The security channel believes that it is primed to takeadvantage of the convergence with the voice market as unified communicationsstarts to take off.
The traditional belief held in the security market is thatas voice started to become a network play dealers in that market would pick upthe business, but that appears not to have happened.
“I kept believing the voice guys would own the voice zonebut the more we looked at it they don’t,” said Ian Kilpatrick, chairman of WickHill, who recently signed with Samsung’s voice and networking division.
“The security and data resellers have got IP and to themsecurity is just part of that,” he added.
His views were echoed by others in the market includingBernie Dodwell, EMEA director of channels at unified communications security specialist Sipera.
He said that there was going to be convergence in the marketand both security data resellers and voice specialists could get a slice of thebusiness.
“We are looking to migrate our security resellers into voiceand 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 asolution that guranteed call quality and had not necessarily been focused onsecuring the data.
“They didn’t really do security and now they have got theseproxies in place that allows a voice reseller to sell additional services andsolutions,” he said.