Secure Computing targets SMEs

Secure Computing targets SMEs

Secure Computing will move into the SME market with the aim of doubling its appliances revenue.

The security vendor has produced new mid-market versions of its enterprise targeted Sidewinder G2 firewalls and has set about recruiting partners to push the offering.

It has also partnered with OEMs, McAfee and Cloudmark, to add antivirus and antispam capabilities to the firewalls, which include its own URL filter application, SmartFilter.

While Secure Computing was already targeting SMEs with its enterprise range, the time had come when the segment needed a product of its own, A/NZ country manager, Eric Krieger, said.

"We have realised that if you want to grow in that space you have to release some appliances at a cost-effective price," he said. "Rather than cheapen the product, we have re-licensed it and added unified threat management [UTM] software."

With the new offering and a channel recruitment campaign underway, Krieger said he was confident its appliance revenues could be doubled within 12 to 24 months.

As a lure to potential resellers, the new products would be offered to a limited number of dealers in order to keep margins high, he said. The products could also offer a way around the current commoditisation of firewalls, Krieger said.

"Many resellers might not have a security practice," he said. "We are saying that they can now have an outsourced security practice through Secure Computing."

As part of its recruitment drive, the company would embark on a national technology roadshow with distributor Dovetail, Krieger said.

Training and accreditation would also be a feature of the new launch, with subsidised sessions occurring every quarter in Sydney and Canberra. Additional sessions in Melbourne and Perth would follow, he said.

"We will also offer a free initial security consultation to end-users as a means of generating leads for its SME channel," Krieger said.

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