It also resells routers from Bay Networks and Cisco Systems Inc., but the high-priced firewalls are a welcome addition to their offerings. That's a lot more than a router. To enter the security market, however, resellers need to commit to the rigors and investment of training. If you come from the proprietary world, then you'll need to learn the building blocks. Then there's the issue of hiring personnel.
Security is an elite specialty.
Many of those now in consulting and integration o riginally worked in the government sector. With no security programs being taught at universities, and few security specialists at work in private companies, VARs and integrators report a dearth of experienced talent to hire. The insider's point of view is that security integration offers a valuable tool for leveraging other networking sales. While VARs and integrators now use security as a lead sale, the network information they gather can be expanded into other sales. A security engagement at his previous employer resulted in an opportunity to install 1,000 servers.