Simplification is also and above all products

SMEs themselves are widely equipped antivirus and, to a lesser extent, in firewall. These products are therefore subject to economic logic of volume and pressure prices. For publishers, these are mature markets. But security, that are also of the anti-spam and anti-"spyware", for the protection of data, intrusion detection and especially it services that are live security infrastructure, as simple. All things that still lack many of SMEs. This deposit growth attracts all players safety, specialists of this segment, which all are faced with the difficulty of selling these companies who know not much, often hampered by the cost prohibitive wary proposed solutions before their complexity apparent.

"Historical" publishers trade policy is therefore based on the search for the greatest possible proximity to SMEs. Where partnerships with experts the sale and close services for these clients. This is the case of Symantec and McAfee, traditionally involved in the management of distribution networks. It is also the choice of Russian Kaspersky, who challenge the hierarchy of leaders: "anti-virus has become a product of convenience, of course, but it is more complicated, said Eugene Kaspersky, President and founder of the society, must be constant updates, permanent monitoring that we are but need us also to relay to the customers."

Simplification is also and above all products. Since more than a year thus appeared solutions "all-in-one", Chu ("uniform trade management"), a hardware device with a secure and all OS required for an enterprise security products firewall, antivirus, anti - "spyware", anti-spam, virtual network (VPN), IPS, etc managed by a single interface. Symantec, for its part, proposes a backup system in continuous with "Backup exe". McAfee, he is interested in the remote management and offers SMEs a "Total Protection" security system driven by external partners. "We now sell a service through the retailer," said Eric Galicia, responsible for the SMEsSMIs in McAfee France activity. Symantec also provides online services.

Acquire simple reflexes

Security editors prepare also for the close arrival of Microsoft in the security market. Offer Windows Live One Care, launched by the giant of the software in the US market in the spring last a tool "all in one" at a price of 50 dollars for 3 PC will arrive in France early next year, with the intention to offer the simplest product possible. "Most of the solutions are complex for SMEs, Bernard Ourghanlian, Director technical and security of Microsoft France observed, we will provide an ergonomic product with a simple signage." The knowledge that the Publisher of the market of SMEs associated with its marketing power, in fact more than one, shaking even if the giant adopts a low profile: "we were not best for security, said Bernard Ourghanlian, has often criticized us the shortcomings of Windows, also do we seek to educate the market so that it acquires simple reflexes of security without playing on the marketing of fear."

But the other revolution that could further upset the market is the arrival of telecoms operators. "These are players who have the greater proximity to SMEs, those who deliver them"pipes"of ADSL, and will deliver soon cleaned virus", provides Eric Domage, at IDC. Thus, Orange Business Services offers two years previously to SMEs in the overall management of their security infrastructure offerings. He claims a market share of 10 with an economic model that could change the equation. "SMEs are less less buy their safety in spare parts, explains Jean-Michel Craye, Director security at Orange Business Services, and will seek a single claimant to manage all of their security problems." Orange thus favours a mode of direct selling and sharing of its commercial means and assistance to cope with the extreme capillarity of the application for SMEs. Competition with publishers and their partners must take into account.