Kyocera has launched a new specialist business operating from its UK headquarters in Reading. Michelle Ryder spoke to Chief Information & Strategy Officer Andrew Smith, about the new Kyocera Cyber brand which brings together Kyocera’s existing suite of security services, alongside a number of new offerings
Andrew Smith explained that in Europe and the UK, Kyocera is best-known for its expertise in print, however globally, the company is renowned for its innovation in technology. Setting the scene, he said that the acquisition of Annodata in 2016, was part of a global strategy to diversify Kyocera’s portfolio within its solutions business.
“Like many manufacturers in the print space, we recognised that we needed to diversify our portfolio. We did this in two areas – in software around workflow and document management and in managed services, again, like many other print manufacturers. But what is different is that we really focused on the value proposition around services rather than product-based IT sales,” he said.
Historically, Annodata delivered managed services to mid-tier and entry-level enterprise customers. Smith explained that from an IT perspective, Kyocera continued to do that, then about three years ago, started listening to the customer voice and in particular the fact that lots of customers didn’t know where to turn in terms of cyber security support.
“Managed service providers (MSPs) were starting to do a bit of security, and what we learned from the customer voice was that small companies were happy for MSPs to provide their security services, but bigger entities wanted to purchase from specialist companies that have invested in specialist resource to deliver cyber security. That’s when we created a dedicated business unit to focus purely on cyber security.
“Startups struggle with having the capability to deliver from day one, so two and a half years ago we started building that capability. We had some really strong customers that wanted to support us on that journey and we have now built something that we think is a key differentiator in the marketplace.”
Enterprise-grade architecture
Kyocera Cyber builds on the company’s established cyber security provision, which includes services such as managed endpoint detection and response (MDR), managed phishing defence and simulation, managed backup, disaster recovery and business continuity.
The company has invested from the ground up in enterprise-grade architecture to build an ultra- resilient, next-generation managed security operations centre (M-SOC) which will protect customers against new adversaries.
The dedicated service centre is staffed by 85 people and operates 24/7/365. Kyocera has invested further and now has dedicated pre-sales resources and professional services consultants that understand the cyber security marketplace. Notably, Kyocera, as a corporation globally, has outsourced its cyber security to Kyocera Cyber.
“We have over 20,000 Kyocera assets under support with us now and that’s growing. Having the backing and support of top management in Japan has enabled us to scale faster over the past two and a half years,” Smith explained.
AI-powered hyper automation
Kyocera Cyber has formed a collaboration with Torq, an innovative cyber security provider that delivers an AI-powered hyper automation platform for security operations teams.
The Torq autonomous AI platform integrates with Kyocera Cyber’s proprietary architecture to ensure richer security operations. Torq delivers highly effective and precise automated alert handling and response, ensuring maximum protection for Kyocera’s enterprise customers, and frees-up Kyocera’s security analysts to focus on proactive threat hunting and case escalations.
The AI-driven, hyper automated M-SOC covers all bases, from proactive defence through to incident management and recovery. Its remit includes monitoring, threat detection, incident response and vulnerability assessment, amongst a range of other responsibilities, with the goal of delivering a stronger security posture for customers.
Joining forces with Torq
Partnering with Kyocera Cyber means customers can choose what works best for them, whether that means fully outsourcing to its M-SOC, or adopting a blend of managed security services to extend their coverage.
Smith said: “Joining forces with Torq is key to this, as their platform helps ensure our proprietary architecture is best-equipped to offer peace of mind to customers.
“Over the past two and a half years, we listened to our customers who said that they didn’t want to buy a one-size- fits-all security bundle. We are able to customise our managed services to the customer’s business, we can build automation and utilise AI to deliver tailored security services to each customer, and that’s a key differentiator.”
Notably, with Torq’s AI-powered hyper automation, Kyocera has addressed the critical issue of what Smith describes as alert fatigue. He continued: “Managed security providers like Kyocera Cyber and internal IT departments receive an avalanche of alerts. For example, if a Kyocera employee travels abroad, they have to fill out a form to say they’re going to Amsterdam, for instance. Say their laptop pings in Belgium, because they chose to drive, a normal security service will generate loads of alerts.
“But by creating hyper automation, our desk and our platform can automatically interact with that individual without a single person touching it, confirm that it’s legit and they really are in that location, and suppress all of the alerts without it ever hitting our service operation.
A standard service operation would just block their account and that would create friction in the business.”
Added value for partners
Kyocera Cyber was built with its direct arm in mind. “However, since we launched the brand, we’ve seen an influx of requests from our indirect marketplace. In the print space, we manufacture print products. That’s why partners buy from us. But when we started doing IT services, the question was why buy IT services from a print manufacturer rather than vendors that are doing this at scale,” Smith continued.
“For IT resellers, MSPs or traditional print dealers, creating a cyber operation that is credible is out of their reach. Organisations don’t want to buy cyber services from companies that only scratch the surface; they want to work with certified specialists who live and breathe cyber security, providing valued insights and advice that is tailored to their business and risk profile. So, what’s unique about this, and why we think we’re getting so much noise from our indirect side, is that partners can sell this as Kyocera Cyber, they don’t have to re-brand or do anything, and they’re creating an additional revenue stream.
“The services can 100% taken indirect, but we perceive that they will be taken under our brand. And the reason for that is for the same reason we created the brand in the first place, is that customers want to buy from a reputable cyber security business.”
Cyber security services in demand
Kyocera Cyber has been launched to meet significant demand for bespoke, specialised cyber provision, at a time when companies are facing skills shortages, budget shortfalls and a need for 24/7 global coverage to guard against the latest threats. Companies are looking for services that go above and beyond established offerings, which often go no further than monitoring and reporting.
Smith explained that demand is coming mainly from the mid- market. “Even entry-level enterprise organisations are still struggling to build these teams internally themselves. We are a 24/7/365 operation and we have multiple languages on the desk, so it doesn’t matter where a customer is based, we can support them. In the past six weeks, our biggest wins have been in America.
“Kyocera Cyber is a distinct, forward- thinking brand with our own AI-powered, hyper automated next-generation managed SOC at its core, offering a holistic suite of services available under a single umbrella. These are led by expert teams that are separate from a customer’s business but also know the organisation’s inner workings.
“We’ve built this resource in one of the most expensive regions, but the level of expertise you can
get in the UK in cyber security is phenomenal. So, we’ve been able to automate the low-end skills and focus more on recruiting high-end cyber security expertise.”
In conclusion, Smith said: “Kyocera Cyber focuses on a tailored, comprehensive offering with an emphasis on managed security services and personalised, collaborative, value-driven relationships with customers. This ensures a powerful alternative to generic, one-size-fits-all cyber security provision. It’s been the fastest growing part of our business.”
www.kyoceradocumentsolutions.co.uk
