Exclusive Networks is a global cybersecurity specialist which hopes to help create a totally trusted digital world. Last year, it launched the Exclusive Academy, a global three-year cybersecurity training programme to train the next generation of cyber talent. The company realised that only 15% of cybersecurity professionals in the world attained their position through cybersecurity training and decided to take action to address this. Jesper Trolle, Chief Executive Officer, Exclusive Networks, tells Intelligent CXO more about the academy, the fight against cybercrime and the company’s aims for the year ahead.
Tell me more about Exclusive Networks – when did it start and what does it offer customers?
Founded in 2003, Exclusive Networks is a global cybersecurity specialist with a mission to enable the transition to a totally trusted digital world. We occupy a unique position at the heart of a complex cybersecurity ecosystem, acting as a specialist link between manufacturers of cybersecurity solutions and customers in different industries who need to defend themselves from data breaches. Acting as the interface between vendors and channel partners has enabled us to be the catalyst for their growth: scaling reach, accelerating go-to-market momentum and driving real business value.
Our deep cybersecurity expertise – we have a 1:2 ratio of technical engineers to sales – enables us to understand the technical capabilities of the vendors we work with, as well as those of the customer base served by our partners. With our unique ‘local sale, global scale’ model, our partners can have a global reach through a single point of contact, as well as local expertise for each market’s needs.
How has the business grown over the past few years?
Our business has transitioned from a small private company to a global cybersecurity specialist. We now service more than 23,500 partners, have over 260 vendors in our best-in-class portfolio, have offices in over 45 countries and deliver services to customers in over 170 countries.
September 2021 was a milestone moment for us as we successfully listed on Euronext Paris, securing a valuation of €1.8 billion. This was a natural step in our evolution, giving us the opportunity to extend our international reach, expand our services offering and add value to our existing customer and vendor relationships.
We have also accelerated our mergers and acquisitions (M&A) strategy to add new capabilities and geographies, completing 18 acquisitions over the last 10 years with the likes of Ignition Technology, Nuaware and Veracomp. This strategy has stimulated our growth and increased our market share.
Can you tell me more about The Exclusive Academy and what it offers?
In response to the global cyberskills and talent shortage, in October 2022 we launched Exclusive Academy, a global three-year cybersecurity training programme to train the next-generation of cyber talent. Each year, 20 participants will receive practical hands-on-experience, as well as theoretical training from highly qualified and operational cyber experts, resulting in high-level qualifications. We realised that only 15% of cybersecurity professionals in the world attained their position through cybersecurity training and decided to take action to address this.
How can organisations tackle the digital skills gap?
To date, we’ve left education to our governments and educators, but I see an opportunity for companies to get involved, as they know the skills they need and are adept at innovating. Additionally, companies need to equip existing staff with the tools to develop and expand their capabilities, i.e. offering training and skills programmes in areas such as data science and AI. Tapping into talent outside of the usual recruitment pools is another way of tackling the deficit, for example hiring people without a college education or from minority groups drives innovation and results.
Does there need to be international collaboration in the fight against cybercrime?
Powerfully, we’ve managed to move from an IT stronghold to a more business-oriented environment, partnering with the likes of the International Chamber of Commerce (ICC) and the Cybersecurity Coalition Belgium to address cybersecurity challenges in the industry and share our expertise with a wider audience.
Yes, given the transnational nature of cybercrime, effective combatting and investigating requires international co-operation between countries. And this high-level of co-operation needs public/private partnerships, as the private sector is responsible for developing cybersecurity products, while the public sector accounts for the national interest. This high-level of co-operation will meet current and growing needs and establish innovative ways to overcome barriers.
What trends will there be in the cybersecurity landscape in 2023?
With projections that a ransomware attack will happen every two seconds by 2031, rising geopolitical tensions and a cyberskills and talent shortage – in 2023 we expect investment in cybersecurity to remain a top priority for CIOs. Another prediction is that ChatGPT will increasingly pose a security threat, given that it will make crafting phishing emails easier and put sensitive queries in the chatbot at risk. Finally, we will see the role of AI in cybersecurity increase. The technology’s ability to provide rapid insights and reduce response times – will be leveraged by more businesses globally.
What has your career path looked like so far?
Since starting out in Denmark building a successful reseller and distribution business, I’ve amassed over three decades of executive experience and worked around the world at the head of multi-billion-dollar Value Added organisations. I was President of the Americas for Arrow ECS prior to joining Exclusive and also hold an MBA from the Henley Business School.
What kind of leader are you?
I am an authentic and adaptable leader, meaning I am open and straightforward with all of my employees/colleagues. I want them to bring their full selves to work, to an inclusive environment that supports both open expression but also upholds the company’s values/culture of collaboration, teamwork and accountability. I like to ensure our business is flexible to support the unique needs of all our employees.
What are Exclusive Networks’ aims for the year ahead?
In 2023, we want to take advantage of an estimated US$80 billion addressable market opportunity. And we are confident we will, due to our unique positioning with vendors and partners which will enable us to drive sustainable and profitable growth. We will also continue expanding into new geographies with our vendors, evolving our vendor portfolio and offering the widest range of services from business intelligence to partner education. Last but not least, we will continue investing heavily in nurturing and developing our people across all aspects of our business.
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