Trend Micro Unveils New Security SuitesBy Lawrence Walsh | Print
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Looking to stave off competition, the security software vendor believes its new suite strategy will make product selection and sales easier for resellers, and jumpstart channel sales through 2010.
Facing mounting competition from larger rivals and smaller upstarts, Trend Micro has reorganized its software security offerings into new suites designed to make it easier for resellers to select and sell.
Trend Micro today launched Enterprise Security Suite, Enterprise Security for Endpoints and Mail Servers, Enterprise Security for Endpoints and Enterprise Security for Gateways. Each suite provides various features and levels of protection tailored to specific needs of end user environments. Each suite shares a common management console and is powered and supplemented by the Trend Micro Smart Protection Network, the vendor’s Web-based system for collecting intelligence and disseminating protection updates.
"It was designed to make it easier to do business with us," says Vern Shure, a Trend Micro product manager. "It’s easier to get a handle on what we have and what needs to be sold to the customer."
No one suite in the Trend Micro enterprise portfolio provides comprehensive security for end users, and that’s part of the strategy. Given an end user’s need for security and specific applications, they may only need the endpoint suite which include antivirus and spyware protections for desktops, file servers and mobile devices. Others may only need gateway security, and that suite includes messaging security and Web filtering security applications.
The Enterprise Security Suite provides the most feature sets, including modules for desktop, mail servers and Web gateways. However, it doesn’t include security applications for IM and collaboration servers; those are covered under the separate Enterprise Security for Communications and Collaboration suite.
The suite system was designed because many VARs and Trend Micro resellers didn’t know the full breadth of the vendor’s security applications, how they could be integrated and how to position them for sale against competitive offerings. The new suite packages resolve most of those issues, says Shawn Murphy, Trend Micro’s vice president of North America sales and channels.
"The suites make it easier to explain, so now we can have conversations about the technology and not just the business impediments," Murphy says.
The Enterprise Suites became available today and Trend Micro is in the process of disseminating sales and training information to resellers partners. Murphy expects to see sales trend up beginning as soon as March and continue through the year.
Trend Micro isn’t clear on anticipated average sale prices of the suites or if they will result in higher sale prices and margins for resellers. The company’s expectation is that ASPs and margins will be higher through suite sales. Murphy also expects resellers will have a higher degree of success selling the suites to both existing and competitors’ customers.
Trend Micro, the world’s third largest security software vendor, is under increasing competitive pressure as rivals Symantec and McAfee, as well as upstart security vendors, look to steal share in core product offerings, such as antivirus. Kaspersky Lab, the Russia-based security software vendor, has publicly stated its goal of surpassing Trend Micro in gross global market share in 2010.