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A THRIVING SEGMENT

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10 years ago

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Updated : October 20, 2014 04:59  pm,
By Editor

img29The Unified Threat Management (UTM) market is reckoned to be the largest and fastest growing security appliance segment in the region. Leading brands are keeping pace with what their partners and customers expect of them to stay on the growth path

The UTM and the NGFW appliances, have been successful product categories and continue to see healthy growth rates because they offer integrated security features in one box. MarketsandMarkets expects that the global unified threat management market is estimated to be $2584.6 million in 2014 and is expected to grow to $4445.7 million in 2019 at a CAGR (compound annual growth rate) of 11.5%.

With different manufacturers enhancing and fine tuning their product lines, these categories are likely to continue meeting the security needs of small, medium and large sized organizations. The outlook for growth in this segment is robust and the Unified Threat Management (UTM) market remains the largest and fastest growing security appliance segment in the region. According to reports from IDC, UTM appliances increased by 37.7% year on year, making up 45.3% of total market revenue. The Middle East and Africa (MEA) security appliances market will expand at a CAGR of 9.6 per cent over the next four years to total approximately $350 million in revenue.

“The region has shown great demand for security products, specifically the need for secure cloud access and deployments in conjunction with growth in mobility. This strong demand and growth in mobility has resulted in an increase in the Unified Threat Management (UTM) Market in the Middle East,” says Fabrizio.

Further, the BYOD acceleration and the heightened cyber threat scenario have coupled to increase demand for security solutions.

“The growing complexity and frequency of financially motivated cyber-attacks in the region are forcing organizations to raise their level of concern and look to invest in IT security, adds Fabrizio Croce, Regional Director, Southern Europe and Middle East.

Customers are looking for more functionality from their security appliances, while simultaneously searching for technologies that can help protect their organizations from new advanced threats.

Fabrizio comments, “When you combine our hardware, firmware and best-of-breed services, complemented with new management tools and capabilities, WatchGuard delivers unparalleled visibility, flexibility and security for today’s businesses. We’re proud to say that we have been named a Leader in Gartner’s 2014 Unified Threat Management (UTM) Magic Quadrant for the fifth consecutive year. With award-winning solutions like WatchGuard Dimension, and new best-of-breed services, such as APT Blocker and Data Loss Prevention (DLP), the report confirmed that WatchGuard continues to deliver innovative security solutions that help customers and partners secure networks around the world.”

Alain Penel, Regional Vice President – Middle East, Fortinet opines that what is one man’s NGFW is another man’s UTM. The confusion in the nomenclature is unnecessary he believes whereas the focus should be on capabilities.

Alain says, “Rather than focus on whether a device is classified as “UTM” or “NGFW” the real focus needs to be on capabilities of the device and the architecture of the network in question.  The FortiGate products that could be considered UTM have an extensive range of networking and security features including those specifically designed to handle mobility and BYOD concerns.  These products could be complemented by other Fortinet products such as FortiAuthenticator for strong 2 Factor Authentication.”

Sophos believes the UTM solutions market will move towards offering end to end propositions. Sophos is focusing on further combining different security aspects in one solution which currently are most often covered by non-integrated stand-alone solutions

Thomas Thoelke, Sales Director, Sophos NEEEMA says, “The UTM space will develop in a very interesting direction. We will see overall more end-to-end solutions, also covering BYOD concerns. The challenge for the vendor market will be how to integrate different solutions into one meaningful security package.”

The focus will be on solutions working in tandem to ensure security.

He elaborates, “We will see for example UTM and MDM solutions working together in the way, the one solution detects a policy violation, e.g. a Mobile phone is not compliant to the policies and this will trigger an action on the UTM, e.g. the phone will not be allowed to connect via WiFi to the corporate network. In the same way we will see endpoint and UTM coming together. So if there is an even triggered on the endpoint, e.g. Laptop, or if there is continuous suspicious behavior originating from that laptop, the UTM solution will be able to take action on that specific laptop, may it be taking it off the network or block the outgoing traffic or similar. In any case, higher security will be achieved by making the solutions work together.”

Fortinet has made several significant enhancements to functionalities offered by its products. Its UTM appliances now feature FortiOS 5.2, the latest version of the Fortinet’s security operating system, which underpins Fortinet’s products and Advanced Threat Protection Framework. The vendor has also introduced the FortiSandbox which provide enterprises with a powerful tool to help combat Advanced Persistent Threats (APTs).

