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Pointsec hones in on channel education

Pointsec hones in on channel education

Enterprise software security vendor, Pointsec, is preparing for an uptick in the adoption of mobile encryption technology by increasing its focus on channel education and recruitment.

Local managing director, Sandeep Joshi, said it had made a concerted effort to bolster partner support and technical training in the past six months. Pointsec sales are all indirect.

"Historically our technology has been looked at as complex and hard to understand. Our missive is to educate customers and partners that it's not rocket science," he said. "Partners need to take a consultative approach with these products as everyone has different requirements."

Current partners include national integrators like Alphawest and McEvoy Thomas.

Pointsec is predicting 2007 will be the year where mobile encryption becomes a top priority for enterprises. Joshi used the vendor's recent contract win with the Australian Department of Defence as an indication of the attention being placed on mobile data security.

He said Pointsec experienced 102 per cent quarter-on-quarter growth in Q3 of this year.

"In an organisation of laptops and PDAs, there are cases of devices being lost or stolen. It's no longer about the cost of replacing hardware; the information is sensitive to every business. Protecting that is now the priority," Joshi said.

Pointsec was looking to work with more channel partners addressing broader vertical markets, he said. Joshi identified federal, state and local government and healthcare as areas of growth. There were also bigger opportunities in the financial sector following the recent introduction of the worldwide Payment Card Industry (PCI) data security standard. This will now see institutions obligated to encrypt data being transmitted over a public network and to a mobile device.

In other news, Check Point announced its intention to acquire Pointsec for $US586 million last month. The two companies would continue to operate their own channels in the short-term, Joshi said.


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