Security Player Shifts Gears

George Samenuk, chairman and CEO of the company, laid out a new product strategy at a gathering last week of 650 customers and partners. The Santa Clara, Calif.-based vendor also said all products will carry the McAfee Security brand name.

Network Associates executives said the company will integrate its antivirus, intrusion-prevention, policy- and process-based firewall technology, and security deployment and management software in one product to help improve management functions and security capabilities.

The first stage, which adds firewall capabilities to the McAfee antivirus and McAfee Entercept intrusion-prevention software, will be available by the first half of next year. By the end of 2004, the company will combine functions from all of its host-based software into a single, integrated product. Network Associates' products for the network, including its IntruShield intrusion-prevention software, will remain separate offerings. Prices were not announced.

"I think it's a great strategy and the right direction," said Jack Brahce, director of security services at networking integrator Analysts International, Lansing, Mich. "Customers want those types of applications to be integrated, especially as it simplifies security management."

Network Associates entered the intrusion-prevention business in April when it acquired Entercept Security Technologies and IntruVert Networks for a combined $220 million in cash. The resulting Network Associates products, called Entercept and IntruShield, now form the cornerstone of the company's product and channel strategy.

"We're now moving up the food chain and are looking for 'a few good men' who can sell us as part of the whole solution set in end-to-end security," said Donna Troy, executive vice president of worldwide channels at Network Associates.

Troy told CRN that the company plans to unveil a new channel program early next year that will reward partners according to their skills and certifications. "We will incent with leads and market development funding, and we will offer pricing that's based on their tier level," she said.

"They are rewarding the people who make an investment in training and certifications, and they should reward you for that," said Brett Martin, vice president of sales at Dyntek, an Irvine, Calif.-based security and integrator services provider to state and local governments. "These will become our lead products for the next year."

Still, not all security providers applauded the new direction. "I don't see a company with, say, 500 PCs or more buying into a single point of failure," said Michelle Drolet, CEO of Conqwest, Holliston, Mass. "I don't see large companies buying everything in one box."