Magazine Article | June 16, 2010

Tech Trends: What's Driving DLP Sales?

By Gennifer Biggs, Business Solutions magazine.

DLP is increasingly in demand — both in terms of security and storage deployments — as businesses continue to realize the value of their data. What does that mean for the IT channel? More revenue, but only if VARs and managed services providers (MSPs) are willing to keep abreast of evolving DLP technologies and understand how legal issues such as compliance can help drive DLP sales forward. "A few years ago, big companies knew they needed DLP solutions. They were the early adopters, and they made it a million-dollar plus market," explains Christian Renaud, CEO of Palisade Systems. Those early adopters fueled case studies and tangible value proofs that then moved the market forward with more cautious adopters in the enterprise space. "Now we're getting traction with the SMBs and SMEs," he adds. "DLP is getting to the point where it is a must-have feature that goes along with the other security features VARs are selling to their SMB customers."