While the threats to corporate networks might be a little different than those tackled by Agent 007, Mi5 Networks promises to keep them as safe and secure as James Bond keeps England.
The Sunnyvale, Calif.-based Web security vendor has developed a line of security Web gateway appliances that combine Web filtering technology with other security functions such as anti-spam, anti-virus, malware and botnet protection.
Mi5 CEO Doug Camplejohn said there’s a shift underway in the Web security market similar to what happened with the e-mail gateway, where people moved from a standalone anti-virus gateway box to one single appliance with everything from anti-spam and anti-virus to encryption and data leakage.
“People are moving from single function devices on the Web to devices that handle a broader range of Web security needs on a single platform,” said Camplejohn, adding most companies today are unprotected from such Web threats. “They’re trying not to add single-point products, but have a platform they can migrate their URL filtering to and integrate other kinds of Web security features, like data leakage and application control.”
In addition to integrating the range of Web security functions into one appliance, Camplejohn said Mi5 has also designed its own streaming inspection engine to inspect all ports and protocols at high speed. Device offerings range from the 001 which supports up to 250 users to the enterprise class 009 which supports up to 30,000 users and yes, there’s an 007 too.
Although Camplejohn said they’ve had an informal relationship with a handful of partners in the past, Mi5 recently launched its first formal partner program. The two-tiered program offers 25 per cent margins at the gold level and 30 per cent at the platinum level, online access to sales and technical training and support, as well as lead generation and deal registration programs. Partners can also purchase one demo system at a 50 per cent discount every six months.
“We’re 100 per cent channel,” said Camplejohn. “We have a field team that is finding opportunities and bringing in channel partners, but they’re not allowed to take any deals direct.”
Mi5 isn’t looking for just any reseller, said Camplejohn, adding it’s not just about padding a partner list. The strategy is to have a limited number of regional security VARs in each geography, he said, and work closely with them to help them be successful.
“We’re looking for folks with strong networking backgrounds, experience with security products, and really the ability to add value beyond instillation,” said Camplejohn. “Somebody that could work with our customers to help them do a security audit if they have compliance issues, for example.”
Mi5 has partnered with CMI, an Ottawa-based channel management firm, to manage its channel program in Canada and help it penetrate the Canadian market.
“We’re just getting started in the Canadian market and looking forward to expanding that relationship with CMI,” said Camplejohn.
CMI president Karen Letain said Web malware protection is a growing problem in Canada, with the proliferation of malware and botnet attacks.
“Maybe it’s because we’re way too nice and we click on everything, I don’t know,” said Letain. “But we see Mi5 being as real strong contender for the Canadian market.”
Taking the Mi5 offerings to market, Letain said one strategy is to market it as a single-point solution to get in the door, asking the clients where their pain points are and turning on just one of the security features. Once they’re in, they can offer clients the opportunity to test the appliance’s other features.
“That seems to be a really good door opener into the client,” said Letain.
Introducing a new vendor to the market is challenging, said Letain, so CMI is assisting potential resellers with a lot of upfront lead development, marketing and awareness campaigns. Presenting a potential reseller with an interested client makes it easier to bring the partner on board, she said.
“A lot of the resellers here already have 20-plus products on board, so it’s pretty hard to come in and say ‘hey, I’ve got this great product,’” said Letain.
Comment: [email protected]
