Trend Micro Special Report

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25 May 20SPECIAL REPORT

HOSTED SECURITYA CRN INSIGHT INTO

THIS SPECIAL REPORT IS SPONSORED BY


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Securing Your Web World

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25 May 2008 www.channelweb.cospecial repo

Industry stargazers have been talking up cloudcomputing for years. We believe that a subset Software as a Service (SaaS) may hold thejuiciest opportunities for the channel.

Security and virtualisation are big trends for2009. So, in offering security software as aservice, partners are targeting markets withboth barrels.

Security has long been dear to the heartsof profitable VARs. Just over the horizon liesvirtualisation, which allows users to make themost of their IT to advance their businesses

without being held back by capex or physicallimitations such as geographical location.

An ascent into the cloud means channelpartners can learn to untie themselves fromslender hardware margins and technologyrefresh cycles.

Security SaaS will not only win the hearts oflarge organisations with large efficiencies togain. Partners in this CRN Special Report showthat the opportunities exist for sales to all sizesof organisation, with the critical selling points

of reducing cost and complexity remaining whether the prospect is a home-basedbusiness with five staff or a corporation withthousands of seats.

Trend Micro has launched a security SaaSportfolio that will even suit micro-businesscustomers and says it has also made its offeringsimple enough and appropriate for the smallest,least specialised resellers.

Trend Micro is not the only player in thisnewer game, although it may be one of theearlier movers in the traditional securitysoftware space. In April, networking giant Ciscoannounced expansion of its security servicesinto the cloud in a launch branded: Collaboratewith confidence.

Tom Gillis, vice president and generalmanager of the security technology business

If you love it, set it free

New and old threats may best be tackledwith the almost-infinite customisability ofhosted solutions, says James Walker

Market analyst IDC has predicted thatthe Software-as-a-Service (SaaS) market willgrow by more than 40 per cent a year over thenext five years.

SaaS essentially turns software from aproduct into a service, bringing significant

value to both partners and SMEs in termsof reduced up-front costs and faster, morecost-effective implementation.

There is often a large amount ofadministration required for on-premisesolutions. With the utilisation of SaaS, allof this can now be managed by the serviceprovider or vendor, resulting in cost savingsas fewer staff are required to administerthese solutions.

SaaS also offers some benefits that endusers just do not get from on-premisesolutions. Users connecting to the networkoutside the office typically harness VPN or

similar remote access technologies when on-premise offerings are used.

When using SaaS hosted services, this typeof access can be available in almost location,because most are effectively accessed overthe internet.

In light of the current economic downturn,this model has now become very appealing,and with the threat landscape changing so

rapidly, hosted services can now be quicklyscaled or upgraded to meet your changingsecurity requirements, simply by choosing toincrease or decrease the seat number of thesubscription.

Also, an SaaS model can boost quality and

reliability. As SaaS tends to enable a shortersales cycle, and negotiation, implementationand maintenance times are cut.

This means customers are able to selectfrom the portfolio on offer far more quicklyand at a lower cost.

We are proud to sponsor this SpecialReport in CRNon hosted security or securitySaaS, focusing on smaller businesses andresellers in particular.

We want to introduce the range ofopportunities opening up to the channelahead of the rush for hosted security that webelieve will occur.

Trend Micro is introducing various hostedservices for small offices, which protectmultiple PCs and notebooks in or out of theoffice from security threats.

These services can also scan emails forthreats, continuously tweak and improvethe accuracy of spam detection, and removespam before it actually reaches the networkor server.

James Walker is product marketing manager at Trend Micro

Get security that fits

official sponsor Trend Micro

unit at Cisco, said its vision was based onbalancing protection and enablement,integrating security across network, end poinand end user.

In todays changing world, businessesrequire a security strategy that accounts for thphysical, virtual, mobile and global aspects oftheir business, says Gillis.

This combination enables businesses tocollaborate with greater confidence whenengaging employees, partners and customers

Meanwhile, long-standing hosted securityplayers say they are seeing levels of demand lnever before.

Instead of clinging to traditional product aprofessional services models where a soluti

might be sold into an organisation and the VAcapitalises by sending in the engineers and thconsultants to deploy, integrate and manage amonitor the set-up afterwards resellers can go and apply themselves to helping with thetransition to security as a service.

