Encryption Ripe for the Channel

There has never been a better time to sell encryption: A perfect storm of regulatory requirements, improved technology, beefed-up channel programs and an overall increase in paranoia have combined to make a compelling case to protect client data. VARs have three different opportunities when it comes to selling encryption products and services: whole-disk encryption for laptops and desktops, database encryption, and e-mail encryption.

It used to be that encryption was one of those things that most people didn't get around to deploying until an event such as a stolen laptop or a site break-in had happened. But a number of highly publicized laptop thefts and database attacks in recent months have brought the need for protecting this data to the attention of many business managers.

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"Just about everyone that we speak to these days knows about a stolen laptop situation personally," said Ralph Figueiredo, sales manager at security VAR Aurora Enterprises in Torrance, Calif. "It certainly is more prevalent when compared to two years ago."

Encryption also is at the center of a series of legal rulings that support more privacy and protection of sensitive data, making it more of an immediate deployment issue.

"The motivation behind doing encryption is usually some sort of compliance initiative," said John Kindervag, a senior security architect at Vigilar, a Dallas-based security VAR. "HIPAA [Health Insurance Portability and Accountability Act] is driving e-mail encryption, privacy laws are driving whole-disk and laptop encryption and the payment card industry standards are driving database encryption."

Making encryption more of a compelling sell is the fact the technology has become more turnkey. "Whole-disk encryption is nice because the user doesn't have to do anything to implement it," Kindervag said. The encryption and decryption happen automatically in the background once the technology has been deployed.

The encryption vendors with the most developed partner programs are PGP, Pointsec/Check Point Software and RSA. All offer a range of products, and, more importantly, have products that have withstood the test of time and have solid feature sets. Checkpoint Software recently acquired Pointsec.

"We have a great relationship with Check Point's field operations and channel program, so the merger is encouraging," said Brandy Peterson, a security consultant with Fishnet Security in Kansas City, Mo. Peterson has used Pointsec products in the past.

In April, PGP revamped its partner program to make it easier to do business and expand its reach. The new program provides partner investment and performance incentives, enhanced technical support, and subsidized training classes toward professional services certifications, said Karen Hartsell, director of worldwide channel marketing for PGP, in Palo Alto, Calif.

"We currently have 250 partners and our goal is to better engage our partners as well as provide more support for services," Hartsell said.

VARs that want to get more involved in encryption should look for encryption key management features of the various products, since this could become a security management sinkhole.

"You can get free encryption tools from just about anyone these days, but their key management features aren't that robust," Kindervag said.

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"That is why key management is something that I look for first when I am evaluating any new technology for my customers."

Peterson said VARs must do their homework. "You also need to test the products and make sure that you understand how they will impact your specific customer environment," he said.