3Com Launches Managed Services

The offering, built on a partnership with managed security service provider Counterpane Internet Security, includes remote management of both TippingPoint IPS products as well as non-3Com security wares and data center devices such as Cisco Systems firewalls and IBM server farms, said Don Ward, vice president of services and support at TippingPoint, Austin, Texas.

Initially targeted at Fortune 1000 accounts, the new managed security services will be available via TippingPoint’s 38 Elite channel partners and through direct engagements with customers. The company expects to push roughly 75 percent of its managed services sales through the channel, Ward said.

Over time, TippingPoint hopes to bring the offering downstream in conjunction with its X-series integrated security devices, launched in November, and its strategy to roll out more SMB-focused products this year (see CRN, Jan. 30), Ward said.

Ward said he does not anticipate channel conflict from the new services since none of TippingPoint’s Elite partners are offering the same type of services.

Partners will be able to access performance and monitoring data if the customer allows it and can be included in the problem-notification process if they choose. “It’s not meant to diminish the customer’s relationship with the partner at all. We want to strengthen it,” Ward said.

Via its partnership with Counterpane, Mountain View, Calif., TippingPoint will be offering 24x7 monitoring capabilities that should improve security and lower total cost of ownership for customers, Ward said.

John Braymer, security consultant at solution provider Xiologix, Tualatin, Ore., said managed security services also can help customers fill staffing gaps.

“There are not enough qualified security personnel out there, and this is another way companies can take a load off their IT staff,” Braymer said.

Partners will get the same up-front margin for selling the managed services as they do for selling maintenance services. The services typically will be sold under one-year contracts, with the average deal hitting $10,000 to $12,000 per month, he said.

The services are available in two flavors, one that includes remote monitoring and one that combines monitoring and basic device management.