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ISS tidies house for local sales drive

ISS tidies house for local sales drive

Internet Security Systems (ISS) is ramping up its Australian/NZ operation with the establishment of a Brisbane-based research and development team that will support partners and customers by perpetually identifying and fixing security breaches.

The X-Force team forms part of a worldwide ISS conglomerate that issues monthly upgrades to customers, the concept being to expose a corporation's vulnerabilities before a 'hacker' does.

The Internet security software developer is also tightening up its partner programs, creating three tiers with varying degrees of price discounts, training and customer referrals.

Being a 100 per cent channel driven, the company sees the importance of regulating distribution to avoid it becoming a 'me too' product. "The greater the commitment by the reseller to us, the greater commitment we make to them," says ISS's recently appointed managing director, Kim Duffy.

While providing resellers with an added service component to generate revenues from, Duffy says the ISS solution has the advantage of simplicity. He believes the time is ripe for Internet security to boom with customers understanding the vulnerability of their online assets and resellers scouring the market for reliable solutions to secure them.

"We're seeing people in other areas taking up security, from your basic service delivery to telcos, power suppliers, and healthcare services," says Duffy.

IDC predicts that more than 35 per cent of IT departments in Australia have experienced sever security infringements, such as illegal access to corporate resources.

ISS instilled fear into the hearts of corporate users at the launch of its new RealSecure 6.0 network and server based intrusion detection solution this week, when it hacked a bank's Web site with two simple command lines. The mock demonstration was based on a real-life example according to ISS, although it declined to name the institution.

ISS claims to own approximately 50 per cent of the local market share. This figure is significantly less than its global penetration of 71 per cent, a factor it plans to rectify in the coming months, according to Duffy.


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