2006 CHANNEL CHAMPIONS

Client Security Software

Trend Micro

CRN logo By John Longwell, ChannelWeb

3:00 PM EDT Fri. Apr. 14, 2006
From the April 17, 2006 issue of CRN
Product reliability and value often go hand-in-hand in providing a strong ROI for solution providers and customers, and that appeared to be the case in the client security software category in this year's Channel Champions survey.

Trend Micro unseated Symantec as the Channel Champion in this category by earning superior solution provider satisfaction ratings in product reliability, price/performance and total ROI for customers, where it came in a particularly strong 4.2 points ahead of Symantec.

Trend Micro's client security offering, the OfficeScan desktop security suite, has a lighter footprint, is easier to deploy and is less likely to have an impact on the desktop than competitors' products, said Chris Amaris, chief technology officer for Convergent Computing, a Trend Micro partner in Oakland, Calif.

For those reasons, Amaris not only gives Trend Micro high marks for reliability and price/performance, but also ROI. "It's easier to deploy, and that means there's less you have to get a return on," he said.

Trend Micro's overall satisfaction rating of 75 edged out Symantec's 73.8 rating by 1.2 points. CA was third with 71.9 points and McAfee fourth with 70.5 points.

On channel criteria, Trend Micro widened the gap by not only drubbing the field in total ROI but also earning high marks in six of the 10 criteria, especially licensing policies, service revenue opportunities and consistency of channel programs. Trend Micro tied with Symantec in three other areas and slipped behind in only one area: training and certification.

"They have not done a good job in educating the partners and the customers," said Pat Grillo, president and CEO of Atrion Communications Resources, a security solution provider in Somerville, N.J. "Two years ago we had tried to help them put together an education program, and it stopped and started and started and stopped."

But otherwise, Grillo and other partners said Trend Micro has been augmenting its channel programs and stepping up visibility with partners. "I was pleasantly surprised three weeks ago to find our numbers have gone up with them," Grillo said. "It looks like they've turned the switch back on and our guys are engaging with them and they're engaging with us."

Client Security Software

 
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