Endpoint protection as business

By eweek  |  Posted 2007-11-12 Print this article Print

process"> Strom: How far back of versions of Windows do you cover?

Gladstein: We go back to Windows 2000, so 2000, XP and upcoming, Vista.

Strom: And I assume that these agents work in conjunction with some kind of appliance that is installed on the headend of the network that they talk to.

Gladstein: Yeah. Theres a central server that you install. We treat it as an appliance on a CD, so, you know, you can put that, you get your server, you stick the CD in. It does a very quick install. Installation is really easy, which is good. But thats the system by which you manage all the policies and all the automation capabilities I discussed earlier for how software gets introduced into the environment.

Strom: So, lets talk a little bit about what your channel program is, and why VARs and system integrators would be interested in deploying this kind of solution.

Gladstein: We have a pretty standard channel program, consisting of standard resellers, OEMs and licensing. We also work with system integrators, so General Dynamics is one of our customers. We worked with CSC there. And I think whats really interesting about that is that lockdown, locking down and the software on an endpoint PC and moving to that type of environment is really a business process. Its change in the way the business functions. And a lot of thats being driven by compliance. And when youre talking about those types of projects, youre talking about not just system integrators but also QSVs for PCI compliance and other types of trusted advisers who come in and help manage that change and implement those new processes.

Strom: So how many people do you have in your channel program right now?

Gladstein: You know, its growing all the time. Weve got a number of channel partners in the United States. Were always looking and expanding. Were actively recruiting in Europe right now and expanding out there, too. And were supporting a few over in Asia-Pac.

Strom: And are you looking for any specific skill sets or product focus for new recruits?

Gladstein: What we find works best is a channel partner who has experience doing security and desktop management, particularly around policy on the desktop. So, youve got to be familiar with Windows, with the types of management tools that are used at the desktop, dealing with those customers that manage desktops. And, you know, really someone whos a trusted adviser to those groups, who can introduce new technologies and help facilitate them. We find that our channel partners who meet those criteria are having a lot of success helping IT departments and desktop departments rethink the way that they manage the desktops and create an environment thats a lot more secure and a lot easier.

Strom: So by desktop management, youre talking about companies like LANDesk and SMS from Microsoft and Altiris, things like that, that actually can push out policies and programs to everyone and keep track of what everybodys doing?

Gladstein: Yeah. Companies like that. And I would also include the BMC Remedy and those types of applications on the inbound support side. Channel partners who have experience implementing those types of systems would be good, as well.

Strom: So do you have particular hooks into their programs and interfaces to work with those products?

Gladstein: Yeah, we do. In fact, therere actually some very standard hooks that we use to interface. So what that means is we have a pretty broad set of integration components. So, you know, most of the, in fact all of them that weve tested so far and that weve deployed at customers, weve been able to integrate with. So, all the, you know, the SMSs, the Altirises, the ZENworks, those types of applications, weve been able to integrate with very, very easily, actually.

Strom: So is there anybody else thats looking at the application sensitivity like you guys are doing right now?

Gladstein: Yeah, you know, the market is really interesting, because I think you see this coming from not just the desktop management side, like I talked about, you also see security firms and even the operating system itself trying to do this. So, if you look at Vista itself, one of the major upgrades, one of the major components that was added was this user account control, which was part of the security infrastructure inside of Vista. And, you know, a lot of companies are hesitant, whether they want to deploy that or not, because there hasnt been the greatest set of storage ...


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