Security vendor Ingrian Networks is hoping its latest encryption device will help its partners benefit from the forthcoming compliance legislation.
According to the vendor, which signed up distributor equIP earlier this year to help penetrate the UK channel (CRN, 25 August), legislation such as the Payment Card Industry (PCI) compliance laws will help ramp up sales.
Erich Baumgartner, vice-president of sales and marketing at Ingrian, told CRN: “Any [large] firm that operates using or holding credit card information must be compliant with the PCI standards by next June. One of the main points of the laws is that data at rest must still be encrypted, which is where our latest device fits in.”
The i110, which will come under the vendor’s flagship DataSecure Platform, sits below the firm’s high-end i321 device and mid-range i311 product.
“This is a very targeted device,” Baumgartner said. “There has been a perception in the past that products have been complex to deploy, but this is now second-generation technology and eases many of those pain points.”
He claimed that value-add opportunities were based around professional services and end-user training.
“We are working with equIP to help recruit and train VARs,” he said. “We want VARs that have some technical capabilities. Retail experience would be good, but it isn’t essential.”
Grahame Smee, managing director of equIP, said: “The i110 is a good entry point for lots of VARs to get into the encryption and compliance markets. We have seen a lot of interest because it has a lower price point and means they can start at the entry level.”
Smee added that VAR recruitment is going well.
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