寄件者: Roger Knott (MKT-US)
傳送日期: Tuesday, August 24, 2010 12:05:51 AM
主旨: Dell partners with SecureWorks to introduce a security solutions portfolio for midsize businesses
On July 28, 2010, SecureWorks and Dell announced that they have established a partnership to provide a range of security services that identify, monitor and manage security threats. Dell Security Services powered by SecureWorks will offer 24 X 7 security monitoring, firewall monitoring and management, IPS/IDS monitoring and management as well as two consulting services: pen testing and web application scanning. These services will be offered through Dell by the end of 2010.
As Dell looks to reinvent itself, the company has focused on increasing its presence in growth segments like the Services industry. Infrastructure Services are showing very strong growth and Security Services in particular are projected to grow 14% over the next five years. IDC sees enterprises continuing to move toward Managed Security Services Providers (MSSP) as they struggle with the cost challenges of internally maintaining their security posture with growing targeted application and endpoint threats and meeting and maintaining regulatory compliance, leaving IT staff to focus on core functionality.
Dell's acquisition of Perot Systems in September 2009 successfully provided reach into the enterprise infrastructure services market and also extended their SMB and commercial penetration but left holes in a comprehensive security services story. Because of the complexity MSSPs face with developing a robust security infrastructure for their clients that minimizes threat risk, a comprehensive security products and services story is essential. Dell's key alliances with leading security providers Juniper and SecureWorks firms up their security offerings and give them greater visibility as a security services provider in the MSSP market. The Juniper partnership provides the platform for secure networking to distributed networks and remote workers, with an announcement the same day to broaden product offerings, while SecureWorks provides a robust MSSP platform to offer a range of security services.
From a security policy view where more regulatory compliance mandates are imposed and fines increasingly enforced, a strategy that encompasses security consulting, integration, as well as managed security services will be an important part of their go-to-market strategy. Perot systems provides IT Consulting but at this time it is unclear where security consulting services around areas like compliance fit into their portfolio.
Dell's acquisition of Silverback in July 2007 was designed to broaden their presence in the security services market by providing monitoring and management capability for the systems they're selling. The SecureWorks partnership demonstrates capability gaps with that partnership for a comprehensive, cost-effective security portfolio of managing, monitoring and mitigating security threats. SecureWorks brings a large customer base to the table and security services targeted at threat mitigation at perimeter, application and messaging pain points. In addition, SecureWorks brings a flexible delivery model for its security offerings that includes premise-based as well as hosted/cloud security services.
With Perot, SecureWorks and Dell's own consulting groups coming together, Dell has the underpinnings to create a strong story around security that compliments and enhances the value proposition of its existing IT solutions. IDC believes that positioning and messaging has to be clearly outlined for customers to fully understand how Dell's services portfolio address the myriad security challenges that enterprises face today.
As Dell rounds out its services portfolio and provides concrete customer wins in the security services area, we expect the company to make substantial inroads into the services market with their proximity to the SMB and mid-markets that their top competitors do not have. SecureWorks has an established presence in the financial services, government and healthcare segments. Each of these segments have a high demand for security services driven largely by compliance mandates. Dell has identified many of these as key growth segments and its partnership with SecureWorks puts them in a stronger position to address the security concerns within each of those segments.
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