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Security in 2013: Making IT a safe bet

Yogesh Gupta | Feb. 7, 2013
Partners need to adopt new-age security practices. The opportunities appear huge.

With new age technologies for security around cloud and mobility on the rise, will traditional offerings like UTM and IPS be shunted out? On the contrary, IDC's Gogia believes, due to huge demand, the traditional market will grow although the growth rate might slow down.

Delhi-based Spark Technologies works with UTM vendors for information security, spam and virus firewall, Web application firewall and Web filter. "Web applications have increased, hence these offerings will have a constant demand across enterprises," says S.R. Nautiyal, Managing Director, Spark Technologies.

"There are rich margins available in areas like cloud security for partners. However, they need to have a balanced portfolio of high margin offerings and run-rate products like UTM, IPS among others," says Gogia.

Spark is also working in the surveillance market through an alliance with Tyco Fire & Security. "IP surveillance, intrusion detection, and transmission video surveillance is critical for government agencies and corporates.Growing bottom lines and margins are the key reason to focus on new security offerings like surveillance," says Nautiyal.

Profitability for Partners

Visibility and analytics will become the key pillars for security enterprise believes Aggarwal. "It will become critical for enterprises to achieve visibility, and to understand user behavior not only at the network layer but also in cloud environments. Secondly, the need will also arise for analytics which will enable organizations to leverage actual usage to refine policy and security controls," she says.

According to Jagannath, there is fair amount of implementation and services attached with security. There is more opportunity than just better margins in the security domain around SIEM, encryption and log management. Channel partners eventually find their sweetspot with technical expertise in the market.

More the endpoints, more the diversity and more complex is the IT architecture, says Gogia. But it means more opportunities for partners as they need to evaluate to ensure revenue streams and accordingly allocate dedicated resources for a three to five year horizon.


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