Australia’s fourth largest ISP, Primus Telecom, has launched a secure DSL service in the hope of boosting its credibility as a tier-one carrier. The new service will see the ISP partner with Trend Micro and Check Point to create what it claims is the country’s first broadband service with built-in security.
Initially, the vendor will offer a base service equipped with a firewall only, followed by a professional service with additional antivirus and anti-spam filter options.
Primus Telecom corporate product manager, Anthony Reid, said the need to differentiate prompted the new service.
“The commoditisation of broadband on both the business and residential sides has meant there’s not a lot more you can do,” he said.
Looking at what value-added services businesses needed, and for a way the ISP could move forward, Primus had decided to add security to its offering, Reid said.
“We decided to add in more bundling options rather than just taking voice and Internet and then offering a 10 per cent discount,” he said. “The objective is to move forward by adding more value-added services to build up the best solutions guide.”
ISPs offering antivirus and spam filtering was common but none offered in-built firewall, he said.
“By embedding the firewall and trapping malicious activity in our network, we can then build up all sorts of services on top.”
Primus would look to offer additional services such as traffic monitoring and worm filtering, Web server support, mail redirection and VPN customisation, he said.
Reid said the new offering was also driven by business partners Check Point and Trend Micro.
“Check Point in particular had wanted to do a service like this for a while to make sure they extended their offering across the board,” he said. “From Primus' point of view, there are also great synergies in the business culture and technology of Trend Micro and Check Point.”
Reid said many SMB customers would already have an existing security product in place but he did not see this as a problem.
“This service will work in conjunction with existing security services,” he said. “We and a lot of analysts in the market place are actually advocating a multi-layered approach to security anyway.”
Under Primus’ go to market model, channel partners could look forward to increased sales and would continue to make margin through customer support and sales enquiries, Reid said.
“Connectivity is a commodity everyone has got, so this new product is a way to reduce customer churn, ensure revenue per service as well as positioning us as true alternative to the Optus’ and Telstra’s of the world,” he said.