Best-of-Breed Platform
For Managed Security Services

Through its SAFEsuite and ePatrol product lines ISS wants to make it easy for ISPs to get into the security business.

Lisa Phifer
VP Core Competence, Inc.

Internet Security Systems (ISS) was one of the first players in the intrusion detection market. Today, according to the Yankee Group, ISS leads the adaptive security management market with a 30 percent share. Since entering the market with Internet Scanner in 1994, ISS has been successful selling its SAFEsuite software to early adopters. SAFEsuite products are used by many of the world's largest banks, government agencies, large enterprises, and telecommunications companies. A recent ISP-Planet survey of managed security services turned up "ISS" in many provider's portfolios.

Last year, ISS decided to branch out by adding new distribution channels. In 3Q99, ISS acquired Netrex Secure Solutions, a managed security services provider. ISS now sells ePatrol, a family of managed security offerings that leverage "best of breed" firewall, VPN, antivirus, content filtering, and intrusion detection products. According to Allen Vance, Director of Offer Management for ISS Managed Security Services, "Netrex had long been a strong ISS channel partner. They were also the first to offer training on CheckPoint firewalls, as far back as 1992. Acquiring Netrex allowed ISS to enter a much broader market. ISS is now a one-stop security solutions company: We are able to provide software, services, and education."

Overcoming customer resistance to outsourced security
ISS sells ePatrol managed security services directly; for example, by harvesting the SAFESuite customer base. By starting with customers who are already familiar with adaptive security technologies, ISS can focus on building a business case for outsourced management. But enterprises are understandably cautious when it comes to outsourcing security.

How does ISS overcome this hurdle? According to Vance, most enterprises recognize that securing a network involves many activities: setting strategy, defining policy, engineering solutions, integrating and deploying products, and day-to-day operations. "By letting us do the boring stuff—configuration and monitoring—customers can move up the value chain. They set the strategy and policy, and tell us what they need; we're the hands and feet that make it happen."

Many organizations have certain locations or technologies they consider strategic; recognizing this can turn up opportunities elsewhere. For example, a customer may wish to retain in-house responsibility for headquarters firewalls but be willing to outsource branch office network security.

Go to page 2: Opportunties for ISPs