WatchGuard has raised the gauntlet to its UTM rivals by promoting its tactic of detailing the performance of the entire unit with all the functions switched on.
The typical way of promoting a UTM is to focus on firewall performance but to gloss over the impact that switching on the other functionality, including features including anti-virus and anti-spam, has on speed and the impact on the network.
Speaking to MicroScope, WatchGuard's CEO Joe Wang said that there was an inevitable impact on functionality by switching everything on but it had opted for a more open approach to documenting the performance of its products.
"Strategically we have paid attention to the UTM performance and not just publicised the firewalls performance," he said.
He noted that although rivals had yet to make similar moves it expected some customers would start asking difficult questions and the days of just providing the speeds and feeds based on the firewall were numbered.
"They are starting to react but they are still not talking about UTM performance because the numbers are not good," he added.
Wang expected a different approach to selling UTM to emerge as the performance of the entire system became something customers wanted to know and as a result it was making more investment into making the boxes run faster.
He also said that its summer sale and trade-in promotions that it had been running over the last few weeks had been a boon for the channel and were activities that it would run again.