Vontu Reaches Out To VARs

The recent revelation that the personal data of millions of military veterans may have been exposed when a Veterans Administration employee's laptop was stolen is the latest reminder that sensitive data can fall into the wrong hands in any number of ways.

From customer records to employee information, businesses possess data they want to protect, says Steve Roop, vice president of marketing at Vontu, whose data-loss-prevention software protects data using strict controls over user access and data movement.

The developer's strength lies in serving its traditional market--large U.S. enterprises--which it services through a direct-sales force. The vendor recently began an effort to expand its reach.

The market for detection and prevention of outbound content that violates corporate policies and government regulations is expected to grow to $1.9 billion by 2009, with much of the growth generated from midsize businesses, according to IDC.

"We always say that if an organization has data, they are at risk of data leaks or data loss," Roop says. "Our type of solution appeals to all companies. It doesn't matter if it's a 1,000-person company or a 300,000-employee company--they all have confidential data they want to protect."

Founded in 2001, the San Francisco-based company has gained traction among major enterprises, claiming three of the four largest commercial banks and two of the top-three credit-reporting agencies among its customers and some 1 million end users. Sales have been growing rapidly: Vontu claims it had a 400 percent increase in bookings in 2005. Much of that growth is being driven by legislation requiring that customers be notified when data is compromised, Roop says.

Such revelations often result in the loss of trust and business for a company and forces it to spend heavily to beef up its security in the wake of a breach, says Gartner analyst John Pescatore.

"Businesses are realizing it's more economical to invest in data security up-front," he says.

Vontu plans to work with VARs that specialize in data security as a way of reaching both large and smaller businesses and geographic areas outside its current footprint, starting in the United Kingdom. Roops says Vontu wants to work with VARs that provide both software deployment and security services. "We're looking for resellers who are at or near that 50-50 split in terms of software and services revenue, so we know they've got that expertise," he adds.

A first wave of resellers has signed up and enrolled in a training program that includes technical guidance, marketing and sales collateral, and other support. Among those enrolled are BEW Global, Nebulas Security and Group Captiva. Roop says others can apply for the program through the company's Web site.

The channel reseller program will include all the products in the Vontu suite, which are divided into two groups: those that handle confidential data at rest and those that monitor and alert network administrators about data in motion.