Security A Commodity?

Sure, Microsoft and security stalwarts made nice last week, saying they will work together. Symantec, McAfee and Trend Micro all will introduce Vista-ready products and services Jan. 30, when Vista becomes broadly available. CA, Panda Software and a host of other security software vendors also will be ready. But so will Microsoft. The software behemoth's Windows Live OneCare service will cover Vista from the launch date, and its Forefront client security product is due out next quarter. The significance of those offerings—and the others that are sure to come from Microsoft—will only intensify as Vista takes hold in the marketplace.

The commoditization of the antivirus market has been on the horizon for the past couple of years, but with Microsoft entering full force into the market, it is now in clear view. Major antivirus vendors have been bracing for the impact, moving up the value chain with enterprise-focused offerings and network security products. Symantec is pushing its broader security/storage vision, while McAfee and Trend Micro have stuck to their knitting with new security offerings in network access control, rootkit detection and other higher-margin niches. The differing product directions already are rippling through these vendors' channel communities as solution provider partners are forced to rethink long-held relationships and sales strategies.

Security-focused solution providers seem braced for the impact, most having moved beyond antivirus as a key offering several years ago. But a broader group of solution providers serving small businesses' IT and IT security needs are more reliant on antivirus license sales and renewals in their profit equations.

Already there are rumblings in security companies' channel ranks. Surely the noise will grow louder. But the truth of the matter is simple: Antivirus software will become a commodity, so it is time to build a business plan around higher-value services or security products.

WHAT'S ON YOUR RADAR?Send feedback to Larry Hooper via e-mail at [email protected] or call (415) 947-6229.