Check Point regional vice-president for South-East Asia and Pacific, Scott Ferguson, has urged resellers to think holistically about security in order to capitalise on new corporate and SMB opportunities next year.
Speaking at a recent press lunch on the state of play in the security market, Ferguson predicted end-to-end security solutions such as intrusion prevention systems and unified threat management would be the most sought after security technologies in 2006.
"We have seen a change in the Australian enterprise market during the past 18 months. Instead of looking at technology silos, there's a trend towards integrated solutions," he said. "Security has become a business continuity and productivity tool.
"The two biggest handicaps in security are around management of a security policy from a resource perspective, and new policies which bring in vulnerabilities across some of a user's platform."
Ferguson said the channel must provide the necessary skills and governance to cater for this demand. As a result, he foresaw the resurgence of specialist security companies and encouraged integrators to skill up.
"We have a security skills shortage, particularly in A/NZ," he said. "Channels that build dedicated practices will be rewarded."
But while there were some opportunities to be had in providing hosted security services to the SMB segment, Ferguson quashed the integrator's role in the long-term.
He said the job would ultimately fall to the telcos.
"Enterprises want to own the technology; SMBs want it delivered," Ferguson said.