MILLER: We have moved towards delivering solutions which solve business problems of customers, than being a software company. There has been good acceptance to V10K, a hardware appliance launched last year which offers data security, email security and web security. Triton is a unified architecture which enhances our hardware, software and SaaS offerings delivering lower TCO and same ‘look and feel’ to a customer.

MILLER: We can deliver the same security solutions with the same functionality in both modes – on premise and on demand. Large organizations can install an appliance at their head office and opt for ‘On demand’ offerings at their branch offices. Triton operates from a single management console unlike V10k which needed three consoles for email, web and data security. This is a direct reduction of TCO for enterprises. The compelling proposition of Triton is going to upset many of our competitors. The Unified architecture will help us imprint deeper inroads across enterprises.

MILLER: Yes, it is. DLP is not a simple security issue which can be addressed by a mere software offering. DLP is a business philosophy which needs to be fostered by both a channel partner and an enterprise. Due to emerging modern threats, security policies are not static. Websense invests a large amount of revenue, almost 20 percent in R&D to prevent new threats and lay a comprehensive roadmap for technologies like DLP.

MILLER: Training on Triton would be a logical extension of our hand holding with existing partners. According to demand, we could partner with new partners who specialize in security policies. With Triton, our partners would need to sharpen their management consultant capabilities. Apart from a section of channels operating as a pure product vendor, system integrators would build and support security policies with a customer. Enterprise customers trust their partners for policies, which translates into a huge opportunity for partners.

MILLER: We are agnostic about the platform – premise or cloud as per customer need. Though it is more hybrid in nature at present, we believe Triton delivering same ‘look and feel’ for both platforms will compel organizations to move to cloud. We are also having discussions with ISPs/MSPs from cloud security perspective where they can host our architecture in their datacenters and offer these security services to customers.

MILLER: There is not much growth in perpetual license front as the market is moving towards an Opex based model. However, partners need to develop skills like management consulting and writing security policies to stay engaged with a customer. The acceptance of compliance and security policies would drive business growth for us and our partners. Triton offers partners an opportunity to go deeper and wider into their customer accounts with unified security architecture. They have to look beyond being just a tactical vendor to become a strategic partner to their customer.