Network security specialist eSec is looking to forge stronger channel alliances after recently launching a $10 million investment strategy and a name change.
The company, formerly known as Australian Business Access, is building up a niche market in outsourced security and network monitoring services and is hoping to boost revenues through the channel in the process.
The Australian company announced this month it plans to invest $10 million in a two-year expansion program to build its corporate base as a security provider in addition to its business in secure Internet payments systems.
It reports the name change to eSec is designed to reflect the new corporate emphasis on services for e-business companies.
Andrew Haussegger, general manager of eSec managed services, said eSec hopes its flagship offering OneGuard will draw 50 per cent of its revenues from its Alliance Program by June 2000.
OneGuard accredited resellers or consultants have the opportunity to offer the company's outsourced security services as a value-add to their business, Haussegger said.
"We can provide high assurance security for Internet connections and add value to other channels," he said.eSec also sells direct to the customer, or in one case, the ISP segment of the channel where it is currently in negotiations with a number of players.
Haussegger explained ISPs and telcos are a key target market because OneGuard allows them to leave real-time monitoring to a trusted third-party partner.
"Their options are they could build it themselves or use someone outside," he said.
One drawcard is the fact that eSec provides customers with the security technology for the period of the contract, alleviating customers of the need to spend capital on hardware.
"The trend is for organisations that provide connectivity services to find ways to add more value," he said.eSec appears to have the outsourced security market to itself for the short term, but Haussegger said UUNet's foray into Australia could prove to be its first real challenger in the corporate space.
"I would expect that some time soon UUNet will go into competition with us," he said.
Other competition may come from the likes of Com Tech, Haussegger said. "The reality is we have been in some recruitment wars with Com Tech."eSec is just four years old, becoming a commercial enterprise after starting out as a non-profit, 100 per cent owned subsidiary of the Australian Communication and Computer Institute.