The emerging businesses have found the UTM appliance as a perfect fit for the security needs because of a plethora of features like affordability, simplicity, scalability, flexibility etc and this trend appears to continue for long. The dynamic and demanding businesses of today need security as an enabler and UTM provides the much required flexibility for modern enterprises.
The fast-evolving information security market is leading the changing trends in the types of security solutions enterprises require. Considering increasing number of cyber threats and rising enterprise demand for mobility, vendors are now offering advance UTM appliances. UTM has extended its reach across SMBs, mid-market and enterprises. At present, UTM products embrace the feature-set of many other network security solutions, including Next-Gen Firewalls (NGFWs), secure web gateway and secure email gateway. Among all, NGFWs have the potential to dramatically change the network security landscape.
With an increasing number of systems inspecting traffic for unauthorized access, malware, attacks, data leakage, spam and more, there is a lot of credential checking and scrutinizing going on–and a lot of cash being spent on multiple security devices. Replace all those checks and searches with a multifunction entity empowered to move you directly from the curb to the plane, and you have the concept of unified threat management or UTM. UTM products are available for all sizes of networks.
Though they’re predominantly associated with small and midsize enterprises, sales range from very small networks to very large, dispersed organizations. Distributed enterprises want to deploy multiple UTM products. Fortunately, most vendors support platforms for administering a far-flung network of UTM devices and for integration into existing security suites.
Speaking of cost, one interesting facet of the UTM market is that a number of appliances integrate open source components under the hood. This approach has certainly benefited consumers by producing many lower-cost appliances that encourage competition. On the flip side, however, you need to watch for changes in GPL licensing.
Trends Driving the UTM Market
The evolution of UTM, as a product, has kept in step with the increasing sophistication of network threats. Today, it is not just enterprises that are capitalizing on the consumerization of IT, even SOHOs, SMEs and SMBs are leveraging the potential of IT to get ahead. IT-enabled growth has also led to heightened awareness about the need for safeguarding business networks and information assets that are the targets of cyber attackers.
“With SOHOs, SMEs and SMBs realizing the risks to their business, UTMs are being seen as an effective and practical solution for risk mitigation by deploying a network security solution. This trend is driving adoption of UTMs, amongst SMBs and SOHO users. But the use of UTMs for securing networks is also finding resonance in the enterprise segment. The fact that these appliances offer high performance throughput and enterprise-grade security are important reasons why enterprises are also becoming more receptive towards adopting UTMs to secure their networks,” said, Sunil Sharma, VP Sales & Operations, India & SAARC, Cyberoam.
Kailash Katkar, CEO, Quick Heal Technologies said, “The UTM market is driven by numerous factors. Some of the important factors that are driving the increasing adopted of UTM among SMBs are virtualization, cloud computing and mobile devices in SMBs and organizations; demand of new cyber security requirements and compliance laws in the recent years; increasing security requirements in financial and government markets; the increasing flow of business traffic through web and mobile services. A growing e-commerce market has also added to UTM being a prerequisite in the network security infrastructure of SMBs. Sophisticated threats like APTs, precision targeted malware, botnets, etc and growing IT infrastructure in distributed networks with many offices, stores and remote locations are other factors that have amplified the need of UTM adoption.
“UTM market is getting saturated with too many product-lines entering in the recent years. Vendors now are consistently evolving their solution offerings in terms of quality as well as number of features and hence are keeping it aligned with the requirements of large enterprises. Increase in the number of data breaches, regulatory compliance, support from advanced technologies and capability to provide enhanced value to organizations are a few of the key factors behind the increase in demand for UTM solutions. It is expected that the market for UTM will show enormous growth in the coming years. Newer technologies like Data Leak Prevention, BYOD and Cloud Security will lead to faster adoption of UTM in India,” opined Sonit Jain, Founder and CEO at GajShield.
The current state of network threat protection is often focused primarily on the border, working to prevent outside threats. Yet, this approach can be ineffective once a threat gets ‘past the gate’ and enters the internal network by other means, such as end-point devices, infected flash drives or even internal employees or consultants, putting critical data at risk. The reality is that sophisticated hacker attacks and insider threats continue to penetrate more deeply and persist undetected for long periods of time inside an organization’s internal network, making it even more critical for the organizations to mitigate the potential damage. Hackers are taking advantage of the typically flat internal architectures to put internal networks at greater risk.
“Fortinet has introduced a new class of firewall to combat these internal threats, leveraging proven and robust FortiGate Security Appliances. Fortinet’s new INFW employs a layered approach to security that sits closer to the assets within an organization’s network, segmenting and preventing breaches from spreading, while providing full visibility into all traffic types, users and devices, to help protect against threats inside the network,” said, Jitendra Ghughal, National Channel Manager, India & SSARC, Fortinet.
