Story image

CEOs driving security change

05 Jul 2012

Security’s move from an IT driven ‘bottom up’ discussion to a chief executive ‘top down’ discussion, and demand for consolidated security offerings, are driving renewed interest in security — and ambitious Kiwi growth plans for security company, Websense.

Gerry Tucker, Websense ANZ country manager, says he’s looking for ‘significant double digit’ growth from the New Zealand market in the coming year. “Our New Zealand customer base is still relatively small so we see significant opportunity for growth. New Zealand really is an emerging market for us. Even though it’s a mature market, we’re not where we are in Australia and so there is significant growth potential.”

Last month the company hired its first local territory manager for New Zealand, with Simone Neunz, formerly software services manager at Gen-i appointed to the new role. “Having a presence here will help us drive strong growth,” Tucker says. “And from a channel perspective having Simone here will help us engage earlier with them and drive increased margins and revenue.”

Tucker says two key factors are driving interest in security and growth for the company.

“One thing that has changed is that security was traditionally a bottom up discussion, with IT managers trying to drive the security into the business. But now, thanks to the well publicised data breaches of the past 12-18 months, we’re seeing the discussion driven from the top down as chief executives and boards of directors express concern,” Tucker says.

“On top of that you’ve got the increasing aspect of social media and Web 2.0, combined with mobility and cloud. Security at the perimeter of organisations is, at best, perforated and highly dispersed. And one of the topics we’re hearing is that organisations are looking to consolidate their security solution into a more consolidated offering.”

Five years ago Websense began investigating heavily consolidated solutions are something they embarked on five years ago with a half billion US dollar investment to create its Triton solution offering complementary Web and email security along with data leakage prevention.

Tucker says selling is also changing for the 100% channel company, with a move from transactional to solution sales.

Microsoft appoints new commercial and partner business director
Bowden already has almost a decade of Microsoft relationship management experience under her belt, having joined the business in 2010.
Zoom’s new Rooms and Meetings features
Zoom has released information about the upcoming releases for its Rooms and Meeting offerings for 2019.
Aussie company set to democratise direct-to-orbit IoT access
Adelaide-based Myriota has released a developer toolkit that has been trialled and tested by a smart waste management platform.
Apple's AirPods now come with 'Hey Siri' functionality
The new AirPods come with a standard case or a Wireless Charging Case that holds additional charges for more than 24 hours of listening time.
Dynatrace takes pole position in APM Magic Quadrant
It placed highest on Ability to Execute and furthest on Completeness of Vision in the 2019 Quadrant for Application Performance Monitoring (APM).
HCL and Xerox expand strategic partnership
Under the terms of the agreement, HCL will manage portions of Xerox’s shared services, including global administrative and support functions.
Avaya expands integration with Google Cloud AI
This includes embedding Google’s machine learning within conversation services for the contact centre, enabling integration of AI capabilities.
Forrester names Crowdstrike leader in incident response
The report provides an in-depth evaluation of the top 15 IR service providers across 11 criteria.