And, though there may yet be stormy weatto come, an intimate relationship betweenvendor and VAR to market SaaS may enablesales to gain altitude this year and beyond.

Fleur Doidge is features editor at CRN

editorial Fleur Doidge

Security once meant holding on tight, but asIT security rises into the cloud it may benefitcustomers and channel, writes Fleur Doidge

In offering securitysoftware as a service,partners are targeting

markets with both barrels

Saas turns software fromaproduct into a service,bringing significant value topartners and SMBs


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There may be a quiet revolutiongoing on in the cloud.Although the times have

seemed dark, the market has alwayslooked a little brighter for security,especially as web threats blot outthe horizon. Now, security servicesare ascending into the cloud letting vendors and VARs tackle thedrives for cost reduction, increasedsecurity and recurring revenue withone integrated offering.

James Walker, productmarketing manager at TrendMicro, says it is time to get inon the ground floor for SaaSopportunities around security.The drive to get costs down andrevenue up means companies ofall sizes are looking more than everat newer models of IT provisionsuch as cloud computing.

Many cloud services are on alarge scale and suited only to largefirms. However, Trend Micro aimsto provide security-as-a-service toVARs in an easy-to-deploy and

manage form for a price that willappeal even to micro-businesses.Resellers have been talking

about services, services, services

for the past few years and thistakes it further and gives them achance to become that proactive,trusted advisor, says Walker.

As CRNwent to press, TrendMicro is in the middle of launchingthe sixth generation of its Worry-Free portfolio, including Worry-Free Business Security Hosted Advanced or Standard versions and Worry-Free Remote Manager,for resellers.

Caroline Hodson, channel salesand marketing manager at TrendMicro, says the Worry-Free rangerepresents one of the vendorslargest-ever pushes for salesthrough the channel.

The Worry-Free BusinessSecurity products are based onredesigns of Trends Client Serverportfolio targeting SMEs. Thoseproducts are more suited to mid-market organisations with between250-2,500 seats, with the redesignssharply focused on benefits forsmall companies, she says.

The Worry-Free rangespecifically targets what Trendsees as a gap opening up in theemerging hosted security market micro-businesses or smallbusinesses with one to 100 seats.

The range aims at makinghosted security easy for even non-specialist, small resellers to sell, andeven easier for customers to use.

Adoption of hosted servicesprovision and SaaS has beensomewhat slow. But Trend believesthis is partly because investment init has been sluggish while on-premise management of security

was seen to be filling mostcompanies requirements.

It has taken us five years ofinvestments in technology andresources to get to this point. Now

we own all our own technology[around this range], says Hodson.There have been a lot of bigacquisitions by our competitorsover the past 18 months, oftechnologies that are essential for acloud solution. It is an advantage if[customers or partners] do not haveto talk to lots of organisations.

Giant global vendors such asCisco and Microsoft have alsomade announcements around

hosted security, but many bignames, including Symantec andMcAfee, have yet to make a move although they are believed tobe investing heavily in cloudinfrastructure in preparation.

Everyone is coming around tothe cloud because it reduces costs.If customers can get over the factthat their email is going throughsomeone elses datacentre, it willbe taken up, says Hodson. Emailgoes out over the web anyway.

Trend offers Worry-Free channelpartners the chance to join its

Quick Start programme, whichprovides help and support to getVARs on board and selling hostedsecurity effectively.

That is a three-to-six-monthrolling programme, says Hodson.And we have launched an initiativeacross EMEA that is looking atengaging small businesses. I thinkthat is an area where we are gettingbetter and better.

Ground zero

Free product will be used as anincentive. For selling so muchof a certain product, resellers will

get fresh stock at no charge.Trend sees this as a win-winsituation the vendor gets tosell more product and the VARgets to save money.

Daniel Broomfield, helpdeskmanager at Structured TechnoloServices (STS), says the reseller

has just signed up to sell hostedsecurity services.The main benefit for us is th

many of the customers we sellto are smaller businesses. In theUK in particular, many smallercompanies have a lot of remoteworkers and it is just a bettersolution in that regard, he says

Broomfield says constantlyconnecting to security serversfrom different locations can creaissues that are eased by hostedsecurity. Monitoring tools enablecustomers to have confidence inthe service being provided and th

a PC is up to date with patchingand anti-virus signatures.

