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Dovetail takes a hardware approach to AV

Dovetail takes a hardware approach to AV

Networking and security specialist, Dovetail Distribution, has added a new line of hardware-based firewall solutions to its portfolio, courtesy of vendor Fortinet.

Fortinet’s flagship FortiGate product is an application-specific integrated circuit (ASIC) microchip-accelerated anti-virus firewall, that offers VPN, intrusion detection, traffic shaping and content filtering.

The key differentiator for Fortinet is that it offers a hardware anti-virus solution, sales director A/NZ, Fortinet, Andrew Draper, said.

FortiGate was able to screen real-time traffic at broadband data rates, said Draper. “It gives the ability to update the unit quicker,” he said. “The actual virus signatures are loaded into flash memory.”

By making “push updates,” rather than offering software patches which require application by the end user, Draper said “the window of vulnerability is dramatically closed”.

While some traditional anti-virus vendors such as Symantec were “driving towards a network applicance that does all-in-one, they are still hampered by being a software solution,” Draper said. “And they have three to four times the pricetag.”

While Draper has been predominantly pitching the FortiGate product at carriers and ISPs, Fortinet’s sales model is strictly channel-based.

Market acceptance was the greatest challenge for any emerging vendor, especially in the security space, Draper said.

“We need the reseller to be on board to build that name and acceptance," he said. "The other thing we give is high margins.”

Carriers and ISPs could bundle Fortinet’s product with their own broadband offering to SMEs, Draper said. “"They can deploy our product within the network to offer services or bundle it with ADSL to be housed at the customers premises,” he said.

With an engineer based in Sydney, Fortinet would expand its local team with one or two sales and technical staff this month, Draper said.

Fortinet is a relatively young player, shipping product since May 2002.

In August, the privately-owned company announced it had won $US30 million in new venture capital from Redpoint Ventures.


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