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24 Jul 2006
SurfControl’s chief executive Patricia Sueltz has hailed its acquisition of UK-based managed security services provider (MSSP) BlackSpider as a “win-win” situation for the firm’s channel partners and customers.
The acquisition will now allow SurfControl to offer three form factors to its partners and customers: appliances, software and managed services.
Speaking exclusively to CRN, Sueltz said: “We see security as changing from just simple report management to a position where customers are looking to be protected at every point of vulnerability. Before we only had a toe in the water with on-demand services. It made sense for us to expand in this sector and to acquire one of the world’s leading MSSPs.”
Sueltz said the two companies now have to go through a 90-day integration programme. No changes will be made to either companies’ channel strategies during that time.
“This [acquisition] is good for our partners. Customers need to know that they can not only get best-of- breed solutions; they need to ensure they have the best total cost of ownership. This allows us to put the complete package together,” she said.
Harnish Patel, senior vice-president EMEA at SurfControl, said the acquisition explains the delay in the vendor’s switching from a single-tier to a two-tier strategy. SurfControl is on the verge of announcing its first full-time UK distributor after months of negotiations (CRN, 12 June).
“We want to get it [the choice of distributor] exactly right, and not rush into making a decision,” he said.
Martin Dipper, general manager, managed security services at security VAR Vistorm, a partner of both SurfControl and BlackSpider, said: “[The aquisition] means that we are able to provide more complete control over the filtering of email and web traffic. It also means there will be one point of contact for partners. When people acquire companies they often have similar product sets that cause overlap. But this is a logistical move and both firms have complimentary technology.”
sara_yirrell@vnu.co.uk
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