Alan comments, “All FortiGate appliances share a common operating system, FortiOS.  A number of significant enhancements were introduced during the past year such as a cloud based sandboxing capability, client reputation, device based identity and end point control.”

It was the enhancements in UTM technology, as with many vendors, which led to the evolution of the Next Generation Firewall Technology. The NGFW appliance brings application level intelligence into play to keep out threats.

Shahnawaz Sheikh, Distribution Channel Director at Dell Software says, “Factoring that a firewall needs much more intelligence than just the threat protection, today’s Next Gen Firewall technology caters to being application aware by offering granular control of applications, recognizing them by their signatures. In turn, Businesses also need visibility of what’s been processed by the firewalls, hence the visualization play a key role in giving intelligence to IT on how to manage bandwidth and business policies over individual applications.  Further, they also at the same time help address the needs of remote users from authentication and deep scanning of remote connectivity.”

These enhancements help organizations to have full-fledged threat protection with granular application control and by providing visualization so that IT can delicately balance between business needs and user needs.  In a nutshell the enhancements offer comprehensive security of the customer’s network without compromising on the security, granularity of managing applications and bandwidth and visualization that can help IT managers of business owners to have multi-layered protection and control with minimal TCO.

Today, within corporate enterprise as well as networks of educational and other institutions as well SMB networks, UTMs are now an integral component of a comprehensive security implementation.

Shahnawaz says, “The enhanced UTM’s or the Next Generation Firewalls are an integral component of the comprehensive security implementation. While there could be few adjacent services when added can offer greater effectiveness and comprehensive security, the nucleus of it however starts with the Next Gen Firewall.”

The virtual play

Manufacturers are also offering software versions for virtualized and cloud computing environments. Therefore UTMs will continue to play a strategic role even in the transforming IT networks. Having said that the demand for physical appliances is still higher.

Thomas says that Sophos UTM has software and virtual versions and while the virtual installations are increasing steadily, the hardware based solutions are still doing more business.

Questions have arisen around security within virtualized environments and if they are as safe as physical environments or even perhaps safer. Fabrizio claims that WatchGuard virtualized solutions address the challenges that are faced by enterprises today, and how to tackle them successfully.

He elaborates, “Through our virtual appliances XTMv (Extendible Threat Management) and XCSv (Extensible Content Security) we offer virtual security deployment options for businesses of all sizes. This is important because virtual environments cannot depend on physical infrastructure alone for protection.”

Dell Software therefore while offering virtual versions of some of its standalone security appliances, does not as yet offer a virtual version of its NGFW.

Shahnawaz says, “As of today we have the software versions for virtualization and cloud computing environments of Secure Remote Access, Email Security, WAN Optimization etc., except Next Generation Firewalls.  The local region still has the high demand for appliance based firewall technology and we believe that we are addressing the regional customers meeting their expectations.”

Channel initiatives

Almost all the UTM vendors are channel focused in their go to market strategies. Training and boot camps feature prominently in their channel engagements.

Fortinet for instance holds quarterly pre-sales partner training sessions across the GCC region. The intensive technology training workshops provide partners with an in-depth understanding of the latest Fortinet products.

According to Maya Zakhour, Channel Director for the Middle East region at Fortinet, “Fortinet’s ‘Power to Learn’ workshops are an invaluable source of information for our partners across the region. We not only train partners on the latest products but also help them identify and understand customer requirements and grow their technical knowledge in the IT security and networking industry. These sessions are designed to help our partners understand our competitive edge and grow their business.”

Dell Software also has a predominant focus on channel training and sessions are held regularly. The channel initiatives are ongoing and a dedicated team of 4 – 5 are always keeping an eye on enablement and development activities in the interest of the business growth and expansion.

Shahnawaz says, “There have been numerous channel initiatives implemented by listening to what they expect from us. One of the most common and consistent requirement is training, we have delivered sales, technical and advance technical trainings consistently in all major markets in the last 12 months.  We see this as an ongoing activity that needs to be delivered every year in multiple cities across the region. Further, the other areas of channel enablement include ensuring that the channel complies with their partner program requirement and they have the needed access to the partner portal, avail the required demo pool, level-3 technical support and lead-gen benefits as part of the partnership.”

Sophos has a very clear channel strategy and does all business via the channel. The vendor has a comprehensive partner portal that partners can access for training and information, online certifications as well as customer leads.

Thomas says, “The channel program is detailed and includes different partner levels with different requirements and discount eligibility based on partner level. In addition, there are also free licenses available for the partner’s company use and this is valid for all Sophos product portfolio. The Sophos Partner Portal includes a lot of web based training materials with the first level sales and technical trainings that can be taken online, as well as the exam. As an extra we do deliver our lead management through the partner portal giving the partners, both distributors as well as reselling partners, the chance the benefit from all the corporate leads we are getting.”

