Host applications vendor, WRQ, has entered into a global partnership with security software specialist F-Secure. Under the agreement, WRQ will become the exclusive global distributor of F-Secure SSH, the company's Secure Shell (SHH) connectivity offering.
The F-Secure product line - a mix of server and client software for UNIX and Windows - addresses passwords and connection security issues. It will be integrated into WRQ's Reflection software, which provides a range of terminal-emulation and PC X-server solutions.
WRQ Asia-Pacific vice-president sales and marketing, Aristide Caraccio, said the pact was in response to market calls for greater security from its range.
"More than 80 per cent of the feedback we have received around the product has concerned security aspects," he said. "Customers want to access applications from their intranet, extranet or even internet, but need to make sure everything is secure."
WRQ already had an SHH solution in its Reflection product, Caraccio said, but as F-Secure was a specialist in the area, their solution made for a stronger offering.
"Customers are requesting more security features, and Australia is one of the main countries asking for that," Caraccio said. "The US government, which is one of our biggest customers, has also insisted on greater security."
The deal may have addressed customer concerns, but for WRQ, the prospect of dealing with the merging of both company's channels was proving a headache.
"On the one hand F-Secure has an existing channel for the SSH solution in Australia through Open Systems," Caraccio said. "On the other hand, we have our own channel for Reflection with Aquion and Intellitron.
"The question is what we will do with existing SHH distributors and our existing Reflection distributors, and how we will sell and market it," he said. "We are still working on the answer."
The quandary would hopefully be solved within a month, Caraccio said. But regardless of the outcome, WRQ would not change its 100 per cent channel sales model.
Having secured the deal, the vendor would look to take more market share from competitors such as IBM and Hummingbird in the terminal elimination and host integration market in the coming months, Caraccio said.
"We will also begin to target the Windows and Unix servers security market," he said.