IBM’s Internet Security Systems (ISS) unit has launched a new series of products and says it will be relying entirely on its channel to address demand.
The list includes the IBM Proventia Unified Threat Management (UTM) tool, designed to address small- to medium-sized business needs. The appliance supports Secure Sockets Layer Virtual Private Network (SSL VPN), and meets 10 of the 12 Payment Card Industry (PCI) requirements for compliance.
IBM business unit executive ISS/GTS security, Dermot McCann, said the vendor was seeing consolidation in security around compliance.
“Clients are asking for more succinct solutions,” he said. “We’re making a move away from multiple plug solutions, and as PCI compliance becomes a bigger issue for our clients it was important for us to address as any requirements as we did.”
McCann said the main drivers informing technology trends in the space were regulation and a changing threat landscape.
“The focus of exploitation is shifting from operating system to web applications,” he claimed.
IBM was relying on its channel to get the new products to market, McCann said.
“Our product strategy is to actively grow our channel partner base. We don’t have the reach ourselves and partners can add other value propositions to the solution,” he said.
In the past six months, IBM has signed Avnet as a distributor for these solutions and is in the process of developing a training and certification program for each product.
“For the first 12 months after the acquisition of the Internet Security Systems unit there was lots of uncertainty in the channel about our products and channel plan. Now we have a clear roadmap and are actively working with our channel to clarify our strategy,” McCann said.