Technology Reseller v42

technologyreseller.co.uk 25 Q&A With Clare Loveridge, Vice President and General Manager EMEA at Arctic Wolf Q&A Technology Reseller (TR): Please could you tell readers a little more about Arctic Wolf and where it fits into the overall security market. Clare Loveridge (CL): Security is a really hot topic right now, and one reason for that is that there are so many security products on the market, but they are not keeping the bad actors out. Arctic Wolf has a slightly different way of doing things. All our marketing says we offer the industry’s only solution that spans the complete security operations framework. As we look at the market, we see a lot of MDR providers, we see a lot of MSSPs and we see an awful lot of security tools. Our security operations framework includes many of those – and more. We cover MDR, which was the basis of our framework – the company started in 2012 and we launched MDR in 2014. We also have Managed Risk, Managed Cloud Monitoring and the recently launched Managed Security Awareness, all of which are delivered by a specialist concierge security team. For me, the concierge security team is one of the keys to what we do. Each organisation will have a concierge security team linked to them – two named individuals that are aligned to their business. These two individuals work as an extension of the customer’s internal security team to provide 24x7 monitoring, detection and response, as well as ongoing risk management and cloud monitoring. We are not just looking at a tool that will report on certain alerts. We are looking to cover the entire security posture. In addition to that, and this is another key point, we don’t expect organisations to rip and replace all the tools they already have, like firewalls and IDS (intrusion detection systems). We actually use those tools and the alerts they generate and ingest them into our platform, because that gives us so much information about what’s going on in the network, what’s going on in the infrastructure and allows us to give that full security coverage for the organisation. TR: Who are your customers and do they typically have an in-house IT department? CL: We have customers that span from very small to very large enterprises, but the bulk of the business we have done since our inception in North America is in the 300 to 3,000 user space, and not all of these will have an in-house IT capability. What we find is that even if they do, because of all the tools organisations are using, they often experience ‘alert fatigue’. The general stat that we see – and this is a global stat – is that 40% of organisations receive 10,000 alerts per day. To be able Earlier this summer, fast growing security operations company Arctic Wolf opened a new phase in its international expansion with the establishment of a European HQ in the UK and the recruitment of Clare Loveridge as Vice President and General Manager EMEA to drive growth across the region. Loveridge has more than 20 years’ experience in sales and channel roles at companies like Data Domain and Nimble Storage where, as EMEA Channel Director, she helped grow Nimble’s business across EMEA. This experience will prove invaluable as she builds Arctic Wolf’s partner network and adds to the company’s existing 650-strong global partner base. Arctic Wolf has a channel-only go- to-market model for its cloud-native platform, which spans the complete operations framework, including Managed Detection and Response, Managed Risk, Managed Cloud Monitoring and Managed Security Awareness – all backed by a personal concierge service that guides each customer through their security journey. The company’s move into EMEA comes after a doubling of North American sales and a $200 million Series E financing round in October 2020, followed by an additional $150 million Series F financing round in July, which gave Arctic Wolf a valuation of $4.3 billion. Technology Reseller spoke to Clare Loveridge to find out more about the company, its customers and its channel proposition. Continued... Clare Loveridge