Cybersecurity in Growing Markets: The CIO's Guide to Vendor Selection

Industry research shows that the growth rate of the information security market in emerging markets remains below projected values, averaging 20-25% per year. Experts cite the lack of local solutions as one of the reasons, which complicates budgeting and the implementation of new systems. Nevertheless, against the background of digital transformation, cybersecurity issues are becoming a priority for businesses. This is especially true in Asia, Latin America, the Middle East, and Africa, where companies simultaneously face rapid growth and particular risks. In such circumstances, choosing a reliable cybersecurity provider is a strategic success factor.

New approaches and new players

Historically, large corporations have relied on reliable partners in the form of well-known brands such as Cisco, IBM and Symantec. However, today more and more organizations in Asia, MENA and LatAM are looking for local or regional solutions, as well as actively testing the offers of young companies. These new players often benefit from innovative technologies, flexibility, and focus on specific business needs. A strategy based solely on large international vendors is losing its effectiveness: slow update cycles and high cost of ownership make it difficult for businesses to adapt quickly. Therefore, CIOs are increasingly forming hybrid portfolios, combining proven global platforms with innovative regional and niche products.

Vendor selection Criteria

When evaluating a CIO provider, it is worth considering:

• Expertise and knowledge of the specifics of a particular region.
• Compliance of the solution with industry requirements.
• Experience in implementing similar projects. The quality and availability of technical support (especially in the local area of presence).
• Financial stability and development strategy.

For example, fraud prevention is critical for the financial sector in LatAM, while compliance with personal data processing requirements is critical in MENA countries.

Minimizing risks

Emerging markets offer great opportunities, but they also increase the likelihood of disruption. The main risks when choosing a supplier:

• Lack of experience among local players.
• Limited international certification.
• Financial instability of the supplier.

To reduce risks, companies combine solutions: global vendors + local players, as well as conduct pilot tests and independent audits.

Reputation and trust

The reputation and transparency of the supplier is of particular importance. The CIOs recommend studying reviews in professional communities, regional ratings, and cases of successful implementations. It is also important to have international awards and be active in professional associations.

Read more materials on this topic in Compass CIO

Regulation and local norms

Each country has its own data protection requirements. For example, GDPR in Europe, LGPD in Brazil, or local laws in Asian and African countries. When choosing a supplier, it is worth making sure that the solutions meet both global and national standards.

Technical support and service level

Effective solutions in the field of information security involve constant support and maintenance. Special attention should be paid to the quality of technical support. The supplier must have a competent technical support service that is ready to promptly solve problems and respond to emergencies. Check the qualification level of technical support specialists. In emergency situations, the speed of response becomes crucial. Professionalism is confirmed by the supplier's willingness to promptly join the investigation of incidents, promptly eliminating the causes of failures and offering recommendations to improve the stability of the system.

Compatibility and integration with the existing system

Before choosing a solution, make sure that it is compatible with your current equipment and applicable technologies. Inconsistencies can lead to high costs for revision and complicate the operation process. The system should be easily integrated with the company's existing infrastructure, avoiding significant financial investments and reducing the risk of failure of current processes. The absence of technical collisions significantly simplifies the launch and further use of the new tool.

Price and total cost of ownership

The cost of the purchased product and the operating costs have a significant impact on the decision. Nevertheless, price should not be the only determining factor. It is necessary to take into account the costs of installation, training, software and hardware upgrades, as well as equipment maintenance. Sometimes a more expensive system turns out to be financially profitable due to its high functional qualities and stable operation. Low-cost solutions may have hidden disadvantages that make it difficult to integrate into work processes. To fully understand the economic consequences, it is advisable to carry out a detailed calculation of the total Cost of ownership (TCO). It is recommended to carefully study the overall cost indicators: in addition to the initial investment, subsequent maintenance, staff training and infrastructure support are taken into account. Some suppliers meet customers halfway by offering subscription payment models or equipment rentals that reduce initial investments.

Flexibility and scalability

When choosing an information security solution provider, it is necessary to take into account the size and organizational structure of the company. Small organizations can use simple and affordable solutions, while large structures require comprehensive systems to ensure the security of their branch network and business units. The ability to expand the solutions used is extremely important, since an organization must have the potential to grow without completely changing information security tools. The system should allow for increased functionality and adapt to changes in the business process.

Conclusion

For CIOs in emerging markets, choosing a cybersecurity provider is not just a technology purchase, but a strategic decision that affects the sustainability of the company. A universal approach is a combination of global standards and local features that allows you to build protection systems that meet both international requirements and regional realities.