Jul/Aug 19 - ChannelVision Magazine

CV: Please talk about the sales opportunity at hand selling bot management services.Why should agents have bot management on their radar? RW: Bad bots constitute one of the gravest threats to websites, mobile applications and APIs owned by busi- nesses such as digital publishing, e- commerce, travel, classifieds portals, social media networks and others. Bots cause a range of business problems, such as account takeover, application DDoS, API abuse, web scraping, spam creation, skewed analytics and ad fraud. Bot traffic also leads to poor user experience from website slowdowns and outages, non-availability of inven- tory, breaches of personal data, dam- age to brand reputation and customer loyalty, as well as loss of revenue. Existing security solutions such as web application firewalls (WAFs) and rate-limiting systems cannot detect and block sophisticated bots that carry out “low and slow” attacks and constantly evolve to evade defense systems. Building and maintaining an adaptive, advanced bot-mitigation solution in-house is resource-intensive and beyond the capabilities of all but the largest companies. Leading analyst organizations such as Forrest- er Research and Gartner are increas- ingly focusing on the need for bot man- agement for companies, putting the onus on businesses to choose the best solution to fit their business needs. With so many new concepts and solutions to understand, navigat- ing these issues as a buyer can be a daunting task. This is often where buyers turn to their trusted agents for guidance. CV: Do you find that businesses are receptive to the idea of using bot management services? RW: There is sometimes an educa- tion process that occurs, and different organizations get there at their own pace. Let’s not forget that there are good bots that we all rely on every day. Examples of good bots include data indexing, content verification and even pricing services that users and busi- nesses alike rely on to find the best deal they can. Bad bots present a variety of differ- ent threats. Sometimes it’s a security threat like credential stuffing, which a security team would be interested in. Other companies face inventory manipulation, which concerns sales, product and finance teams. Still, other companies are concerned with appli- cation availability and resource deple- tion, which are often concerns of ap- plication and engineering teams. The point here is that it’s not one single department in an organization that is the buyer of bot management solutions. EMERGENT Critical/Very Source: IDG, Mase Traffic Analysis of E-c mmerce Portals Source: Radware Challenges Source: IDG, Mas Web Traffic Breakdown Source: Radware How accurately are you able to predict future channel program performance? 0 25 50 75 100 1.5% 83.9% 14.6% 25.1% 70.3% 4.6% 34.0% 58.6% 7.5% 0.8% 99.0% 0.3% 9.5% 86.0% 4.4% Home Page Category Pages Product Pages Login Pages Search Pages Good Bots Generic Humans Bad Bots Security Available feature Level control in Flexib Ability to cust features Your current IT staffi (level of ongoing su Existing relations Anticipa of i Concerns about Lack of int Traffic Analysis of E-commerce Portals Source: Radware Source: Cato Networks, March 2018 Web Traffic Breakdown Source: Radware 0 25 50 75 100 1.5% 83.9% 14.6% 25.1% 70.3% 4.6% 34.0% 58.6% 7.5% 0.8% 99.0% 0.3% 9.5% 86.0% 4.4% Home Page Category Pages Product Pages Login Pages Search Pages Good Bots Generic Humans Bad Bots 14 Channel Vision | July - August, 2019