HANDD Business Review: What’s New For 2015?


 With 43% revenue growth during 2014, Christmas is a time for happy reflection. I want to offer a huge thanks to our very loyal and growing customer base, our vendors both old and new, and to the dedicated and professional staff that make up HANDD Business Solutions across Europe and Asia.

There have been many things to be proud of this year; we have successfully delivered services across 23 countries to over 500 customers with over 47 brand new customers across all vertical markets including financial services, transport, manufacturing, public sector and many more.  In addition to our strong legacy and continued growth in Managed File Transfer we have delivered many Data Centric Security Projects including Email Encryption, Data Classification, DLP and Data Management which underpins our vision of being the Worlds Partner for Securing the Journey of your Data.

For our customers, we are a services company first and this is reflected in the fact that over 52% of our revenues are derived from a mixture of Managed Services, Support, Consultancy and Professional Services.

For our vendors, we remain a safe pair of hands, significantly growing their revenues but also providing a full consultancy, integration, training and support function across their product range which enables them to add continued value to their customer base through world class R&D.

The last word on the year must go to our investments internally – it is vitally important that we not only talk about our business values; Performance Matters, Complete Ownership, Expertise and People Centric but that we continue to invest in the people, processes and systems that continue to make them a reality and 2014 really has been a year of investment which will continue into 2015.

All this build up to Christmas and just a week later we will be singing Auld Lang Syne and welcoming in a New Year, I love Christmas and I love the hope a New Year brings. I am particularly looking forward to 2015 for HANDD.

2015 is not so much ‘out with the old and in with the new’, it is rather about more of the old and embracing the new with new staff, new customers, new suppliers and new markets.

As a business region Asia for us is not new but under the leadership of Chris Farrelly, head of Global Sales and Raymond Lim, Regional Manager for Asia, business continues to grow from strength to strength.  Raymond started with us midway through 2014 and I look forward with interest to seeing great results from him and his team in his first full year.

In the UK and Europe, over the past 12 months we have invested heavily in Account Management and Technical Account Management to ensure we continue to be relevant and add value to our customers and channel partners. We will continue to add to this aggressively over the next 12 months with the addition of a number of additional staff.

To facilitate this, we have also put in place a portfolio management role. The objective of this role is to continue to review our existing supplier portfolio, and keep close to customers, analysts and vendors to identify relevant partners which we should be putting in through due diligence with a view to adding them to our portfolio. This initiative has already borne fruit during 2014 with the addition of Boldon James, Watchful, Nlyte, iSheriff and Watchdox.

Some people say that Christmas is all about advertising and marketing and it is certainly true that marketers capitalise on our propensity to spend at this time of year, but it is the role of marketing to tell people the good things that companies are doing, and so it is for us. With our focus on our clients and internal structure and staffing to support our growth we have been a bit remiss in telling people about it. So to address this we have brought on a very experienced Marketing Director in Marie O’Callaghan, I sincerely hope you will all be hearing from us soon.

Before I get back to my mince pies and coffee, it remains my role to thank you all for your support in 2014 and wish you a very Merry Christmas and Happy New Year.

Many thanks

Ian Davin

Chris Thacker of Globalscape talks about the benefits of Managed File Transfer

Education Matters – By Chris Thacker

At times, when engaging with a potential client, the person leading the project may not fully understand what they are trying to accomplish. For example, he or she may be new to the “secure file transfer world” and may have had a data project dumped in their lap at the last minute. Perhaps a failed audit triggered a need, or perhaps it’s the common issue that the in-house “home grown” SFTP system has become unwieldy and impossible to manage. This is where a good consultant can provide value and potentially help the client shape their requirements. A few years back when I asked the question, “Have you heard of managed file transfer, or MFT?” the answer was more often no, than yes. Even today, it’s about 50/50 with yes/no on that question.

Before you can evaluate a managed file transfer product thoroughly, you have to understand what managed file transfer is and what it does. Wikipedia has a fairly good definition, “software or a service that manages the secure transfer of data from one computer to another through a network,” and numerous vendor whitepapers and analyst reports are also available.

