ArcSight to take on UK compliance


ArcSight to take on UK compliance

Ron Condon
Security management vendor ArcSight Inc. has appointed its first UK distributor in a move it says will help it meet the growing compliance needs of small and medium-sized companies.

Last month's debut of an appliance to monitor Payment Card Industry Data Security Standard (PCI DSS) compliance, means that the company is now well placed to serve smaller customers.
Jonathan Cooper
EMEA Channel Sales Director
Cupertino, Calif.-based ArcSight has previously dealt directly with large corporations in the UK, but according to Jonathan Cooper, the company's EMEA channels sales director, it is adopting a two-tier model (distributors and resellers) across Europe. Westcon Group Inc. will act as distributor in most mainland European countries, he said, while Wick Hill Ltd. will handle UK distribution.

ArcSight has traditionally been seen as a high-end provider of event management software for large corporations. But Cooper said the introduction of appliance-based products last year, and last month's debut of an appliance to monitor Payment Card Industry Data Security Standard (PCI DSS) compliance, mean that the company is now well placed to serve smaller customers.

Ian Kilpatrick, chairman of Wick Hill, a major distributor for a wide range of security products, said he looked at a number of vendors before choosing ArcSight. "We looked at LogLogic, for instance, which has a very good logging product, but it did not have the analysis functions that ArcSight has," he said.

Kilpatrick said recruitment of resellers will take place across a broad range, from small security boutique consultancies to high-end system integrators.

"We also expect to sign up specialists in the finance and healthcare industries, where they have a lot of different devices that need managing," he said.

Kilpatrick said the ArcSight range offered resellers the chance to deal with customers at a higher level in the company.

"When you're talking about compliance and delivering that helicopter view over the rest of your systems, you're going to be dealing with the CISO and compliance departments. It is a far more strategic sell," he said.

According to Kilpatrick, margins for resellers would be in the "mid-20 %" and there would be further opportunities for resellers to deliver extra consultancy and configuration services. For instance, the ArcSight product range comes with around 250 ready-made connectors to the most common security devices and applications that it will be required to manage.

For any devices that are not already catered for, ArcSight offers the FlexConnector software development kit, which allows the reseller or customer to build a new connector.

Kilpatrick said initially that he expects the ArcSight Logger product to be the biggest seller. "Once they start getting the data in, customers will then start to ask for the analysis tools to help them make sense of it," he said.

The ArcSight range of seven management appliances starts at around $24,000, rising to $150,000.

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