Infosec exhibitors were free to focus their efforts on genuine IT decision-makers this year thanks to fewer “tyre-kicking” visitors.

The calibre of end users at Europe’s premier IT security fair ensured it was a hit with its 256 exhibitors.

Symantec, Trend Micro and Blue Coat were notable absentees in 2008, but all returned this year as the show moved from Olympia to the larger Earls Court venue.

And according to organisers, visitor numbers were up by five per cent, to 12,445.
Nick Garlick, managing director of VAR Nebulas, said: “Every other year there have been tyre-kickers, but this year everyone I met was at Infosec for a particular reason.”

Trend Micro pulled out of Infosec three years ago, saying it no longer offered a return on investment.

Trend’s head of UK channel sales and marketing, Caroline Hodson, said the larger venue and timing of product launches were enough to tempt it back.

“We wanted to push OfficeScan 10 at something, so the timing was very good,” she said. “We had a great show in terms of decision-makers.”

Ian Kilpatrick, chairman of distributor Wick Hill, agreed. “Our headcount will be down on last year but the quality has been high,” he said.

Despite many exhibitors toning down their efforts this year, security giants Symantec and McAfee predictably battled it out for the most extravagant stand, while PGP, Webroot and Marshal were among the smaller vendors with prominent and well-manned booths.

Meanwhile, Encryption software vendor PKWare used the show to launch its first ever formal channel strategy.

Todd McLees, senior vice president of global channels, said he wanted to boost indirect sales from 50 to 80 per cent of the total in Europe over the next year.

“We need partners to help us penetrate the global 2000 list,” he explained.