August 16, 2011 Leave a comment
I had an interesting pre-CompTIA conversation with M86’s SVP – Paul Myer about trends in enterprise security and the M86 Secure Gateway. According to Paul: “It used to be that 80% of attacks came through email. The task for email security vendors was to identify virus signatures in the lab and get them out to customers quickly. As email gateways got stronger and updated more frequently, the bad guys got smarter and the threat moved to the Web because there is less coverage there. Now someone will drop malicious code into legitimate web sites. With attacks having an average life span of about 24 hours, you can’t rely on signatures to block the web.“
If you are not familiar with M86 history, they are a combination of 86 Technology and Marshal (UK) that acquired Finjan and its real-time code analysis/web gateway malware detection patents in 2009. M86 is now leveraging the Finjan technology in a next generation threat platform called Secure Gateway, in competition with industry leaders McAfee, Symantec, WebSense and BlueCoat, who are mostly using signature-based technology. M86 Web Gateway watches active content on the web as you search the Internet, identifying malware in real time by assessing the actual content of the code, rather than depending on antivirus signatures. M86 strips that noxious content out in real time so that it can’t penetrate a company’s network.
In addition to leveraging technology, M86 is making some decisive moves to embrace and leverage the channel, having shifted from some direct to a 100% channel model. Channel partner training is also a key to M86 success, as their cutting edge technology requires a higher skill level from the channel partner. M86 recently launched a new Channel Portal where partners can access a quick reference dashboard that tracks partner focus activity, deal registration activity and MDF, tech support and an enhanced marketing collateral system. Along with the Partner Portal, M86 announced a points-based sales incentive program called Partner Focus Rewards. Sales reps can register and redeem points through the portal and accrue 2% of revenues on the M86 Secure Gateway. For more details on the announcement go to: http://www.echannelline.com/canada/story.cfm?item=DLY080211-1