Like anything you are planning to buy, the purchase process often becomes an educational experience all of its own. By understanding what MFT is, and the benefits it can provide, you start to build a real business case along with detailed requirements matching your business needs. You realise there’s more to think about than just securing the data, such as integrating with other existing systems, a key factor when looking at MFT products. How easy is it going to be to integrate and communicate with other systems?

After listening to a prospective client and understanding where they are coming from, I’ve always taken the approach to help educate MFT newbies before touting features and benefits of Globalscape’s MFT products. As the old saying goes, knowledge is power. Even if you are working on a “small point project,” what is often realised through education is that a point project can grow. This helps an educated buyer choose a product that can scale up as file transfer requirements expand. Buying the right tool upfront that can be expanded is many times easier than ripping an existing one out and replacing it.

Globalscape and HANDD share similar philosophies when it comes to helping buyers choose the right product, offering the trusted advisor approach. Even if you are a seasoned MFT expert, you’ll want someone who will help you understand and guide you through what’s available on the market. To learn more about the benefits of managed file transfer and how Globalscape and HANDD can help, register for our upcoming webinar here.

Chris Thacker Headshot


Chris Thacker is International Sales Manager with Globalscape Software and has been around managed file transfer for 10+ years.


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Secure, Protect and Control Your Data At All Times, Wherever It Is – Seminar, Tower of London, 18th Sept 20140

I would like to invite you to this exclusive free event at the prestigious and historic HM Tower of London.

Secure, Protect & Control Your Data At All Times, Wherever It Is, on Thursday 18th September 2014. … Read more →

HANDD Presents a Data Security Event for Telco Organisations0

We’d like to invite you to an exclusive, free telco data encryption and management seminar at Madjeski Stadium, Reading on 16th September 2014.

You will hear from industry experts, ready to share their knowledge and expertise in the ever changing world of data security, this thought provoking seminar focuses on 2 key areas, specifically for telco organisations. … Read more →

The Future of Data Security – Can You Afford to Trust Anyone?0

In a recent report by Forrester Research titled ‘The Future of Data Security’, we learn that Security & Risk professionals should seriously be considering adopting a ‘zero trust’ security model.

That’s all well and good but at HANDD we have seen many large companies repeating the same old mistakes when adopting a zero trust approach. … Read more →

Preventing Data Leakage With Boldon James Classifier0

Depending on your preferred source for technology statistics there is one undeniable fact that during the first half of 2014 over 300 million records were lost in data breaches.  Based on a report issued by SafeNet this figure represents an increase in excess of 250% on the same time period in 2013. It is very clear that the problems caused by data mismanagement are getting worse.

Up until now it has been the reputational damage that has seen global enterprises spring into action following minimal fines for data breaches which serve as a mere slap on the wrist. PR departments have, up until now, been able to smooth over any reputational damage caused by data breaches. But with new EU legislation set to come into force, Firms that break the rules could now face fines of up to €100 million, or up to 5pc of their annual worldwide turnover, whichever is greater.  This fact is likely to see Data Leakage Prevention moving up the agenda of companies across the EU and put vendors like Boldon James on the lips of every CISO on the continent.

Where is it all going wrong for companies struggling to keep up with the increasing pressure being placed on them? Why are so many companies still failing to get it right and in some cases going backwards?

Danny Maher, the lead Data Classification expert at HANDD Business Solutions, tells us where he suspects the problems lie and how they can be addressed.

“In the past, companies have only been interested in traditional perimeter security and ring fencing their existing infrastructure to limit the risk of data leakage. At HANDD we have learnt this is not necessarily the best approach to securing the journey of your data.  It’s alright in locking data down and blocking access to it but what if we don’t really know what that data is? Preventing users from conducting required business processes impacts on productivity and business efficiency. Not only that, but when you consider the most important asset to any company, it’s people, are unsure of company policy and what is required of them when handling specific content it is easy to see how companies can run into problems.”

