Alexander Foroozandé, Head of Channels, Middle East, Africa, CIS and Pakistan, Nozomi Networks, discusses the latest channel trends and tells us how the company works with its channel partners to ensure they flourish in a competitive market.
Describe your current job role and the parts that are somewhat challenging?
I’m responsible for channels in the Middle East, Africa, Pakistan and the CIS region at Nozomi Networks. My main areas of focus are setting Go-To-Market policies, defining business development strategies and identifying best-of-breed partners to accelerate growth, while serving and securing our customers on their Digital Transformation journey.
Today, IoT/OT security is becoming the most talked about topic among cybersecurity VARs, therefore our focus is to ensure the right calibre of partners are recruited, with continuous enablement and excellent alignment across both of our sales teams.
Can you explain how your company works with channel partners?
At Nozomi Networks, our channel partners are vital to our success. Presently, we have a strictly two-tiered go-to-market (GTM) strategy, where we sell through distribution and then through our partners, rewarding distributors who bring the most value and partners who are quickest to identify qualified opportunities. Currently, we have around four distributors in this region and we’re steadily expanding.
How do you ensure channel partners flourish in a highly competitive market?
The IoT/OT space is not a competitive or congested market yet, but channel partners who invest early and build IoT/OT security practices are immediately identified and rewarded accordingly.
What are the latest trends you see emerging across the channel?
IT/IoT/OT convergence has not only become essential, but it is also occurring at a rapid rate. As such, we now see the emergence of VARs who are changing roles as subject matter experts and advisors in this space, supporting customers in their Digital Transformation journeys.
What is your management philosophy?
It’s simple – integrity above all, lead with empathy and by example. Team effort over individualism. Transparency and clear goals. Set the vision and allow people to find their way towards achieving the overall objective.
When you look back at your career, what has been the most memorable achievement?
Being in the tech industry for over two decades and specifically the cybersecurity sector for over 10 years, I’m grateful for the opportunity to cover large territories and for building intimate, long-standing relationships across the board. Also, having the privilege of joining forces with old colleagues and setting GTM strategies with maximum growth in mind.
What made you think of a career in technology?
I’ve always liked and enjoyed technology from an early age. The question should be: what made me think of a career in IoT/OT security? It’s been an afterthought for many years and we’re at the tip of the iceberg right now. The opportunity for personal and professional growth is massive. It’s a challenging and exciting time to be in the IoT/OT space.
What do you think will be the hot technology talking point of 2023?
As the risks and associated monetary and environmental costs of poor visibility and security monitoring of IoT/OT environments become more prevalent, there is a direct and immediate impact on the quality of life of everyday individuals. Be it on CISOs, CEOs, security and medical professionals, patients and pretty much everyone else, there is no question that the financial and human cost of not securing IoT/OT environments is on the rise. Increasing awareness around the associated risks is and will continue to be at the forefront of tech-centred discussions in 2023.
What are your personal interests and where do you like to spend most of your time after work?
Outside of work, I enjoy music, travelling and learning about different cultures.
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