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SonicWall Eyes More Acquisitions, SMB Solutions

Posted by iTech - 2006-04-20

SonicWall spent 2005 expanding its technology portfolio, and this year the security vendor aims to help partners address the needs of small and midsize businesses.

John DiLullo, vice president of worldwide sales at SonicWall, said in a keynote Tuesday at the vendor's Peak Performance conference in Las Vegas that 2005 was a big year for SonicWall on the acquisition front, including deals for Enkoo, Lasso Logic and MailFrontier. He told partners they could expect more of the same types of acquisitions in 2006.

"You're going to see more acquisitions aimed at securing information assets," DiLullo said to a gathering of about 400 of SonicWall's top partners.

The vendor plans to sharpen its focus on opportunities in three areas: business continuity solutions that incorporate secure backup and recovery, unified threat management (UTM) solutions, and secure content management solutions that address regulatory compliance and combat threats such as spam and phishing.

The Lasso Logic, Enkoo and MailFrontier acquisitions have created new opportunities, DiLullo noted. For instance, the SSL VPN technology obtained in the Enkoo deal has seen "unbelievable adoption" over the past year, he said.

"I've heard it said that [SSL VPN] will be SonicWall's iPod," DiLullo said. "At $595, the SSL VPN is a game changer."

There’s also been rising Interest in the continuous data protection technology that SonicWall gained from Lasso, he said. The fact that many SMBs are disenchanted with tape backup is creating a need for better solutions, he added.

"We have a great opportunity because not many SMB customers are happy with their tape backup solution," DiLullo said.

SonicWall's product menu aligns well with the needs of SMBs, according to DiLullo. To illustrate the size of the small-business opportunity, he cited figures from the U.S. Small Business Association showing that in the last five years, only 195 companies of more than 1,000 employees were started, compared with more than 190,000 companies with less than 1,000 employees.

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