“In India, the network security sphere has evolved a great deal, eventually leading UTM to dominate the scenario. With cloud emerging as a big boon for businesses, cloud security can be observed as a driving trend in the information security zone. The two most noticeable trends in the UTM market space for SME segment in India are the increase in the number of vendors that are proposing products in this segment and the rising number of applications that are being added to UTM security appliances. Also the security industry is more than ever, moving to a service model where vendors make sure the quality and accomplishment of their end-users. The demand and growth rate in India is higher than anywhere else; because of its size and IT-enablement is occurring rapidly. Also, India tops the list for cybercrime and risks. And therefore, with greater connectivity, this ought to raise demand for a way out. The evolving organizations have realized that the UTM appliance is apt for their security requirements because of the range of features like economic feasibility, ease, convenience, etc and this trend is expected to remain and grow for long. The complex and challenging business environment today requires security and safety as an enabler and UTM solves this issue with much ease and seamlessness,” concluded, Murali Urs, Country Manager, Barracuda Networks, India.
Demand for UTMs
SMBs usually have little or no internal IT security staff but they are rapidly adopting new technologies like Social Media, BYOD and high speed Internet connections. These increase the attack vector. Also the adoption of latest technology for doing banking, payments, transactions, storage, etc provides a lot of convenience but it comes with a lot of risk as well.
“A UTM solution provides comprehensive protection to customers as it has tightly integrated security features that work together on a single appliance. This class of appliance makes it easy for organizations to manage their security because they have to deal with just one box and usually one source of support. This solution is cost-effective as it provides a central console to enable monitoring of network security at remote locations. For SMBs, with limited or no internal IT staff and modest budgets, the UTM is a good solution for their network security needs. The devices are affordable, offer comprehensive protection and require little or no technical expertise to install or maintain,” said, Katkar, CEO, Quick Heal Technologies.
“The biggest demand for UTMs will emerge from the data leak and BYOD, the biggest areas of concern for enterprises. Employees today practically carry computers into the office and access corporate information on cloud. There is a mid-point between convenience and security where you would like to ensure employee productivity yet want to ensure that the enterprise is secure,” said, Jain Founder and CEO at GajShield.
“Organizations of all sizes are being targeted by cyber criminals and they have to defend their critical infrastructures and proprietary data from advanced, highly focused threats more than ever before. Yet, increased bandwidth requirements and network utilization complicate the process, particularly as organizations increase in size and scope. What they need are industry-leading solutions that provide the security effectiveness and features to protect from advanced threats, while delivering the performance and connectivity to future-proof their infrastructures,” said, Ghughal, National Channel Manager, India & SAARC, Fortinet.
“The biggest drivers for UTM market today are the emerging technologies and web threats that increase the potential risk of a security breach. New product features and security functions also drive customer interest in UTM products which include BYOD strategies. Also, UTM consolidates multiple security products into a single product which increases its value to customer and helps businesses to stay competitive; UTM’s breadth of security functions enables efficient compliance with multiple industry and government regulations,” claimed, Urs, Country Manager, Barracuda Networks, India.
According to a KPMG report, the market for information security in India will grow by 50% in the next three years. India also experiences a huge number of data breaches (one of the highest number of average data breaches), and is a popular target for cyber criminals.
“Couple this with an increasing awareness about cyber security threats. All these factors will contribute to an increase in demand for UTMs. The Government of India is also renewing its focus on improving the security and privacy regulations for the country as a whole and also at the industry level, which is set to trigger demand for advanced security systems like Next Generation Firewalls / UTMs. India is also witnessing an increase in adoption of technologies like wireless LAN, Wi-Fi hotspots & campuses, Smart Cities, IoT, 3G wireless technologies, etc, which is in turn creating demand for products that provide holistic network security. There is absolutely no doubt that India is already in the throes of a network security revolution, which is triggering demand for NGFW / UTMs at the customer end,” concluded, Sharma, VP Sales & Operations, India & SAARC, Cyberoam.
UTM is the Right Holistic IT Security Approach
As SMBs are now waking up to the various threats, security becomes a crucial element for SMB network. A recent report suggests that large organizations implement more robust security measures, thereby making offenders encroach upon SMBs with inferior security practices. Any kind of attack on SMBs could be catastrophic as Indian consumers have low awareness on how their data could be misused. They could become easy targets to large-scale frauds. Thus, SMBs need to focus on comprehensive security products and solutions. Gone are the days when cybersecurity was a concern only for corporate giants. Today, even SMBs are willing to spend money to protect themselves from various attacks like theft of information, virus outbreak prevention, and application abuse with additional cost and manageability issues irrespective of the size.
