Will security market continue to prosper as a replacement (when breach happens) mode or move towards a more strategic 'end to end' investment by organizations?
It had been predominantly been that way like say replace firewall of one brand by another new one The customers are now approaching realizing that just replacing the brand is not enough. The security solution has to give you something fundamentally different. Most vendors are now talking of the language of connected security and platform play. Largely due to the fact that one product will never be sufficient.
Every 'best of breed' security solutions in silos at an enterprise will not work as todays infrastructure needs integrated play. Intel Security has been peaking and working in that direction since past half a decade.
It will be more long term play for enterprise channels through threat defense lifecycle for one tom three years with their customers.
Channels sell the product on run rates. It is always better for channels to get more out of existing customers than hunting new customers. But they actually start making money when you see three to four products to the single customer.
I can't think of any vendor - with all humility- that can provide a slew of products across security spectrum other than us for next two years. Network vendors or end point vendors provide their one or two strong products. Channels can start with end point, IPS, Web, DLP and then SIEM that helps integrate everything together for their customers. Intel Security provides that big array of products along with robust partnerships that are aligned to our architecture.
Source: Computerworld India
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