But how can we be sure that we are handling content in the correct way if we really have no idea what the content or context of that content is? How can we streamline business processes to not only ensure data is being handled in the correct manner but, more importantly, we are using solutions that do not impact on common business practices? 

The answer is simple says Danny, “Boldon James Classifier.  Using Boldon James Classifier and its user-friendly, single Administration Interface it is simple to deploy a classification security policy that not only raises awareness among your end users but brings them into line with your company data security policy without impacting on their daily duties.  By placing a key identifier into metadata or x-headers we can automatically leverage downstream technologies such as McAfee, Symantec, PGP Encryption, Document Storage and Archiving solutions as part of a wider DLP strategy to combat data leakage.”

It shouldn’t be the IT Administrators who are responsible for classifying your data.

“Who is best placed to know what the content of that data is? IT? Management? Business Leaders? No, data owners, the person who creates a document or composes an email are the ones most likely to understand how valuable that data is to the company. Boldon James Classifier empowers your users to select a classification label and apply it to a document or an email with one simple click.  Behind that classification tag sits a range of policies and rules that control the flow of that data.  Automatic rules can be triggered based on content, key words, regular expressions, recipient clearance and classification labels etc.  Visual labels such as headers, footers and watermarks can be automatically applied to content to educate the users as to their responsibilities when handling that data.”

That is all very well applying labels and rules to data but where Boldon James Classifier really starts to prove its worth is when used to add value to your existing DLP architecture.

“The problems with DLP solutions are that they can be overworked and clunky by having to scan content, recipients, strings of text, document properties and then aggregating that information on the fly, creating many false positives.  With the placement of a single key identifier into that data by Boldon James DLP solutions now only have to look in one place to apply a policy efficiently which drastically reduces demands on infrastructure.  Encryption can be automatically applied based upon the classification label. Storage & Archiving policies can also be triggered by reading the classification tag. Thanks to a single x-header automatically placed into a message by Boldon James Classifier, this entire process is made simple.”

Part of the problem behind Data Leakage lies in the fact that content of legacy data is rarely known or understood.  Data is growing exponentially and expensive storage costs keep on going up as a result.  How do we combat these two problems?

Danny Maher says “Varonis Datadvantage is a metadata framework that allows companies to discover content, apply context to that content as well as offering a bi-directional view of who has access, who has been accessing and who could potentially access your data.

Coupling a solution such as Boldon James Classifier, which places that key identifier into a documents metadata, with Varonis Datadvantage you start to create a bigger picture of what type of content users have accessed or could have access to. These first steps are integral to the process of securing the journey of your data”.

Datadvantage can discover the metadata placed into documents by Boldon James Classifier and automatically move that content onto cheaper storage if it is deemed to be a low sensitivity. It could also discover who has access to sensitive content and remove inappropriate permissions, vastly reducing extortionate storage costs and rapidly decreasing the potential for loss of sensitive information.

To add even more functionality to the Boldon James Classification suite, Power Classifier allows you to bulk classify your historical and legacy data. With Varonis Datadvantage giving you the ability to understand the sensitivity of content which has not yet been classified, Power Classifier can be used to apply classification metadata to folders full of content.

In the past, securing data has been the responsibility of global IT Departments. With Boldon James Classifier IT Administrators can now provide a reliable classification mechanism for the people who really understand the content of the data, the end users.

Understanding your content as well as classification are the first steps to efficiently securing your data.  With the help of Boldon James Classifier companies can now take that all important first step”.

HANDD is the UK’s leading integrator in the DLP space with expertise in Data Classification, Data Loss Prevention and E-discovery, working with enterprise sized companies on major integration projects.  Our knowledge and expertise is fundamental to our ability to be able to offer invaluable and independent advice to companies concerned about addressing the problems that can cause Data Leakage.   HANDD adds value to the process of implementing a solution such as Boldon James by being well positioned in the market to offer; Independent Advice, Project Management Services, Training, Support, Knowledge Share, Documentation and an unrivalled understanding of your vertical’s regulatory bodies and laws which can dramatically affect your approach to securing your data.  We ensure your company is not at a loss when it comes to applying and understanding the sensitivity of your data.