#Bakotalks: WatchGuard’s strategy for growth in Poland through strong partnership

As WatchGuard Technologies continues to strengthen its presence in Poland, the company’s approach to cybersecurity is evolving to meet the unique challenges of this dynamic market. In a recent interview with Michael Haas, Regional Vice President, Central Europe, he provided an in-depth look at the company’s current strategies and future ambitions. The discussion highlighted the crucial role of partnerships, particularly with Bakotech, in driving success and how WatchGuard is adapting its business models to respond to the growing demand for Managed Security Service Providers (MSSPs). Haas also shared insights on how market feedback is shaping WatchGuard’s product development, paving the way for future growth in the CEE region.

Reflecting on a successful partnership

We have been distributing WatchGuard solutions for 9 years now. How do you view the cooperation so far from your perspective?

I clearly remember a few calls and meetings I had with Krzysztof Hałgas 9 years ago. He sold me the idea of Bakotech as a true Value Add Distributor. As we all know, he was successful and convinced me to start a partnership. At WatchGuard, we need highly committed distribution and reseller partners to represent us in countries where we don’t have local representatives. We strongly believe that VADs like Bakotech, with a highly committed and well-trained team, are the right way to do business all over the world. Bakotech has proven to be a very reliable partner, and together we have been able to achieve a lot in these 9 years.

The unique strengths of WatchGuard’s Endpoint Protector solutions in Poland

Let's focus on WatchGuard's Endpoint Protector solutions in Poland. What sets them apart from the current competition?

In 2015, we were the first provider to rely entirely on cloud-based defense technologies. That decision brought us a lot of headwind at the time, but looking back, it gave us a lead that we still maintain today. Now, we no longer see endpoint security as a standalone solution. Attacks have become far too complex, so we need to fend them off holistically and automatically. Endpoint security is now an essential part of our XDR solution and becomes even more effective when combined with network security and identity management.

Opportunities for WatchGuard's Managed Detection and Response Service in Poland

What business opportunity do you see for the development of WatchGuard's Managed Detection and Response Service in Poland?

For many years, IT security was about eliminating existing problems. However, attack patterns have radically changed, and traditional models, such as comparison with known viruses, are of little use. Today, methods and technologies for breaking into a company are almost exclusively individualized. Our approach is based on a combination of zero trust application, where every executable system is first checked before it can start on a computer. This may sound simple, but for years, people have waited until something was executed before recognizing it. By combining zero trust application with a proactive search for vulnerabilities, we offer a very strong solution that has been available as a standard product at WatchGuard for many years. Our new MDR offering builds on this by complementing it with technology that sometimes looks far back into the past to identify current anomalies and vulnerabilities. We also rely on a large team in our Security Operation Center (SOC), which proactively identifies vulnerabilities. This MDR service is something we can offer our sales partners to supplement their own offerings, allowing a managed service provider to become a professional and profitable service provider without major investments in its own SOC.

The Impact of the MSSP business model on WatchGuard's Roadmaps

How do the growing interest in the MSSP business model and the opinions of current clients, users, and MSPs influence the shaping of your solution roadmaps, and what actions are you taking to accelerate this trend, considering the importance of market feedback?

There is a shortage of skilled workers in many countries around the world, and I have been active in Poland for more than 15 years. During this entire time, the development in Poland has been very similar to that in other industrialized nations. Creating synergies through the division of labor has been around for centuries, and Managed Services is exactly that—a Managed Services Provider uses its specialist knowledge and staff to take on work that a user cannot carry out. This division of labor concentrates specialist knowledge at the service provider and allows users to focus on their actual tasks. Often, a service provider's offer is implemented via monthly billing. At this point, it is only logical that we, as a manufacturer, especially in our partnership with Bakotech, do not prescribe a specific billing model but rather give all partners—and thus also the managed service providers—the flexibility to choose the products they purchase according to their business model, not the other way around. The limitations and requirements of users in Poland are no different from those in other industrialized countries, and therefore, we see this as a market with the greatest growth potential. At WatchGuard, we often talk about our partners being the real customers. Products, services, and functions are always developed with the service provider in mind.

Identifying the Greatest Business Opportunities

In which product line do you currently see the greatest business opportunity?

With every individual solution, we face tough competition from a variety of competitors. However, we are not afraid of this competition because we have excellent technologies to offer. When good individual solutions merge into a holistic solution, the market becomes clearer, and we feel particularly well positioned. Users who recognize the advantage of automated detection and defense receive more security with fewer resources. That is precisely the market we are focusing on, and it is where we see the greatest potential in Poland.

Future Plans for the CEE Market

What are your plans regarding the development of the CEE market over the next two years?

As in Poland, the market for MSPs, or rather Managed Security Service Providers, is growing rapidly throughout CEE. I would like to use the technological progress we have and the business models adapted to MSSPs to become number one in IT security in this market segment. Interestingly, this goal aligns perfectly with the plans and offerings from Bakotech. It turns out that Krzysztof and I made a good decision 9 years ago, and the shared outlook is very positive.

WatchGuard continues to be a leader in cybersecurity innovation, harnessing cutting-edge technology and comprehensive strategies to protect organizations from increasingly complex threats. With a strong focus on strategic partnerships, particularly in key markets like Poland and the broader CEE region, WatchGuard is well-positioned to drive growth and adapt to the evolving needs of the industry. Their dedication to continuous improvement, market-specific solutions, and collaboration with trusted partners like Bakotech ensures they remain a reliable and formidable force in the digital security landscape. As the cybersecurity challenges of tomorrow emerge, WatchGuard is committed to staying ahead, providing robust and adaptable solutions to safeguard businesses worldwide.