2018 Andean Managed Security Services Market Leadership Award€¦ · America after high-profile...

2018 Andean Managed Security ServicesMarket Leadership Award

2018EUROPEAN RFID TECHNOLOGY SOLUTIONS

COMPANY OF THE YEAR AWARD

2018

BEST PRACTICES RESEARCH

© Frost & Sullivan 2019 2 "We Accelerate Growth"

Contents

Background and Company Performance ........................................................................ 3

Industry Challenges .............................................................................................. 3

Market Leadership of Digiware ............................................................................... 4

Conclusion........................................................................................................... 6

Significance of Market Leadership ................................................................................. 7

Understanding Market Leadership................................................................................. 7

Key Performance Criteria ............................................................................................ 8

Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices ................................................................................................................... 9

The Intersection between 360-Degree Research and Best Practices Awards ..................... 10

Research Methodology ........................................................................................ 10

About Frost & Sullivan .............................................................................................. 10



Background and Company Performance

Industry Challenges

Across the world, cybercriminals and attackers are increasing the frequency and intensity

of attention devoted to Latin American targets. Cybersecurity services left as an

afterthought for too long are ascending the list of priorities for decision-makers in Latin

America after high-profile incidents in recent years. However, budget allocations and

workforce devoted to security struggle to keep pace with the threat landscape and

managed security service providers face an uphill task. Ransomware attacks (e.g.,

NOTPETYA, WANNACRY) hit Latin America in 2017, waking up many of the need for

proactive monitoring and collaboration, rather than merely reactive measures from a

single organization.

The market remains littered with enterprises lacking full visibility of the threat landscape,

and that are unwilling or unable to commit the budget to secure comprehensively and

protect against attacks. Vulnerabilities abound, but some organizations fear losing control

of data when outsourcing to third-parties or believe they can handle security sufficiently

in-house. However, the scarcity of the necessary highly-skilled workforce means they

compete with pure-play managed security services (MSS) for talent and research

resources.

The Latin America market for MSS remains varied in maturity, with Brazil and Mexico the

most significant portions but the Andean region is growing overall to near parity with

Mexico. While the economies of Peru and Colombia have exhibited strong economic growth

in recent years, spending on MSS has grown concurrently; Frost & Sullivan research

predicts revenue in the Andean Region will reach $226.2 million by 2022.1 Large

organizations are realizing, albeit slowly, that cybersecurity is a critical concern and must

increase frequently. This trend is also concurrent with digital transformation and

proliferation of connected people and devices as enterprises across industries, and

governments, redevelop their internal IT data environments and customer-facing

operations. Consequently, MSS providers (MSSPs) are enhancing security operations

centers and service agreements, but remaining up-to-date requires significant research

and development investments that not all participants can match.

MSS in the region usually focuses on monitoring and prevention only, with an increase in

providers helping to reduce the number of security breaches; however, few vendors

coordinate response and additional proactive and more complex value-added protection

measures. MSS providers differentiate by presenting more than basic monitoring and

structuring ongoing advanced threat intelligence, research detection, as well as

remediation and compliance services essential for the largest organizations. Rather than

only providing alerts, the most effective MSSPs will demonstrate the ability to deliver

services without interrupting business operations.

1 Managed Security Services Market in Latin America, Forecast to 2022: Overall Managed Security Services Revenue

to Reach More than 1 Billion in 2022, (Frost & Sullivan, May 2018).



MSS vendors can differentiate themselves by comprehensive services, as well as

delivering on service level agreements, demonstrating return on investment, and by

maintaining high credibility in the fast-changing environment. Security centers must

monitor and manage a client’s network in real time and proactively drive advanced threat

detection through analytics tools.

Market Leadership of Digiware

Previously recognized by Frost & Sullivan for growth strategy, customer service, and

market performance, Digiware continues to deliver the top of the line MSS from offices in

Santiago, Chile; Bogotá, Cali, and Medellín, Colombia; Guayaquil and Quito, Ecuador;

Lima Peru; and Miami, United States.

