Channel Pro - March 2008

TAKEAWAYS MAR

FEATURE/BREAKING
INTO IP SECURITY
The rise of IP security means opportunity
for IT VARs—and survival for traditional
security channel partners.

Expect IP security to overtake analog devices

in the market this year.

IT VARs will find a lucrative market, but should expect to learn security and video skills.

Security VARs face a heavy investment in IT expertise and training, but must do so in order to survive.

Vendor companies are strongly supporting early VARs’ entry to the market.

Introducing clients to new technology such as IP security generally takes longer to sell than upgrading existing technology.

While the IT department is the usual point of entry for technology channel partners, selling IP security requires that a company's security personnel be on board as well.

ResolutionsMSP Manag

Cisco: Offers certifications to help bring channel partners up to speed on integrating IP security into the network. www.ChannelProOnline.com/mar/cisco.html

Search Security Channel: Article about the hottest markets for security VARs last year. www.ChannelProOnline.com/mar/ techtarget.html

Tech Data:
The distributor has a special business unit
designed to help IT VARs with
IP security. www.techdata.com

Different L icensing Models Among Sof tware Vendors Cost and C omplexity of Delivering Security Software Multi-Vendor Solutions that Appear “Pieced Together”