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Posts Tagged ‘TippingPoint’

Network Security Renaissance

Friday, March 19th, 2010

ESG’s research indicates that network security spending will be a focus area for 2010. Nearly half (48%) of midsized (less than 1,000 employees) and enterprise (more than 1,000 employees) organizations will invest in network security technologies like firewalls, IDS/IPS, gateways, and threat management solutions.

Yes, all of these technologies are important components of a defense-in-depth security architecture, but they are also quite mature. Why the network security renaissance? Because of:

  1. Equipment consolidation. I see lots of organizations replacing individual firewall appliances with big network security gateway products running virtual firewall instances. This simplifies the network and cuts down on software licensing costs. Good news for Check Point, Crossbeam Systems, and Juniper Networks.
  2. Network upgrades. There is plenty of 10GbE activity in the data center and in network backbone upgrades. Fast network throughput demands new security equipment. Advantage IBM/ISS, McAfee, Sourcefire, and TippingPoint (HP).
  3. Integrated security. Most enterprises are replacing standalone security devices with more integrated threat management solutions.
  4. New threats. The bad guys are way more sophisticated than an IPS device circa 2007. Large organizations need better threat detection, prevention, and mitigation. Furthermore, network security must work as a team with desktop, server, messaging, and other security defenses.

With all of this activity, many networking vendors stand to benefit. Cisco and Juniper have great network security offerings that interoperate with their core networking products. HP will pick up TippingPoint with 3Com, but it needs to build an architecture story quickly. Brocade is working with partners and must continue to make this a core part of its value. Other networking vendors need to make similar moves.

Security gets more complex each day, so state-of-the-art devices may have a short shelf life. Expect continuous investment in network security moving forward. Networking vendors that recognize this will put themselves in the best position.

HP & 3Com, My Two Cents

Thursday, November 12th, 2009

Rumors of a networking acquisition have been flying around HP for years — I’ve heard the names Brocade, Extreme, Force10, and even Juniper thrown about. HP indeed followed this logic, but zigged with 3Com instead of zagging with one of these others.

Why 3Com? With the H3C and TippingPoint portfolios, HP got a far broader product line than it could have elsewhere. What’s more, H3C high-end switches and routers could be extremely disruptive as they could attack Cisco’s profit margin which could really hurt even if Cisco wins business.

All told, I really like this move but HP has some work to do. Here is my list of opportunities and challenges for HP moving forward:

Opportunities:

  1. TippingPoint is an IPS/IDS leader and one of the elite players in the enterprise and service provider space. HP should use TippingPoint as a Trojan Horse to penetrate enterprise accounts. HP should also continue to invest in security as lots of dollars will continue to be spent in this area alone.
  2. Everyone is talking about the data center and HP has a very strong portfolio of servers, storage, and networking. That said, HP would be wise to use its extensive distribution and enterprise customer base to sell 3Com core routers and switches too. HP should also double-down on a service provider vertical marketing strategy.
  3. EDS should be incented to bundle 3Com into every big deal possible. There may be some big opportunities in the Federal space although H3C sales to government agencies may be difficult.
  4. With 3Com and ProCurve, HP could lock down SMB sales. This should be a high priority. Yes, enterprise sales are the ultimate goal, but HP should spend ample time on the SMB space in order to prevent any incursion here.
  5. HP should focus on ProCurve One partners. 3Com brings a lot but not all networking needs. HP needs a broader security portfolio, WAN optimization, and Application Delivery Controllers. HP should assure partners like F5 and Riverbed that the 3Com purchase means more business for everyone and follow this message with real programs and commitments. As for security, HP should now look for a security management vendor like ArcSight, LogLogic, LogRhythm, Nitro Security, or SenSage to complement TippingPoint.
  6. HP should solidify its FCOE messages as it now has every incentive to push Ethernet for everything.
  7. Select opportunities by geography and industry. While HP has a vast global presence, specific geographies and industries will be a much easier target than a broad horizontal go-to-market strategy. HP should focus on emerging markets as 3Com has done especially well there. As for industries, HP should concentrate on those that have been hit hard by the recession (State and local government, education, housing, etc.) and those in the midst of massive network upgrades (life sciences, telecommunications, media, healthcare, financial services). Strong vertical marketing will sell networking and lots of other equipment.

Challenges:

  1. HP cannot assume that its storage and server field staff can sell networking. It needs to establish a killer enterprise networking salesforce. Many Cisco staffers are looking for new challenges so I would start there.
  2. HP needs to rationalize its networking portfolio soon as it can’t support a multitude of devices, operating systems, and channels effectively. To do this, HP needs to figure out its end-of-life and support strategy and also articulate a clear roadmap to customers.
  3. As previously mentioned, HP must lock up partners, not scare them away.
  4. HP must become an enterprise networking vendor and not a data center-only player. If it only focuses on the data center, it will miss lots of other business opportunities.

In my opinion, the opportunities outnumber the challenges for HP. In the meantime, Cisco is likely pooh-poohing this merger externally but extremely concerned within the posh walls in San Jose.

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