Ghost hunting services raise resellers' spirits
ConSentry claims that 95 per cent of IT managers need to increase identity-based network control
Network Access Control (NAC) vendor ConSentry has claimed that ‘ghost hunting’ can prove a lucrative pastime for the channel.
The vendor commissioned independent analyst Loudhouse to question security and IT professionals in 200 UK firms about their security plans for 2007. The findings (see box) discovered that corporate ghosts – in essence guest users and temporary staff that roam on a network unhindered on multiple levels – are causing a growing headache for IT managers. About 95 per cent of respondents admitted they needed to increase the amount of identity-based control they have over their networks, according to Loudhouse’s research.
Alex Raistrick, director of northern Europe at ConSentry, said: “This is very encouraging research for our resellers because it shows that an enormous channel opportunity exists in the market. Those that jump onto the bandwagon now can become trusted advisors to these firms.
“As concerns over compliance and fraud continue to multiply in UK firms, VARs should be encouraged to really push NAC technology. Most firms want to secure their networks – they don’t want to fail audits and put themselves at risk. They have been brushing these issues under the carpet for too long.”
Andy Mills, managing director of VAR Matrix, agreed. “We have a policy of introducing new technology to our customers,” he said. “NAC, while not generating a lot of revenue currently, is a huge point of interest, with many customers wanting to know how it works and to understand where the market is.”
Raistrick added that more firms are willing to invest in a NAC policy and the green light for funding is coming from an executive level.
“Chief financial officers are now more interested in a NAC strategy because of increased emphasis on compliance issues, which means it is more likely to go ahead,” he said.