Security

“TippingPoint’s Intrusion in India”

by VARINDIA 2010-04-02

TippingPoint is a sociological term that refers to the moment when something unusual becomes common. This is exactly how we can also define US-based company”“TippingPoint”. Provider of network-based intrusion prevention systems for enterprises, government agencies, service providers and academic institutions, it has been pioneering the Intrusion Prevention System (IPS) market since it launched the first network-based intrusion prevention system in 2002, and is continuously marketing its innovative IPS features such as Spyware protection and multi-gigabit throughput.

TippingPoint IPS offers VoIP security, bandwidth management, Peer-to-Peer Protection, and default “Recommended Settings”. IPS blocks malicious traffic automatically.

Recently, when Select Technologies tied up with TippingPoint to distribute their Intrusion Prevention System (IPS) product range in India, it gave a totally new dimension in the field of marketing to the company. With this alliance, TippingPoint is trying to increase its footprints in India from where channel and the customers can have a better access to the product range.

According to Sunil Pillai, Business Head, Select Technologies, “TippingPoint has been pioneering the IPS market since it launched the first network-based intrusion prevention system in January 2002, and continuously leads the industry by being first to market with innovative IPS features.” Talking about the effectiveness of this partnership, he added, “With Select’s experienced and efficient sales, after-sales support and a wide range of products, we hope to deliver value to our end-users both in terms of quantity and quality.

Neeti Rodrigues, Regional Sales Director of TippingPoint for India & GCC, said, “Select’s experience as one of the leading IT solution providers in India will complement the growth we have already seen in India and allows us to expand our presence in key territories around the region. Combined with Select’s expertise and resources, including support and training services, the partnership will enable VARs in the region to offer comprehensive security solutions to organizations in the region.” “India is a key market for us and we needed a partner who would not only help us to provide crucial technical support to our channel network but also work with their customers to provide the right solution to their needs,” she added.

Arun George, Technical Manager, TippingPoint, conducted a technology presentation at “Rishtey 2007”, the annual partner meet of Select Technologies in Colombo (Sri Lanka) between July 4 & 7, 2007. In line with the theme for Rishtey 2007, which was”“FAME” signifying Fortune, Attitude, Motivate and Excite, he contributed in shaping the attitude of the channel fraternity to aggressively promote the best-of-breed products of TippingPoint.”“TippingPoint IPS runs on a switch-based appliance and provides Layer 2-7 security without compromising network performance. We are the only IPS vendor who can provide up to 8 Gbps of deep inspection in a single 10 Gbps link. Our vision of consolidating Attack Control, Access Control and Application Control into the same IPS appliance is aimed to revolutionize the IPS market the same way we changed the IDS market in 2002 ,” said Arun George.

The TippingPoint IPS is an in-line FPGA-based ASIC hardware appliance that proactively ensures protection to organizations against internal and external cyber attacks that may threaten their critical infrastructures. It provides Application Protection, Performance Protection and Infrastructure Protection at gigabit speeds through total packet inspection.

As per Niti and George who were initially based in Dubai found that the Indian market has got huge potential and the people in India have always been keen on learning technologies so it would be easy for them to deploy their solution. Hence, they started breaching into Indian territories by partnering with Select Technologies. Niti said that IPS market is growing at a very good pace and as TippingPoint earlier does not have physical representation in India so it became utmost important for them to expand the business. She believes in reaching large customer and market with Select.

George highlighted the company’s USP by saying that the major selling point is performance.

Having customers profile like Genpact, GE, Fedility, INGgroup, etc., the company educates the channel by giving them training. Trainings have already been conducted in Mumbai and Bangalore and soon will be coming to Delhi as well.

TippingPoint, which shares the same space with companies like ISS and Cisco, regards Intrusion Prevention Systems (IPS) as their patented technology and does not feel any competition with them.

While talking about the focus area, George said that they are targeting all the Systems Integrators and would see the business decisive nature so as to decide for a partner or a distributor. They are here to develop business relationships with industry leaders who desire to deliver best-of-breed solutions and comprehensive support to their end- customers. He said,

“TippingPoint is committed to aligning with partners who desire to be on the forefront of technology, and provide comprehensive solutions for complex problems. TippingPoint’s Application Protection, Performance Protection and Infrastructure Protection capabilities are ideal for corporate enterprises, government agencies, service providers, financial institutions, healthcare organizations and academic institutions.”

As far as the Indian market is concerned, TippingPoint is initially investing in “Demo Kits” which are used by the partners in demonstration. They consider themselves as a channel-centric organization and everything is done with ease. In the present scenario, the company has four registered partners (SoftCell, Cubic, Wipro and HP).

Finally…

From a futuristic perspective, we could say, “Consolidation is the Vision” for TippingPoint, where we can find something called “Extrusion Prevention” intruding in the market.