Flexibility to Meet Client Needs

In a fast changing and shifting landscape, Digiware stands out for the flexibility it exhibits

in capabilities and capacity to gear services to client specific business goals. Helping

clients achieve success without interrupting business processes unnecessarily, Digiware

implements solutions geared individually for a customer. Completing more than 1,000 new

implementations in the last 10 years, Digiware understands how to improve an

organization’s information security management through a 360 degree evaluation (from

multiple perspectives of information holders: i.e., managers, subordinates, and

colleagues). The company focuses on quality deployments over quantity, and the details

required by an organization’s particular situation. Building collaborative and fruitful

relationships with customers, Digiware constructs a customized process and pattern for

closing vulnerabilities and implementing forward-looking steps to guard against persistent

and emerging threats. Digiware delivers services at multiple layers: professional

consultative services, digital security solutions and fully managed security operations. The

company impresses Frost & Sullivan as a market leader because of its approach as a

bespoke boutique service provider.

Advanced Tools for Protection and Detection

The company developed its own proprietary tools leveraging artificial intelligence for

proactive and automated threat detection and alerts, known as “BRAINIAC” and

“SANDRA.” Digiware leverages the power and adaptability of artificial intelligence and

machine learning systems to predict, detect, analyze, respond and mitigate cyber-attacks

in real time. BRAINIAC is a neural networks system designed to use Big Data intelligence

to assess an organization’s normal behavior and networks. It predicts future digital

attacks and anomalies and proactively searches for risks to digital assets from inside and

outside. BRAINIAC is an advanced threat detection layer, alerting to new malware and

zero-day attacks.

The Sistema de Alertamiento y Notificatión de Respuesta Avanzada (SANDRA) automates

critical incident alerts to improve response times. Trained on massive amounts of data,

SANDRA acts as a conversational interface to notify customers (via text message and



calls) in real time about the impacts of an attack. The dual systems function together to

accelerate operational efficiency, proactive protection and response, as well as

communication with customers. Confidential, always available, and comprehensively

monitoring an organization’s systems, SANDRA and BRAINIAC work in concert to

supervise and diagnose threats and keep customers safe.

Best-of-Breed Technology and Operations

A vital component of the company’s philosophy is the commitment to investing in the

best-of-breed technology for each service and operation, and this includes Digiware’s

information security operations center (DigiSOC). With centers in Bogotá, Medellín, Lima,

and Miami, Digiware’s operations centers handle proactive monitoring, vulnerability and

detection security, cloud security, and exfiltration and response security. DigiSOCs

maintain security and continuously obtain information on the newest threat measures and

attack angles, gathering Big Data to prevent and respond to attacks effectively.

The company harnesses the best technology and a team of highly trained engineers,

carrying years of experience in information technology security and certifications from

advanced partner training programs. The in-house Computer Security Incident Response

Team (CSIRT) is the first to respond to cyber threats 24/7 and 365 days, in real time. The

CSIRT complies with standards for ISO 27001 and ISO 9001 for information security

management supporting infrastructure in tier 4 data center with redundant systems.

Moreover, Digiware maintains partnerships and alliances that enable it to call upon

extended capabilities and serve as a single point of contact for any cybersecurity need.

Partnerships with manufacturers and niche service providers worldwide allow Digiware to

focus on enterprise-grade customer needs while remaining astride the latest concerns.

The company holds alliances with various institutions to strengthen security, such as with

the Cloud Security Alliance, the Organization of American States, the government of

Colombia, Colombian Federation of Software (Fedesoft), and infrastructure partnerships

with Verizon and Amazon Web Services.