WatchGuard is also 100% channel focused. This year the vendor is announcing its newly enhanced partner program, WatchGuardONE. The new program leverages a value-based model that places additional focus on reseller certification and training in addition to simply volume sales. WatchGuardONE brings game-changing value to the market for partners.

Fabrizio says, “We work with our partners and trust them to sell and support WatchGuard, while managing sales and implementing software and products. WatchGuard have never dealt with the service side of client relations, and allow partners to develop this area of business.”

WatchGuardONE delivers a variety of membership levels including Silver, Gold and Platinum. Discounts and rebates vary depending on the partner’s level of commitment and range from 30 to 46 percent. Key reseller benefits include a training and certification program for partners to expand their knowledge.

In sum, differentiation based on product features coupled with strong channel strategies and the right set of required services to meet customer expectations are what the top manufacturers are banking on. Getting all pieces of the jigsaw right when it comes to execution will determine each vendor’s pace of growth.

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Features

Redefining Real Estate: The Rise of Wellness-Centric Spaces

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1 week ago

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March 14, 2025

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By Mark Phoenix – CEO of Sankari

The way we think about real estate is evolving, and at the heart of this change is a renewed focus on wellness. As we become more aware of the profound impact our living environments have on our health and well-being, it’s clear that real estate must go beyond aesthetics and luxury—it must support a lifestyle of vitality and longevity. To me, true luxury is no longer defined solely by opulence but by spaces that promote health, balance, and connection.

The demand for wellness-oriented spaces is growing rapidly, and real estate developers must rise to meet it. Today’s buyers are looking for more than just high-end finishes and exclusive locations—they want environments that enhance their well-being. Integrating wellness features such as fitness centers, yoga studios, meditation areas, and holistic health services is no longer an option; it’s a necessity. These spaces don’t just add value to a property; they create communities that create physical health, mental clarity, and social engagement.

Wellness-centric design is about more than just adding amenities—it’s about creating environments that encourage movement, relaxation, and human connection. By prioritizing well-being in real estate, developers can offer residents a lifestyle that aligns with modern values and aspirations. These spaces cultivate a sense of belonging, allowing people to come together in ways that enrich their lives beyond the walls of their homes.

Beyond individual benefits, wellness-focused communities have a lasting impact on society. As more people seek out homes that support their health, the real estate industry has an opportunity to lead this cultural shift. Developments that incorporate sustainable materials, biophilic design, and eco-friendly building practices not only benefit residents but also contribute to a healthier planet.

In the ultra-luxury segment, this focus on wellness is especially meaningful. The most sought-after properties are no longer just about extravagance—they are about creating a sanctuary where people can rejuvenate both physically and mentally. True luxury lies in thoughtful, health-driven design that enhances everyday life in meaningful ways.

Designing for wellness also means partnering with visionary architects and designers who understand the importance of both form and function. In regions with challenging climates, for example, innovative solutions can help reduce environmental impact while enhancing comfort and efficiency. Securing sustainability certifications like LEED further reinforces a commitment to responsible development and aligns with the global movement toward eco-conscious living.

For me, integrating wellness into real estate is more than just a trend—it’s a deeply personal mission and a strategic imperative. The places we live should do more than just shelter us; they should actively contribute to our health and happiness. By embedding wellness into the very foundation of luxury real estate, we’re not just shaping beautiful spaces—we’re shaping better lives.

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We are bringing tradition to every table in just five minutes

Published

1 month ago

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February 20, 2025

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Kerala breakfast

Exclusive Interview with Ashvin Subramanyam, CEO International Business, Orkla India

In this exclusive interview, Ashvin Subramanyam, CEO of International Business at Orkla India, shares insights on the brand’s participation at Gulfood 2025 and its mission to blend tradition with innovation in the Middle East. With the launch of Eastern’s 5-Minute Breakfast range and a refreshed Arabic spice portfolio, Orkla IMEA is redefining convenience without compromising on authenticity.

What can we expect from Orkla IMEA’s presence at Gulfood 2025, and how significant is this event for your brand’s growth in the region?

At Gulfood 2025, Orkla IMEA, subsidiary of Orkla India, is set to make a strong impact by unveiling the Eastern 5-Minute Breakfast range, designed to bring the authentic flavors of Kerala to the fast-growing ready-to-cook market in the Middle East. In addition, visitors can expect a refreshed Arabic spice portfolio, reflecting Orkla India’s continued commitment to catering to the diverse culinary preferences of the region.

