Exclusive: SonicWall VP outlines cybersecurity evolution and future plans

SonicWall is currently evolving its cybersecurity offerings, by moving from a product-focused company to a platform-driven organisation that integrates solutions and services.

According to Debasish Mukherjee, Vice President of Sales for Asia-Pacific and Japan (APJ), SonicWall is striving to bridge critical gaps in cybersecurity through innovation, partnerships, and acquisitions.

The company currently has over 1,600 employees spread across the globe.

SonicWall, Mukherjee explained, is no stranger to the cybersecurity space.

"We've been in this business for over 34 years, and most people know us as a firewall vendor," he said.

"But today, we're much more than that. SonicWall is a cybersecurity platform player capable of solving business problems across networks, the cloud, and security."

A Broader Focus on Customers and Partners
Mukherjee emphasised that SonicWall's priority lies in addressing customer pain points, particularly the confusion caused by an increasingly complex cybersecurity landscape.

"Customers are dealing with sophisticated attacks every day," he explained. "They're unsure about where to invest and whether their investments will truly keep them safe. That's the challenge we're solving."

He pointed out that SonicWall's partnerships play a crucial role in this mission. "We're a 100% channel company," Mukherjee said. "Everything we offer, whether it's network security, cloud security, or managed security, is delivered through our partners. These partners are instrumental in helping us address customer challenges."

This collaborative approach allows SonicWall to remain agile and adaptable across diverse regions. "APJ is a dynamic market," Mukherjee added.

"Every day is different – different languages, different time zones. My role is to ensure we stay relevant for our customers and partners by thinking beyond the mundane sales job and exploring innovative solutions."

Recent Acquisitions Drive Innovation
One of the ways SonicWall is staying ahead in the competitive cybersecurity industry is through strategic acquisitions.

Mukherjee highlighted three major purchases made last year, all aimed at enhancing the company's offerings:

• CloudEdge Security: Addressing cloud security gaps.
• Banyan Technologies: Strengthening solutions for managed services.
• TrapMINE: Focusing on endpoint security.

"These acquisitions have been game-changers for us," Mukherjee said. "They enable us to offer a complete cybersecurity solution to our customers while positioning us strongly for the future."

Leveraging AI for a Competitive Edge
Artificial intelligence has been integral to SonicWall's operations for years, Mukherjee revealed.

"We've been using AI for threat detection and prevention because it's impossible for humans to analyse the volume of attacks happening every second," he said.

Recently, the company has expanded its use of AI to enhance customer experience.

"For example, in regions where English isn't spoken, we're using AI-powered chatbots to support customers in their native languages," Mukherjee explained.

"We're also leveraging generative AI to identify potential configuration gaps and improve patch management."

SonicWall's Unique Selling Proposition
When asked about what sets SonicWall apart from its competitors, Mukherjee didn't hesitate. "Most vendors offer standalone products, but we're delivering a platform," he said.

This platform approach allows SonicWall customers to manage and monitor their cybersecurity needs from a single pane of glass. Moreover, SonicWall offers its platform as a managed service, a unique offering in the market.

"We're vendor-agnostic," Mukherjee explained. "That means we don't ask customers to replace their existing infrastructure. Instead, we integrate and manage their current investments while offering SonicWall solutions. This flexibility is a key differentiator."

Addressing Universal Customer Challenges
Mukherjee believes that customer challenges are largely universal, regardless of geography or industry. "The biggest question customers ask is, 'Am I safe?'" he said.

With more than 5,500 cybersecurity vendors worldwide, choosing the right products can be overwhelming.

"Even if they invest in multiple products, customers often still experience ransomware attacks or other breaches," Mukherjee noted.

SonicWall addresses this by offering an ecosystem of integrated products and services, supported by 24/7 management.

"Cybersecurity is no longer just about products," Mukherjee said. "It's about how you use them, and having someone to support you around the clock."

A Legacy of Growth
Mukherjee has been with SonicWall for 12 years, serving as VP for APJ sales for the past five. Reflecting on his tenure, he described significant growth across the region.

"We've seen double-digit growth, which is rare in the cybersecurity industry," he said.

"Some countries have performed exceptionally well, while others are catching up, but overall, it's been a great journey."

What's Next for SonicWall?
Looking to the future, Mukherjee is optimistic about SonicWall's direction.

He envisions further advancements in platform-based solutions and continued investment in managed services.

Mukherjee highlighted SonicWall's commitment to solving customer challenges.

"Cybersecurity is complex, but with the right tools and support, we can simplify it," he said. "That's what SonicWall is here to do."