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Email security & Competitors

Q: How important to you personally is hard disk encryption?

A: I have had my laptop taken away from me briefly at airports for security screenings, and have the screeners pick it off the belt where I can't see it. And that motivates me to make sure that everything on it is encrypted. Our product really is a godsend, and all my files on my laptop are encrypted. These days, securing your data and not just encapsulation of the pipe is becoming more and more important, and an absolute business requirement.

Q: How does a corporation get started on setting up email security policy options?

A: We have seen this happen in variety of different ways: channel, reach, compliance and remediation, and industry-specific situations. First, it helps by having a robust channel with some focus on vertical markets where a company is under some kind of compliance and has some kind of external force pushing them to encrypt and protect their email traffic.

Second, we have also seen many small businesses that are in business servicing someone big, and that big company mandates their suppliers and customers send email using PGP. We have a large auto manufacturer in Germany that has 5,000 suppliers and that mandated all of those small businesses to send email with PGP. Both are easier entries than just going in there cold and trying to get people to realize that file attachments are an issue.

As we look at the overall trends in business, there is more awareness about security in general and encryption. For example, in California there are small real estate companies and banks that are very aware of what they have to do to secure their data.

Q: You got your start with selling command-line encryption tools. How is that market doing?

A: We re-introduced the command line encryption products the middle of last year, and the business has grown 100% a quarter for the past three quarters. It has been a very pleasant surprise. We have had days where people order $50,000 off our Web site with their own credit cards. We have everything from a large aircraft manufacturer that takes all of the manuals, to banks on Wall Street using the command line product. Some of our customers are encrypting their backup files and then storing them on tapes.

Q: Who of the surviving email security vendors is your competition these days?

A: We usually have two kinds of competitors now. First are the PKI infrastructure vendors, including Microsoft, Entrust, Cisco, Juniper, Aventail and those kinds of solutions. We usually win based on usability and reliability. Then we also have traditional email vendors that are selling into particular vertical markets such as Tumbleweed and Sigaba, and we win when the solution involves more than just selling email as part of the entire solution. We tend to be a suite vendor rather than selling a single product.

Q: Your PGP Universal product is supposedly very easy to deploy. Can you give me an example?

A: Universal is ready to run on a number of platforms - you just add hardware, and it works. Our biggest solution to date was with one of the top pharmaceutical firms and we had it running in less than 30 days for over 70,000 users. One of the very valuable features of the product is something we call "learn mode", which means the product just observes the traffic but doesn't interfere with the mail stream and is very useful to help our installers as they tune the system to a particular customer's needs.

Q: What do you think of the Microsoft/Groove announcement?

A: I think this validates the whole idea of peer-to-peer security that we have been talking about for many years and we welcome what they are doing.

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