Channel Best-Sellers: Winning Security Players

Tokyo-based Trend Micro and Moscow-based Kaspersky Lab shared the top spot in the Security Suites category of this year's CMP Channel Channel Best Sellers survey, with each seeing a 4.4 point jump in dollar volume share compared to last year. McAfee placed second with 0.7 points of growth, while Symantec (-7.1) and CA (-7.8) both experienced significant losses during the period.

Tom Ruffolo, president of security solutions provider eSecurityToGo, in Irvine, Calif., says Trend's security software offers a range of useful features, but it's the vendor's generous licensing terms that are generating the most buzz in the channel.

Trend also does a good job of integrating multiple functions without letting the software become bloated, notes Ruffolo. "Some vendors' products are more granular, with more knobs and dials, which means they can be difficult to configure and manage," he said.

Kaspersky's software is easy to work with because it's integrated with the Microsoft stack and can be managed through a Microsoft Management Console, helping it fit well within a wide range of IT environments, says Roy Miehe, president and CEO at AA Antivirus, a San Jose, Calif.-based solution provider. Kaspersky's channel program has shown marked improvement over the past year, and the vendor excels in assisting channel partners and responding to their needs, according to Miehe. "Channel support actually is much more attentive and they're probably the most channel-friendly security vendor out there right now," he said.

Spencer Ferguson, president of Wasatch Software, Salt Lake City, said what sets Kaspersky apart in the channel is the vendor's willingness to work with partners on an individual basis.

"We've worked with security vendors that have started working with us only to have it fall through later, but that hasn't been the case with Kaspersky," said Ferguson.

-- Kevin McLaughlin

Security Suites 1st half 2007 Market Share Market Share Change 1st half '07 vs. 1st half '06 Symantec 61% -7.1 CA, Inc. 11.70% -7.8 Trend Micro 11.60% +4.4 Kaspersky Lab 4.50% +4.4 McAfee Inc. 4.30% +0.7 * Ranking based on 1st half 2007 share of sales dollar volume. Highlighted vendor gained greatest share from 1st half 2006 to 1st half 2007 Source: The NPD Group/Distribution Track (Incudes GTDC Data), www.npd.com/lps/distributortrack