“Being a security solution provider, GajShield understands the need and makes SMB customers fully aware of the current security issues that exist in their infrastructure. To satisfy the evolving needs of customers, GajShield comes up with new security products and best-in-class solutions. We offer context-based security which helps in protecting data and information systems more effectively and also improves the ability of a business to increase visibility as it detects and investigates all kinds of threats depending on the context,” said, Jain of GajShield.
“Next generation UTMs like Cyberoam’s NG series have been built to meet the changing needs of SMBs. Cyberoam’s UTMs act as a comprehensive security solution that brings several advanced capabilities, which means SMBs do not need to invest in other security solutions to keep their networks safe. These appliances are also easy-to-deploy and manage, which substantially decreases the need for a technical staff in charge of the organization’s network security environment. UTMs already have a well-entrenched presence in organization networks, but their deployment is increasing on enterprise networks as well. Due to the fact that modern-day UTMs are keeping step with complex network security challenges, enterprise businesses are seeing a great deal of sense in using these appliances. What’s more, rather than going for standalone security solutions like VPN boxes, legacy firewalls (traditional perimeter security), IPS etc UTMs offer a consolidated security solution that offers an extensive range of securing offerings,” claimed, Sharma of Cyberoam.
“Fortinet’s Connected UTM solution provides SMB customers with a single, proven high-performance platform for all of their network security requirements that is both comprehensive and cost-effective. Unlike other UTM devices that combine a few security technologies into a single device, Connected UTM allows you to optimize your customers’ Small or Medium network by using a single security platform to deliver a wide range of centrally managed security, access and connectivity technologies,” said, Ghughal of Fortinet.
“The UTM concept was originally targeted at the SMB sector as a one-stop-shop for security market to help them reduce administrative overheads and control security costs. And SMBs still represent a significant percentage of the UTM customer-base because UTM has proven to be an ideal security product for almost all SMB architectures. We, at Barracuda Networks, offer a solid range of appliances for the SMB market and with the right unit in place, UTM provides all-inclusive, yet flexible, network security which comes affordable. However, the reliability and scalability of UTM products makes them not restricted to SMBs, but suitable for enterprise adoption as well. Although a lot of enterprises install and manage firewalls, with web filtering software and other security technologies, a UTM product can make the route much easier and more cost-effective,” said, Urs of Barracuda Networks.
“UTM products are designed to consolidate multiple security technologies into a single network appliance, thereby addressing the company’s security needs in an efficient and simplified manner with lower costs. Components typically include virtual private networking, next-generation firewalls, content filtering, intrusion protection, antivirus and email security. SMBs usually don’t have dedicated IT security teams and they are not likely to use multiple devices unless there are very specific security needs. For the SMBs, UTM is a comprehensive way of addressing their security needs where price, value, ease-of-use and management, network performance, new security technologies and enterprise features are concerned. While enterprises focus on a defense-in-depth approach, budget constraints can make UTM appliances attractive alternatives to a patchwork of individual single-function point devices. Simultaneously, you don’t need an IT department with multiple skill-sets to deploy, manage and update different products from separate vendors. Even for the experienced IT admin, evading incomplete or diverging rule-sets due to confusion about the products that block threats is a harrowing task. In such situations, deployment of single-point products is preferred as the ease of maintaining a separation of responsibilities between network administrators and security professionals is more. At enterprise levels, a best-of-breed defense approach is usually preferred in a critical environment such as a data center or enterprise server farm. This provides security against a wide range of threats. For example, financial organizations are most likely to invest in UTMs,” concluded, Katkar of Quick Heal Technologies.
Planning to Increase Partner-base
Increasing trends for mobility, agile infrastructures and cloud, alongside the increasing advanced cyber threats, means organizations will increasingly demand high-performance, integrated security solutions and experienced partner support.
“Fortinet partner program will support resellers to increase expertise and leverage our end-to-end network security solutions to better align their services with the needs of their customers and ultimately boost value. Fortinet has also redefined its partner levels in order to provide a status that partners can leverage globally. The program is designed to help identify and grow a reseller’s service strength and specializations, help them align with their own business goals, and provide the appropriate partnership level for advanced support, development and opportunity in untapped markets. Fortinet has 730 registered partners in India and the contribution of our channel in supporting our growth is paramount. This is why Fortinet is committed to constantly improving our partner strategy in order to foster the business opportunities of all our resellers,” said, Ghughal of Fortinet.
“We have already started the process for increasing our partner-base in multiple cities. Among the multiple approaches, undertaking partner certification and training is one of our primary approaches. We believe that by getting more registered partners, the commitment levels will definitely go up and all efforts are on to get our partners certified,” said, Urs of Barracuda Networks.
