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13 May 2003
Start-up reseller Intrinsic has been formed to reap the benefits of the growing email security market and meet corporate governance needs.
The firm is targeting customers with large email infrastructures and email policy compliance management, as well as secure archiving and storage products.
The company integrates technology from vendors such as NetScreen, Top Layer and EMC to combine the security, storage and management of emails.
Peter Drinkwater, director at Intrinsic, said the role of email has expanded beyond its original boundaries.
"Email was never intended to be business-critical, but firms and government departments must secure and manage their emails to protect information," he said.
Drinkwater added that resellers are essential to bring together different technologies to help businesses to comply.
Neil Barrett, technical director at Information Risk Management, said the industry has recognised the opportunity in this area.
"There seems to be a growing market, which was clear walking around the recent Infosecurity show with lots of firms promoting products," he said.
Intrinsic became an Associate Partner of security appliance maker Top Layer last week to bolster its offering. According to Drinkwater, Top Layer's products are just one element of what it is offering.
"Top Layer realises the benefit of the channel because its customers can talk to partners about integration and not just products," he said.
Matt Percival, business development director EMEA at Top Layer, said the signing of Intrinsic as its sixth Associate Reseller will trigger a new strategy to work closer to partners.
"Since we signed EquIP as our sole distributor in the UK we have had success. Our next strategy is to take the half-dozen Associate Resellers, increase support and bring them closer to us," he said.
The vendor is offering free training to its partners because it claims the willingness of resellers to carry out training shows commitment to its products.
"The time of a reseller technician is valuable and the fact that they give up this time is an associated cost," said Percival.
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