STSs smaller customers havelimited IT resources to tackleany malware infections to whichthey succumb, and so are expectto look favourably on hostedsecurity. Broomfield thinks that Trends service had come out ofbeta earlier, STS could even havenotched up a few sales with brannew customers then.

Those customers are nowexpected to transfer to hostedservices in a year or so when

TheweathermenWhether or not the economic storms are really starting to break, the forecast is bright,according to providers of security Software-as-a-Service (SaaS), reports Fleur Doidge

special report

The silver lining of the credit crunch clo

Security SaaS givesresellers the chance tobecome that proactive,trusted advisor

James Walker, Trend Micro


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their current arrangement is upfor renewal.

Security SaaS is quite a new

thing, especially with anti-virus,he says. Trend Micro seems tobe one of the few doing it.

Trend will carry out the hostingfor STS and send out virusdefinition updates, which will beinstantly available for all STSscustomers. Trends Worry-FreeRemote Manager will help withmonitoring and managementof deployments.

With a typical anti-virussolution, we can sell it to a customer,then configure it and so on, saysBroomfield. With this, we can alsomanage and monitor multiple

customers from one portal.STS signed up with Trend as

a partner just six months ago,with an eye to the upcomingopportunities of hosted security.

We are one of the longest-terplayers in the web security spacehaving been in the web securitySaaS area since 2003. We areunusual also in that it is the

only thing we focus on, saysDane. And the whole hostingarea is growing.

Gartner has plotted a 22 percent growth trajectory for 2009over 2008 and the security spacewithin that overall hosted markemay be expanding even faster.

That is despite overall budgedropping. The area of web secur[as a service] is growing veryquickly, at about a 46 percent compound annual growthrate over the next three years orso. We are seeing massivedemand, particularly within

the enterprise space, says DaneThat said, growth is also fast

in the small business part of themarket, meaning that there is agood opportunity across the boafor channel players to extendtheir capabilities. Web threatsare worrying companies of allsizes, with ScanSafe makingsales to organisations with betwe25 and 100,000 users.

Fashion design outlet Ted Bakhas been a ScanSafe customersince May 2006 and protects 300users at three different locations

The designer uses the vendorsWeb Malware Scanning againstinternet-borne viruses via theproprietary Outbreak Intelligencplatform.

Dustan Steer, head of TedBakers IT, says doing it in-houswould have taken more resourcethan were available. The retaileruses the internet for advertisingand sales via its web site, to orde

Historically, we were anetworking company, not reallygetting involved in the PC side. We

could not really tap into that. Sowe were looking for products thatallow us to do it from the comfortof the office and Trend was one ofthe few that had multiple solutionsfor email and desktop anti-virusand the ability to manage remotecustomers, says Broomfield.

Trend was very competitiveon price, especially when movingfrom other anti-virus vendors, heclaims, and so far has proven agood and reliable partner.

Regular workshops and otherassistance with new technology area feature, with WebEx meetings

taking place at least once a weekfor the new partner.

They keep our guys clued up.The only thing I would comment onis that we had to get all the support

through Trends email and webportal, but we did not need to speakto them I am just old-fashioned

and like to speak to someone, saysBroomfield. Once you have loggedon, they are quite happy to speak toyou after that and they are quitequick to come back to you.

Massive demand

Stephen Dane, vice presidentof EMEA sales at web securitySaaS provider ScanSafe, agreesthat the market is picking up.

special report hosted securi

rity is becoming increasingly attractive to organisations that are trying to cut costs while ensuring their security is not compromised

The whole hosting area is growingweare seeingmassive demandfor SaaS, especiallywithin theenterprise space

Stephen Dane, ScanSafe


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and source products, email andresearch. Staff also are permittedsome personal use of the web.

[It] was a quick set-up job thatrequired little assistance fromScanSafe, says Steer. We feltthat you can never be too securein checking for viruses and

malware as hackers are becomingincreasingly advanced.

Dane says companies areseeking to deal with fewerproviders, which is one reason thechannel is crucial to further sales,particularly to SMEs. That is ontop of a trend towards managedservices as the channel finally turnsirrevocably away from box-shifting.