“Cyberoam is a 100% partner-driven company and it already enjoys a presence in 17+ cities in India, including all metros. Through our comprehensive Partner Program, we successfully optimize the potential of our partner relationships – from partner recruitment, training & development, incentive programs, marketing support to working out an MDF are handled effectively by our channel managers who have been servicing our partners 24X7. With this foundation, we are sure to strengthen our partner-base as well as ensure increased revenue contributions from them,” claimed, Sharma of Cyberoam.
“We have revamped our Corporate Channel Partner Program in the current financial year. We have incorporated new product offerings to partners so that they can leverage their own capabilities. The program is designed to provide higher levels of handholding and profitability for partners. Steps have been taken to facilitate the program execution and the subsequent result-driven growth. We are rapidly expanding the team to deliver solutions and provide support for the corporate unit,” said, Katkar of Quick Heal Technologies.
“GajShield is very excited to get into relationship with D-Link – the undisputed leader in network connectivity business. D-Link brings in valuable experience and capabilities to our network security business. We believe this relationship will translate into exponential market growth and customer acquisition in India,” concluded, Jain of GajShield.
“At Barracuda Networks, we remain committed to building the brand, establishing a ¬ firm customer market and developing our channel community on an ongoing basis for the future. We have also invested resources in building a team to focus on a hybrid model which will work with the partners and end customers alike to provide them with even greater value and experience thereby extending and powering our channel community further,” said, Urs of Barracuda Networks.
“Fortinet will lead the cyber security market with the industry’s fastest and most secure solutions that go beyond traditional security to protect customers everywhere they need to be protected – inside the border and out. As cyber crime evolves, only Fortinet can provide the greatest levels of security and peace of mind for customers in an unpredictable, dynamically changing world. Fortinet’s global organization is capable of delivering products, people and services wherever they are required. Fortinet’s technical organization ensures customer requirements are met throughout the pre- and post-sales lifecycles, maximizing network availability and reliability. Our broad product line of complementary solutions goes beyond traditional Network Security to address all the security needs of the extended enterprise – whether network, branch, cloud, mobile, data center or other complex environment,” said, Ghughal of Fortinet Networks.
“We look forward to serving enterprises which are truly looking for Next Generation Security Solution. GajShield has already appointed Platina Partners (Business Distributor) pan-India with D-Link. D-Link with its vast distribution network will now offer GajShield Firewall/UTMs, enabling it to provide a complete turnkey solution right from Structured Cabling to UTM. The company plans to carry out pan-India Partner Training enablement and marketing program for GajShield UTM product line. D-Link’s robust business infrastructure and holistic approach along with GajShield’s domain expertise in network security will benefit & empower Enterprises,” said, Jain of GajShield.
“Threats evolve and technologies evolve and the needs of customers will change accordingly. The decision on installing a UTM appliance is becoming more strategic. In future, it will be important to focus on combining data and application security, security intelligence, identity and access control and threat management into a single device,” concluded, Katkar of Quick Heal Technologies.
There are two most prominent trends in the UTM market space for SME segment in India: the growing number of vendors that are offering products in this space and the increasing number of applications that are being added to UTM security appliances. Also the security industry is increasingly moving to a service model where vendors ensure the quality and success of their end-users.
Mr. Sunil Sharma, VP Sales & Operations, India & SAARC, Cyberoam
“Cyberoam’s UTMs act as comprehensive security solutions that bring several advanced capabilities on-appliance, which means SMBs do not need to invest in other security solutions to keep their networks safe. These appliances are also easy-to-deploy and manage, which substantially decreases the need for a technical staff in charge of the organization’s network security environment.”
Mr. Kailash Katkar, CEO, Quick Heal Technologies
“We continuously try to make our products less intrusive by boosting performance so that security becomes less of a speed bump. Simultaneously, we are trying to include more technologies. We have also incorporated Business Critical Services (BCS) that has an advanced Incident Response Team (IRT) into our core support services for the enterprise segment. This gives us a value-differentiation.”
Mr. Sonit Jain, Founder and CEO at GajShield
“The biggest demand for UTMs will emerge from data leak and BYOD, the biggest concern areas of enterprises. Employees today practically carry computers into the office and access corporate information in cloud.”
Mr. Jitendra Ghughal, National Channel Manager, India & SAARC, Fortinet
“Increasing trends for mobility, agile infrastructures and cloud, alongside the increasing advanced cyber threats, means organizations will increasingly demand high-performance, integrated security solutions and experienced partner support. Fortinet partner program will support resellers to increase expertise and leverage on our end-to-end network security solutions to better align their services with the needs of their customers, and ultimately boost value.”
Mr. Murali Urs, Country Manager, Barracuda Networks, India
“Converged security applications have turned out to be a great trend, catering to the need of the SMBs and branch offices of large organizations. This integration drive of information security is predicted to continue for a long time. Although large enterprises and service providers choose individual security appliances over converged solutions for their headquarters and central offices, they have begun to consider these modern integrated security applications for their smaller offices.”