EtisalatBecoming a Managed SecurityService Provider in less than a year_

CASE STUDY: ETISALAT

The information security market is growing every year as enterprise customers are faced with increasing security threats and risks. Worldwide spend on security is expected to reach $101 billion by 2018.*

Today, security leaders no longer have to solely deal with the technical challenges expected in their role. Increasingly, they have to focus on other business issues as well as ensuring they have the appropriate skilled staff to support them with these tasks. This can become overwhelming and is where they could benefit from the help of outside experts.

In Forrester's latest global security survey <<Global Business Technographics Security Survey, 2015>> we can see that 84% of organisations are already choosing to work with outside providers to manage the day-to-day security tasks and work alongside them as a trusted partner.

Customers are looking for the following from their service providers:

Reduce capital expenditureFill important security gapsAchieve greater value for money

Keep up with changing regulations and lawsAddress important skill gapsControl complexity

In this environment, Telcos find themselves in a strong position to capture the information security opportunity. We have already established relationships at network level, and have contacts and relationships within organisations, which means as network service providers we are ideally placed to take advantage of these opportunities.

Furthermore, security management can be simplified by using a single end-to-end provider, and once again Telcos are well suited to be able to offer a fully managed service.

<<According to Forrester's Global Business Technographics Security Survey 2015 report, three of the top 10 global security players, based on revenue, are Telcos.>>

At Telefonica we are in a unique position to deliver end-to-end managed security services and in order to fully capture the security business opportunity, we created Telco4Telco.

Introduction

* Source: Gartner Forecast Analysis, Information Security Worldwide 2Q15 Update.

Etisalat, one of the largest telecom operators in the Middle East set up a digital services unit to focus on advanced technologies and digital security services.

Their aim was to develop digital solutions, products and services and become the local leader in a short period of time.

Etisalat defined four key opportunities for them as a Security Provider:

To start with network security.To manage and monitor devices.To comply with security regulations and reporting.To provide a consistent environment in which to manage operations, network and applicationssecurity, from an end-to-end perspective.

Business needs

CASE STUDY: ETISALAT

Etisalat needed a strategic relationship with:

Advisors who could help them build their own in-house capability which was their first priority.Partners with specialised services who could enable them to gain market position quickly.Change agents who could transform the way they were perceived both internally and externally.

After an extensive evaluation of global security solutions providers, both Telcos and pure security companies, Etisalat partnered with Telefonica for the following reasons:

We already had a strategic partnership.We share a common interest in capturing and growing the security market opportunity. We are both Telcos and therefore share the same vision and understand the market landscape.

We know from experience how to implement the required processes and understand market requirements and the needs of customers.We offer flexibility at all levels, which is important when working with companies in different parts of the world.We are not competitors, as we work in different regional jurisdiction.

In order to assist them to build Managed Security and Cyber Security revenue streams, the scope included:

Consultancy to support the build of their commercial SOC.Help to define the SOC Operating Model.Deployment of a Multi-tenant SIEM. Implementation.Training in SOC processes and technical procedures.Training in Cyber Security services.

Why Telefonica?

CASE STUDY: ETISALAT

As a result of our partnership, in less than 12 months Etisalat were able to achieve the following successes:

CYBER SECURITY SERVICES:Implemented a successful go-to-market strategy to launch Cyber Security Services in just a few months, leveraging white-label technology.Executed multiple PoCs with high-profile customers, with one of them perceiving enough value in the proposal to be willing to pay for it.Implemented a paid pilot for a new customer.Secured the first win in a high profile customer that did not previously purchase cyber security services from Etisalat.

MANAGED SECURITY SERVICES:Implemented MSS SOC.Fully trained all the internal teams that support the end-to-end delivery of the security opportunities: sales, engineering, project management and operations.Adapted their existing Operating Model to match the new services catalogue and MSS SOC capabilities.Signed six Security OEMs as MSSP partners – Fortinet, Palo Alto, FireEye, AlienVault, Arbor,ZScaler & F5 is in progress.Signed their first MSS customer – Fortinet firewalls and AlienVault USM.Have multiple large MSS propositions in progress.

“Telefonica has played a vital role in setting up the blueprint for our Digital Security business, not only for the moment, but also from the future perspective. (…)Telefonica’s expertise in Cyber Security has ensured us to be up and running in a shorter time, now we can proudly say they are the only unique security services provider from cyber security perspective able to provide this service from this highly critical level (…)Telefonica has demonstrated unmatched flexibility in working with our cross-functional teams (…)We would like to continue this strategic journey with Telefonica in jointly monetising market opportunities and contribute to serving our other operating markets.”

Kamran Ahsan,Director/Security Services. Etisalat.

Results and benef its

CASE STUDY: ETISALAT

Take a look at our webinar to learn more about key cybersecurity trends from Forrester Research Inc. and Telefonica experts, and discover how we implemented Managed Security Services for Etisalat.

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