Gulfood is a key platform for us as it enables us to showcase our latest innovations to a global audience, including retailers, distributors, and food industry leaders. The Middle East is a strategic market for our expansion. By blending tradition with convenience, our goal through this event is to become a household name across diverse communities in the region, reinforcing our commitment to quality, authenticity, and innovation in packaged foods.

How does Gulfood help Orkla IMEA connect with new markets, consumers, and industry partners, particularly in the Middle East?

Gulfood serves as a vital gateway for Orkla India to connect with new markets, consumers, and industry partners through its subsidiary Orkla IMEA in the Middle East. As one of the world’s largest food and beverage trade exhibitions, it provides an unparalleled opportunity to engage directly with key stakeholders, including retailers, distributors, and hospitality businesses, facilitating strategic partnerships and market expansion.

For Orkla India, this event is instrumental in understanding regional consumer trends, preferences, and evolving dietary habits, particularly in the fast-growing packaged food sector. The launch of the Eastern 5-Minute Breakfast range and refreshed Arabic spice portfolio at Gulfood allows us to showcase our innovation in convenience-driven yet authentic culinary solutions.

By participating in Gulfood, we strengthen our brand presence, foster collaborations with regional partners, and position ourselves as a trusted name in ethnic and mainstream food categories. It’s a key milestone in our vision to become a household name in the Middle East.

Eastern is set to unveil its preservative-free quick South Indian 5-Minute Breakfast range. What was the inspiration behind this concept?

The Eastern 5-Minute Breakfast range was inspired by the growing need for convenient, time-saving meal solutions that do not compromise on authentic taste and quality. South Indian breakfasts, particularly Kerala’s traditional dishes, are deeply rooted in culture, requiring significant time and effort to prepare. However, with modern lifestyles becoming increasingly fast-paced, many consumers struggle to recreate these meals from scratch.

Recognizing this shift, Eastern set out to bridge the gap between tradition and convenience by crafting a range that retains the authentic flavours and textures of Kerala’s most-loved breakfasts while eliminating the long preparation time. The preservative-free formula ensures that consumers enjoy fresh, wholesome meals made from high-quality ingredients in just three easy steps, ready in five minutes.

With this innovation, Eastern empowers busy professionals, young families, and expatriates to stay connected to their culinary heritage without compromising on their schedules, making traditional breakfast accessible anytime, anywhere in just 5 minutes.

Can you give us an insight into the development process behind this 5-Minute Breakfast range, especially in maintaining authentic South Indian flavors without preservatives?

The development process for our 5-Minute Breakfast range began with a deep understanding of our consumers’ evolving lifestyles and their desire for authentic Kerala-style breakfasts that eliminate a lengthy preparation process. We identified a unique need-gap: while traditional dishes like Puttu, Appam, and Idiyappam are much-loved, the time and effort they require can be challenging in today’s fast-paced world.

Our journey involved benchmarking these dishes to the traditional methods used by homemakers, capturing the essence of how an amma would prepare them at home. This set the standard for the flavor profiles we aimed to achieve. The challenge was to replicate the authentic taste and texture while ensuring our products were preservative-free.

Our R&D team worked tirelessly, conducting extensive trials to balance authenticity and convenience. Through our innovation center we crafted recipes that retain the goodness of traditional Kerala breakfasts while being ready in just five minutes. With this range, Eastern redefines breakfast convenience, allowing families to savor the true flavors of Kerala in a fraction of time.

With over one million Keralites in the UAE, how does Eastern plan to cater to both the traditional tastes of this community and the broader multicultural audience?

With almost two million Keralites in the UAE, Eastern understands the deep emotional and cultural connection this community has with its traditional cuisine. The Eastern 5-Minute Breakfast range is designed to preserve the authentic flavours of Kerala while offering a convenient solution for modern lifestyles. By using high-quality ingredients and a preservative-free formula, the range ensures that the taste and texture remain true to tradition, making it an ideal choice for Malayalees longing for home-cooked meals.

While there are other instant and ready-to-eat options in the market, Eastern’s range stands out by offering dishes like Puttu and Palappam, which traditionally require culinary expertise and time-consuming preparation. These dishes are not widely available in the quick- convenience food category.

