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Resellers yet to capitalise on value-added security

Resellers yet to capitalise on value-added security

Enterprise resellers are missing a valuable opportunity to leverage sales of security offerings with additional products and service level agreements, according to an industry player.

Myril Shaw, VP of international operations with security vendor Internet Dynamics, told ARN yesterday many local resellers are yet to capitalise on sales of security products to end users.

He claims additional remote monitoring or consulting services can add between five and 10 times to the value of an initial security solution sale.

Shaw said the Australian security market is worth around $100 million over the next 3-5 years, with Internet Dynamics looking to capture around five per cent of that in sales.

The company recently launched version two of its security offering Conclave, designed to act as an enforcement point for a company's security policy.

Shaw explained that by using the company's policy server an organisation can apply and manage security policies across the entire enterprise IT system, from hardware to software applications.

He claims users now demand security policy enforcement at the application level, which itself represents an opportunity to resellers.

In particular, larger resellers can benefit from offering remote administration of security policies.

"The reseller can actually do that without being a security threat," he said.

Jacob Fendekian, Internet Dynamics Australian managing director, said this type of value added security solution represents a significant opportunity because many customers like to outsource many IT functions.

"There's quite a few network integrators around (who can benefit), it's a case of getting their attention," he said of the company's desire to bolster education of security opportunities in the channel.


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