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Resellers undermine security market

Resellers undermine security market

Rogue resellers are undermining customer's confidence in technology and damaging the security market according to ASX-listed security outsourcer eSec.

Andrew Tune, general manager, managed security for eSec, claims a large number of resellers are guilty of selling point security products that do little to address most company's total security needs. He feels this is negatively impacting the overall state of the market, with customers left with a poor investment in technology and a false sense of security.

"There are resellers who sell a firewall or some software because they can and it's easy, even though they have no idea about how it fits into an overall security process," says Tune. "But then there are others who are selling this stuff with their hands on their hearts and honestly believe they're helping the customer."

Although Tune admits this trend is more prevalent in the small to medium business market, he is critical of the overall lack of security specialist skills inherent in the channel.

"It's difficult to [quantify] the impact this is having on the market," adds Tune.

According to research by analysts at IDC the growth of the security software market has slowed in line with the economy, but still remains a hot ticket item.

Natasha David, senior analyst enterprise and Internet software at IDC, said the software security market is showing a 55 per cent year on year growth, which dwarfs the overall software market growth which is hovering around 15 per cent per annum.

IDC predicts the software security market will be worth in excess of $200 million in Australia this year.


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