At the same time, Eastern is expanding its reach to a broader multicultural audience by showcasing South Indian cuisine as a flavourful, nutritious, and easy-to-prepare option for all. The simplicity of the 3 Easy Steps preparation makes these dishes accessible to non-South Indian consumers who are eager to explore new flavours. Through strategic retail partnerships, digital outreach and and aggressive in-store sampling, Eastern aims to introduce and establish South Indian breakfast as a preferred choice for consumers in this region.

What’s one thing about Orkla IMEA that people might not know but should?

While Orkla IMEA was incorporated recently, we have been in the region for over 25 years now, through our brand Eastern.

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Features

2025 Hospitality Tech Trends

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1 month ago

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February 12, 2025

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By Prince Thampi, Founder and CEO, Hudini

As we approach 2025, the hospitality industry is poised for transformational growth, driven by evolving traveller preferences and advancements in technology. The future of hospitality promises enhanced convenience, personalisation and sustainability, with a significant focus on creating memorable experiences for guests. Let’s dive into five key trends that will shape the hospitality tech landscape in 2025 and beyond.

  1. The Continued Rise of Frictionless Technology

The increased demand for frictionless experiences is set to dominate the industry, with more and more travellers preferring hotels that offer touch-free check-in, check-out, and room access via mobile apps. This trend reflects a broader shift towards easy interactions powered by seamless digital integration. Mobile apps have been an essential tool for a few years now, enabling guests to manage their stays, order room service, and access hotel information effortlessly. With the introduction of Gen AI, those apps have become more powerful than ever and are now able to provide highly personalised recommendations and speak in different languages.

Hotels embracing this trend will gain a competitive edge, as tech-savvy travellers prioritise convenience and efficiency during their stay. According to a recent survey by Deloitte, around 72% of travellers are more likely to choose a hotel that offers mobile check-in and check-out services over those that don’t.

  • Hyper Personalised Guest Experiences

In 2025, personalisation will continue to be at the core of hospitality services but will finally be taken to the next level thanks to Gen AI. Guests expect hotels to anticipate their needs and offer tailored experiences, from customised room settings to personalised dining recommendations. Apps powered by AI are now able to predict guest needs based on a wealth of data, ingested from the hotel systems or fed externally.

Leveraging guest data and insights, hotels can create unique offerings that cater to individual preferences. This level of personalisation not only enhances guest satisfaction but also fosters loyalty and repeat bookings. According to Oracle’s findings, biometrics and AI are set to play pivotal roles, with 62% of guests valuing automated recognition for personalised interactions. Biometrics will experience a breakthrough into mainstream hospitality in 2025. Facial recognition technology has matured significantly and is ready to be weaved into the guest experience. It will enable better security and guest recognition while protecting their privacy at the same time.

  • AI-Enabled Customer Service

Artificial intelligence is revolutionising every aspect of the hospitality industry, but will be by itself a new way of providing customer service. Chatbots and virtual assistants are becoming standard tools for handling common queries, offering instant support, and streamlining operations at any time and in any language.

AI-driven solutions not only enhance efficiency but also provide guests with 24/7 assistance, ensuring a smoother and more satisfying experience. By integrating AI technologies, hotels can free up staff to focus on delivering exceptional in-person service.

  • Sustainability and Eco-Friendly Practices

Sustainability is no longer optional, it’s a necessity often enforced by regulation. Travellers are increasingly favouring hotels that adopt eco-friendly practices, such as using locally sourced food, implementing energy-efficient operations, and reducing waste.

By prioritising sustainability, hotels not only meet guest expectations but also contribute positively to the environment. This commitment to green initiatives enhances brand reputation and attracts environmentally conscious travellers. A recent survey by Booking.com found that 83% of global respondents believe more sustainable travel is vital, with 49% believing there aren’t enough sustainable travel options and 53% saying they get annoyed when a hotel prevents them from being sustainable.

Smart use of technology is key in the sustainability journey of hotels. Technology can accurately measure the reduction in carbon footprint, it will help reduce energy and adopt renewable energy sources, and will enable the effective management of food waste. Many hospitality apps allow guests to apply green energy settings to a room, some will even exchange your energy savings to loyalty points.

  • The return of ‘real’

With Gen Z – the first generation grown up with everything digital – becoming the next large group to travel, the craving for ‘real’ experiences is bigger than it ever was. Hotels focusing on truly unique and hyper local experiences; a great meal, cultural outing, or wellness treatment will win the hearts of this generation.

Fortunately hotel apps, AI, automation of processes, sustainability tech and the removal of cumbersome processes like checking-in and studying paper manuals will free up hotel staff to allow them to do what they do best: providing unforgettable, personalised and sustainable experiences.

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