hackers deploying? Have they increased in sophistication?
The perimeter is dissolving with cloud and remote access now requiring a data-centric view. We can’t just focus on the perimeter to block the egress point to ensure data doesn't leave the business.
With the move to remote working environment, there is a significant increase in usage of Office 365 and Teams.
For example, a lot happens behind the scenes every time data is shared in Teams, and if you’re not careful, this information can be left exposed. Hackers have been actively taking advantage of today’s remote work reality, so we’re seeing an unprecedented increase in phishing attempts leveraging brute-force attacks against externally facing infrastructure, malware like Emotet, and other cyberattacks, as a result of this.
You can find out more about Varonis here.