Engaging and Educating in the Market

Clients realize the imperative for cybersecurity, but questions abound as to how and

where to direct efforts and best practices. Digiware organizes its processes to demonstrate

best practices to customers and to train and impart an understanding of what is essential

in security operations. Digiware trains customers on the services and procedures, to get

the most out of a deployment. The company ensures that it delivers as promised, through

service level agreements that also provide greater flexibility for an organization’s decisions

makers. Moreover, Digiware also maintains a security resource intelligence (SRI)

platform—a single hub for the customer to read intelligence reports, based on real-time

data, about emerging threats and trends. The analysis in the SRI helps organizations

check vulnerabilities by a device, platform, and urgency level—so that executives can

make informed decisions about security needs. Essential for the security market,



Digiware’s commitment to answer customer’s queries and devise solutions to suit business

processes and environments ensures that managers and decision makers gain the most

value from managed security services.

A Leading Reference Point in the Market

Since its founding in 1996, Digiware has built a strong foundation within several of the

most prominent and significant institutions in multiple countries and continues to grow

through strong reputation and reliability. Digiware counts some of the largest financial

institutions in Latin America among its customers, from Colombia, Ecuador, and Peru. Able

to deliver best-of-breed security solutions at scale, Digiware ranks as the preferred

managed security provider by leading institutions in financial services, technology, and

government. The company experienced robust business growth in Peru and Colombia last

year and witnessed contracts doubling and tripling in size to meet operational needs. With

its current team of approximately 250 members across all offices, Digiware continues to

grow and is known as a reliable partner for enterprises implementing and upgrading their

digital environment.

Conclusion

As organizations face increasingly complex network operations and digital transformation,

they open themselves up to cybersecurity vulnerabilities and a rising tide of malicious

threats. As large and critical institutions have specific and complex needs, Digiware leads

the market as a bespoke boutique for managed security services. Flexible to an

organization’s business processes and environment, Digiware provides a portfolio of

consultative and fully managed security services and leverages proprietary artificial

intelligence technology for advanced threat detection and resolution. Digiware harnesses

best-of-breed technology and expert engineers in its Security Operations Centers in

Bogotá, Medellín, Lima, and Miami. As a leader in the market, Digiware leverages a

network of alliances with international partnerships, and maintains internationally

recognized certifications, to ensure it can provide anything a customer needs as a single

point of reference.

With its strong overall performance, Digiware earns Frost & Sullivan’s 2018 Market

Leadership Award for managed security services in the Andean Region.



Significance of Market Leadership

Ultimately, growth in any organization depends upon customers purchasing from a

company, and then making the decision to return time and again. Loyal customers

become brand advocates; brand advocates recruit new customers; the company grows;

and then it attains market leadership. To achieve and maintain market leadership, an

organization must strive to be best-in-class in three key areas: understanding demand,

nurturing the brand, and differentiating from the competition.

Understanding Market Leadership

Driving demand, strengthening the brand, and differentiating from the competition all play

a critical role in a company’s path to market leadership. This three-fold focus, however, is

only the beginning of the journey and must be complemented by an equally rigorous focus

on the customer experience. Best-practice organizations, therefore, commit to the

customer at each stage of the buying cycle and continue to nurture the relationship once

the customer has made a purchase. In this way, they build a loyal, ever-growing customer

base and methodically add to their market share over time.



Key Performance Criteria

For the Market Leadership Award, Frost & Sullivan Analysts focused on specific criteria to

determine the areas of performance excellence that led to the company’s leadership

position. The criteria considered include (although not limited to) the following:

Criterion Requirement

Growth Strategy Excellence Demonstrated ability to consistently identify, prioritize,

and pursue emerging growth opportunities

Implementation Excellence

Processes support the efficient and consistent

implementation of tactics designed to support the

strategy

Brand Strength The possession of a brand that is respected, recognized,

and remembered

Product Quality

The product or service receives high marks for

performance, functionality, and reliability at every stage

of the life cycle

Product Differentiation

The product or service has carved out a market niche,

whether based on price, quality, or uniqueness of

offering (or some combination of the three) that another

company cannot easily duplicate

Technology Leverage

Demonstrated commitment to incorporating leading-edge

technologies into product offerings, for greater product

performance and value

Price/Performance Value Products or services offer the best value for the price,

compared to similar offerings in the market

Customer Purchase Experience

Customers feel they are buying the most optimal solution

that addresses both their unique needs and their unique

constraints

Customer Ownership Experience

Customers are proud to own the company’s product or

service, and have a positive experience throughout the

life of the product or service

Customer Service Experience Customer service is accessible, fast, stress-free, and of

high quality



Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices

Frost & Sullivan Awards follow a 10-step process to evaluate Award candidates and assess

their fit with best practice criteria. The reputation and integrity of the Awards are based

on close adherence to this process.

