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TechPlus gets cryptic with security cards

TechPlus gets cryptic with security cards

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TechPlus has picked up an exclusive contract distributing CryptoCard's secure password range in Australia.

Under the arrangement, the security and data communications specialist will chiefly push the vendor's flagship Crypto-Server 6.2 authentication product into the SME and enterprise markets.

Originally starting off as an ad hoc relationship, both parties agreed to commit to a long-term partnership following growing bouts of success,Techplus MD, Paul Kern, said.

"We initially pursued them, but they pushed us to formalise the arrangement so we could go and do bigger and better things in this market," he said. "We had won some good deals in the SME space and were positioning well in others and they felt the time was right."

According to Kern, the decision to target the more difficult mid-market was based on the dominance of RSA in the enterprise space.

"We feel we have very good coverage from SME through to telcos," he said. "RSA tends to go for fortune 500 and don't focus outside of that area too well. CryptoCard can and will compete in the enterprise arena but is more focused on, and priced for, the SME market."

Kern said although the deal was currently exclusive to TechPlus, he thought other channel partners could be on the cards in the future.

"We tend to bring a lot of products to the market and build them to the point where vendors will say the market is big enough and they bring on someone else," he said. "If the vendor is smart they will put on someone else who covers a different market."

While the CryptoCard product fit the distributor's preference for niche security and data products, the distributor was unlikely to move further into the identity management market, Kern said.

"We probably won't expand in this area for a while as there are just too many different competing technologies," he said. "Biometrics, for example, is still very much in its infancy and customers aren't ready for it yet. Token authentication is really straightforward as you are just replacing a password with something that comes out of a key chain."


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