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RSSData Encryption — The Next Frontier Of VAR Opportunity?
October 20, 2006
•Article: Data Encryption
Security experts say VARs must target the correct customer audience to successfully sell data encryption solutions.
Data encryption works. It protects data at rest (data stored on some type of media) and data in flight (data in transit on a network) by scrambling data into a form of recoverable unreadability. That fact is clear. However, a discussion of data encryption often leaves VARs with more questions than answers. For instance: How is this technology implemented? What is key management? Who are the target customers for this technology? We solicited answers from four data protection vendors: CipherOptics, Decru (A NetApp Company), Ingrian Networks, and NeoScale Systems.
The vendors suggested four main things to do to implement data encryption:
- Identify Your Customers' Encryption Needs
- Key Management Is Key To Selling Encryption
- Sell Encryption In Vertical And Horizontal Markets
- Sell Encryption To Security Management — Not IT
•Article: Data Encryption