We have a channel model forpretty much the usual reasons, hesays. The more successfulchannels will be those that enableweb security services with theirown capabilities. We are taking

advantage of that, particularly inthe carrier space where serviceproviders offer network services,web security and more.

Yet we have a mix of channelpartners. We are seeing a lot ofnew businesses starting that arefocused on SaaS or services. Andthose are some of the smallercompanies.

Dane says there is definitelyroom for more VARs, but vendorsupport is critical for both new andestablished VARs looking to moveaway from, say, selling appliances.

It is sometimes difficult fortraditional VARs pushing on-premise equipment because it isa new way of doing things. If you

Terry Greer-King, divisionaldirector at reseller 2e2, whichacquired managed hosting andsecurity specialist Netstore in lat2008, agrees.

There has been a significantincrease in security SaaS over thpast six months, he says. A lotof customers have a choice ofan appliance or a hosted service.We are seeing an increasedrequirement for hosted websecurity in its own right as moreweb threats emerge.

Dealers and partners will benfrom vendors that offer a full suof services, rather than having totake a little from column A andsomething from column B tomake up their protection. It save

them time and hassle, as wellas knowing exactly who to turn tif things go wrong.

Resellers who want to play mensure they know the market aswell as they know their offering.But, overall, the drive for managservices and hosting is fosteringlonger-term relationships that caonly benefit the channel.

You are looking to providehosted web and email solutionsbut you are also looking to provia whole lot more than that, saysGreer-King.

Hosted has the mostest appeal

>> www.channelweb.co.uk/2240591

The recession has been drivingthe adoption of hosted technology,he says. People are sick of buyinghardware to filter email. Some 90per cent of email is unwanted and

they are seeing that increase over12 months and then having to buymore hardware to keep up with it.

The key is providing securitySaaS using service-level agreements(SLAs) that give customers flatopex predictability and reliabilityon cost. The future is aboutcustomers only buying andpaying for what they use. Modelsthat enable that are streets ahead.

And with SaaS, you do not haveto factor in any additional hardwareor software costs, says Wilkinson.

Customers get accountability

through SLAs that they could notget by having the hardware andsoftware in-house. Vendors cannotprovide SLAs for in-house productthat is owned and operated by thecustomer because there are toomany other factors to consider the environment the products arein is out of the vendors control.

And organisations need tofocus on what they do best. Yourcustomer does not become a greatcompany by stopping spam it issomething it just needs to do toexist, says Wilkinson.

Eighty per cent of sales

prospects presented with Websensehosted security end up buying, andthe current renewal rate is about95 per cent or higher, with 40 percent signing up for a multi-yearagreement, says Wilkinson.

Contacts:

2e2 01635 568 000

www.2e2.com

ScanSafe 020 7959 0630

www.scansafe.com

STS 08700 172 000

www.sts-communications.com

Trend Micro 01628 400 500

www.trendmicro.co.uk

Websense 01189 388 600

www.websense.com

special report hosted securi

are selling a disruptive technology,you often have to look at newchannels to market, says Dane.

SaaS appeals when times aretough because many customersview investing in new technologywith some trepidation even at thebest of times. Whether a customerplans to downsize or acquire, nomatter which way the axe falls,

SaaS can be a scalable solution,avoiding the problems associatedwith buying new hardware that mayend up not being used after all.

EnormousgrowthJonny Wilkinson, EMEA salesmanager for messaging security atWebsense, has also been involvedwith hosted security for years.

I talk to numerous partnersand I think there is still enormousgrowth potential for SaaS. IDC inJuly 2008 predicted about 32 percent growth for such services

from 2007 to 2012. Clearly, thereis a massive increase in hosting. Iestimate that between 20 and 25per cent of UK firms today use aservice for email security, but a lotfewer use web security as a

service, says Wilkinson.While there has been near-

continuous doomand gloom about the latestcredit crunch, in fact itrepresents a glimmer of

hope for service provision.Firms will always need IT

and IT management andwhile they may not want to buy

new boxes of hardware orsoftware, they want better waysto use what they have. SaaS is

one rather good answer thatresellers should be providing,

Wilkinson suggests.

You are looking to providehostedweb and email solutions butalso a whole lot more than that

Terry Greer-King, 2e2

The recessionhas been drivingcompaniesadoption

of hostedtechnology

Jonny Wilkinson, Websense

Documents

Trend Micro Special Report