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Alcatel-Lucent pushes security as sales enabler

Alcatel-Lucent pushes security as sales enabler

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Alcatel-Lucent is striving to increase awareness of its security technologies with local channel partners in a bid to drive take-up of converged networks.

Enterprise business group manager, Mark Buckley, said the vendor had been consolidating its Alcatel and Lucent product line-ups and was opening up access for partners on both sides of the fence. It is also combining business partner contracts to allow partners to purchase voice, data and security products under a single agreement. Alcatel merged with Lucent and its R&D subsidiary, Bell Labs, last year.

The vendor's next step is to push more of its carrier-grade technologies down the chain and into the hands of mid-sized and enterprise customers via resellers, Buckley said.

One key growth area identified by the Alcatel-Lucent team was security, he said.

The vendor offers security embedded in its traditional networking equipment as well as standalone security products addressing the firewall, vulnerability testing, VPN, user authentication and unified communications.

"We've been in the security space for some time. Bell Labs has over 400 patents in network security, most of which are in carrier grade networks," security director, Dr Keith B. White, said. "As we move into more converged networks, we're now looking at bringing those carrier-class products to enterprise customers. And what we're saying to partners is 'yes, we have network security products, but we also have products that secure the content'."

Buckley and White claimed customer concerns about security had inhibited adoption of new network-based communications technologies like VoIP.

"We see security as increasingly becoming an enabler of next generation networks," White said. Alcatel-Lucent recently held seminars in Sydney touting its security wares to partners. White said security had also become a feature within its pre-sales, technical and support training.

The vendor plans to release more security-oriented products in the new year covering wireless and mobile end points. Buckley declined to provide details.


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