The security channel believes that it is primed to take advantage of the convergence with the voice market as unified communications starts to take off.
The traditional belief held in the security market is that as voice started to become a network play dealers in that market would pick up the business, but that appears not to have happened.
“I kept believing the voice guys would own the voice zone but the more we looked at it they don’t,” said Ian Kilpatrick, chairman of Wick Hill, who recently signed with Samsung’s voice and networking division.
“The security and data resellers have got IP and to them security is just part of that,” he added.
His views were echoed by others in the market including Bernie Dodwell, EMEA director of channels at unified communications security specialist Sipera.
He said that there was going to be convergence in the market and both security data resellers and voice specialists could get a slice of the business.
“We are looking to migrate our security resellers into voice and visa versa and open up a new market for all of them,” he said.
Chris McKie, director of industry compliance at Watchguard,said that up to now the focus of voice resellers had been on providing a solution that guaranteed call quality and had not necessarily been focused on securing the data.
“They didn’t really do security and now they have got these proxies in place that allows a voice reseller to sell additional services and solutions,” he said.