STEP OBJECTIVE KEY ACTIVITIES OUTPUT

1 Monitor, target, and screen

Identify Award recipient candidates from around the globe

Conduct in-depth industry research

Identify emerging sectors Scan multiple geographies

Pipeline of candidates who potentially meet all best-practice criteria

2 Perform 360-degree research

Perform comprehensive, 360-degree research on all candidates in the pipeline

Interview thought leaders and industry practitioners

Assess candidates’ fit with best-practice criteria

Rank all candidates

Matrix positioning of all candidates’ performance relative to one another

3

Invite thought leadership in best practices

Perform in-depth examination of all candidates

Confirm best-practice criteria Examine eligibility of all

candidates Identify any information gaps

Detailed profiles of all ranked candidates

4

Initiate research director review

Conduct an unbiased evaluation of all candidate profiles

Brainstorm ranking options Invite multiple perspectives

on candidates’ performance Update candidate profiles

Final prioritization of all eligible candidates and companion best-practice positioning paper

5

Assemble panel of industry experts

Present findings to an expert panel of industry thought leaders

Share findings Strengthen cases for

candidate eligibility Prioritize candidates

Refined list of prioritized Award candidates

6

Conduct global industry review

Build consensus on Award candidates’ eligibility

Hold global team meeting to review all candidates

Pressure-test fit with criteria Confirm inclusion of all

eligible candidates

Final list of eligible Award candidates, representing success stories worldwide

7 Perform quality check

Develop official Award consideration materials

Perform final performance benchmarking activities

Write nominations Perform quality review

High-quality, accurate, and creative presentation of nominees’ successes

8

Reconnect with panel of industry experts

Finalize the selection of the best-practice Award recipient

Review analysis with panel Build consensus Select recipient

Decision on which company performs best against all best-practice criteria

9 Communicate recognition

Inform Award recipient of Award recognition

Present Award to the CEO Inspire the organization for

continued success Celebrate the recipient’s

performance

Announcement of Award and plan for how recipient can use the Award to enhance the brand

10 Take strategic action

Upon licensing, company is able to share Award news with stakeholders and customers

Coordinate media outreach Design a marketing plan Assess Award’s role in future

strategic planning

Widespread awareness of recipient’s Award status among investors, media personnel, and employees



The Intersection between 360-Degree Research and Best Practices Awards

Research Methodology

Frost & Sullivan’s 360-degree research

methodology represents the analytical

rigor of our research process. It offers a

360-degree-view of industry challenges,

trends, and issues by integrating all 7 of

Frost & Sullivan's research methodologies.

Too often companies make important

growth decisions based on a narrow

understanding of their environment,

leading to errors of both omission and

commission. Successful growth strategies

are founded on a thorough understanding

of market, technical, economic, financial,

customer, best practices, and demographic

analyses. The integration of these research

disciplines into the 360-degree research

methodology provides an evaluation

platform for benchmarking industry

participants and for identifying those performing at best-in-class levels.

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth

and achieve best-in-class positions in growth, innovation and leadership. The company's

Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined

research and best practice models to drive the generation, evaluation and implementation

of powerful growth strategies. Frost & Sullivan leverages more than 50 years of

experience in partnering with Global 1000 companies, emerging businesses, and the

investment community from 45 offices on six continents. To join our Growth Partnership,

please visit http://www.frost.com.

360-DEGREE RESEARCH: SEEING ORDER IN

THE CHAOS

http://www.frost.com/

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