SECURITY APPLIANCES: When Threats Become Treats

Security started as having an anti-virus (AV) on the desktop and firewall on
the server in enterprises, where Internet was used for specific applications
only. With the proliferation of the Net, security became a core issue, as the
number of nodes which were accessing it increased.

This sparked off a debate whether Internet service providers (ISP) should
provide the security or should the user manage it. The ISP business model did
not permit them to manage security as they would have to charge the customer for
any services provided other than connectivity. Also the security needs of
various users was different and managing this would be difficult.

After sometime, customers decided to take the onus of security upon
themselves. But these very customers were clear that they did not want
deployment of different security hardware and software. They wanted an
integrated solution which was easily scalable and robust. This is where security
appliances made its entry.

ROLE A SOLUTION PARTNER PLAYS

A solution provider can use a security appliance to move in as a consultant
to the customer. Most users expect all their needs to be catered to at their
doorstep. So a partner can give the hardware and explain how it helps the user
plug all their security loopholes.

Once the product has been deployed, the role of a solution partner changes
accordingly. Now he becomes a services consultant to the customer and has to
look after the maintenance of the product, at least till the user is conversant
with it. Most of the software updation for security threats is done remotely and
the user can download patches to prevent and stop an attack.

The solution partner can then move a step ahead and become a life security
services player. This means that he can keep going to the customer to renew the
software annually. He can upscale the hardware, depending on the customer's
needs and likely threats. This is a constant revenue stream, all of which is
accrued from the deployment of a single box.

WHY A SECURITY APPLIANCE

When initially customers started using security applications, they would
either go for AV, firewalls, intrusion detection services, spam blocker, mail
scanners or a mix of these products. While these applications would keep 99% of
their network secure, there was still a small 1% where security threats could
sneak in. This is why customers prefer to go for a security appliance where all
these applications are ported on a single box. There is also no need for
integration or fine-tuning of the existing systems or network to deploy a
security appliance.

Initially, buyers were a little sceptical about security appliances. They
were so used to the idea of having a software on their machines, that the very
idea of having a hardware to port the software was novel to them. But, once they
realized its utility value and the fact that all kinds of security software
could be added or removed from it, they welcomed the product.

The biggest buyers for security appliances were and are the mid-sized
customers, rather than the enterprises. Historically, SMEs are more willing to
try new products, rather than big companies.

However, today there is a mix of the two segments comprising the security
appliances buying market. The very architecture of the product is such that it
is scalable across all platforms.

The most important facet of security appliances is that it is not merely a
box product, but instead it is a services-driven product. The hardware itself
can take care of the present and future needs of a company. As the company and
its interface nodes grow, there is only a need to upgrade the software to
accommodate the increased number of users.

WHERE IS THE MARKET HEADED

The future is bright for security appliances. This is because security is a
dynamic market. The threats that were present three years ago are not
detrimental to a company as the patches have been released and it has been
brought under control.

But everyday, there are new threats that are emerging. This will only mean
that the demand for these products is bound to go up. Today, no company would
like to compromise its data, internally or externally.

This is especially true of companies which do international sales, as they
have to open their intranet to people outside their threshold. Therefore,
security has become the top priority for customers.

Also, the appliance itself will become too powerful that it cuts across the
barriers of a traditional domains to take over security over applications like
VoIP or independent devices like switches and routers.

AJIT PILLAI is the
Country Manager-India for Watchguard Technologies