EMC Expands GRC Channel Opportunity with SourceOne Email Monitoring

Originally introduced last April and drawing strong interest from
the channel, EMC’s SourceOne family of GRC (governance, risk and
compliance) products is getting a family extension.

Available now, SourceOne Email Supervisor enables customers to monitor
inbound and outbound e-mail and instant messages for compliance with
policies and regulations including those mandated by the National
Association of Securities Dealers (NASD).  

Increasingly, organizations are being mandated to supervise and monitor
electronic communications. One example of this is brokerage firms and
securities dealers under NASD Rules 3010 and 3100. And even when it’s
not a regulatory requirement, companies must still enforce policies to
prevent risky, unethical or illegal communications, says EMC’s Greg
Kosinski, director, product marketing.

Working together with SourceOne Email Management, the new solution
provides the following key capabilities: flexibility in defining and
customizing business policies to determine which messages will be
sampled for review; ability for supervisors to create and manage review
groups as well as assign reviewers into each group; easy navigation to
highlighted text in both the message body and attachments to clearly
indicate the content and business policy that caused the message to be
flagged; and providing proof of compliance with comprehensive reports
to meet stringent NASD 3010 requirements of keeping auditable records
of supervisory reviews.  

While originally of interest to the financial sector, other market
segments are starting to embrace the company’s GRC solutions, says
Kosinski. Government, healthcare and manufacturing are all contributing
to make SourceOne EMC’s fastest growing product family. It’s a very
cost-effective and affordable solution that pays big margins and can be
implemented with organizations with as few as 15 participating users,
he says.

SourceOne has been a huge success in the channel, confirms EMC’s Ken
Grohe, vice president of partner sales, Americas. The margins for
partners on this offering, which is subscription-based, have been 46
percent on registered deals, and 70 percent of sales, and 80 percent of
implementations have gone through the channel. "It helps smaller
partners really well," he says.

And it helps EMC because partners can get it quicker to revenue, he adds.

Grohe says 80 percent of EMC’s SourceOne sales forecasts are agencies,
financial or healthcare organizations that are further along on the
HIPPA scale, but at a manufacturers’ event last week he cautioned them
about the hazards of GRC. "I told them if you’re an American company
and you make a product, you will get sued." The best way to protect
your company against frivolous claims is EMC, he told them.

In addition to SourceOne Email Management, which archives e-mail from
Microsoft Exchange and IBM Lotus Notes/Domino as well as SMTP and
instant messages, the family includes SourceOne Discovery Manager for
high-volume email discovery search and collection and 
SourceOne  Discovery Collector, a set of complementary partner
appliance offerings that that automate the in-house identification,
collection, preservation, and policy management of unstructured content.

EMC reports SourceOne customers can save more than 50 percent in total
cost of ownership and achieve payback on the solution in as little as
12 months. For companies with 1,000 mailboxes, savings will average $1
million in a single year, and companies can also realize a reduction of
up to 60 percent in storage and backup costs.