Navigating cybersecurity’s new frontiers

Jose Thomas Menacherry, Managing Director of Bulwark Technologies, shares insights on the company’s unique approach to niche cybersecurity solutions and the evolving needs of the market

Bulwark offers several niche cybersecurity products in its extensive portfolio. How does that help you stand out as a distributor in the market?

We focus on new and established cybersecurity solutions that align with what customers seek today.

Niche products are highly relevant in cybersecurity. With the constant evolution of cyber threats, new vulnerabilities emerge almost daily. With niche products, we offer solutions that address these emerging needs. We have seen that smaller companies are often quick to develop innovative solutions, and when these solutions gain traction, they might get acquired by larger players.

What are some recent additions to your portfolio?

We have recently signed up with a company called Mend.io, which specializes in source code analysis for applications, covering static and dynamic analysis at different stages of development. This helps identify vulnerabilities in applications before they go into production, which is crucial for enterprises developing in-house applications.

Please give an overview of your vulnerability management portfolio?

We have a comprehensive range of solutions, including Mend for static analysis, Appknox for mobile applications, and Home Security for network vulnerabilities. We also offer Backup Software for addressing software vulnerabilities. With these tools, we cover almost every aspect of vulnerability management.

Aside from vulnerability management, what are the other key pillars of your cybersecurity portfolio?

Other major pillars include data security, cloud security, endpoint security, and network security. We offer solutions in perimeter security, DLP (Data Loss Prevention), data classification, patch management, and more. We cover various aspects from network monitoring to endpoint protection, providing extensive security coverage across the IT landscape.

With over 30 vendors in your portfolio, how do you effectively manage these relationships and ensure each product reaches the right partners?

We don’t rely on a single partner for all our products. Instead, we carefully match each vendor’s solutions to partners who can best represent and support them, based on their customer base and vertical focus. This targeted approach allows us to allocate certain solutions to specific partners specializing in those areas, ensuring a focused strategy for each product.

How do you handle more traditional security areas, like firewalls, which are constantly evolving?

Firewalls have evolved from basic IP and port blocking to Unified Threat Management (UTM) solutions, integrating endpoint security, intrusion detection, and other advanced features. With the rise of remote work, zero-trust network access has also become important. Security needs have expanded, and modern firewalls now incorporate various layers of protection to adapt to these changes.

How has your experience been at GITEX this year?

GITEX is a valuable platform for us to interact with customers, existing vendors, and new potential partners. While generating leads is part of it, the primary value lies in engaging with vendors, gathering feedback from customers, and building stronger relationships with our partners. It’s a great opportunity for our vendors to showcase their latest offerings and meet end customers directly as GITEX brings in a broad audience, from end customers to specialized cybersecurity professionals.

Do you notice increased spending in verticals such as such as healthcare and finance, which face strict compliance requirements?

Absolutely. Verticals like finance, healthcare, and government have strict compliance standards and are highly targeted by cyber threats. Many customers, especially in these regulated industries, have experienced incidents like ransomware attacks, which reinforces the need for robust cybersecurity investments.

How do you support and enable your partners in these high-demand sectors?

For each product, we conduct an internal sales and technical enablement process, then provide our partners with relevant training. This includes sales training, technical workshops, and additional resources, depending on their level of expertise and customer requirements. We also coordinate with our vendors to deliver advanced training if needed.

What are your plans for expanding your presence in the Middle East and beyond?

We already have an office in Saudi Arabia and have been expanding our team there. Saudi Arabia requires local billing and additional compliance, so we’re investing in that market significantly. For the rest of the GCC, our UAE office manages operations, while Saudi operates independently. Currently, we’re not focused on Africa, but we’re open to considering markets like Egypt in the future.