Symantec: We Don’t Fear Free DLP

When Sophos introduced free data loss prevention (DLP) security software in October 2009, The VAR Guy promised to poke around and get some competitive reactions. Well, our resident blogger is finally back with thoughts from Symantec CEO Enrique Salem and Channel Chief Randy Cochran. Here are their perspectives.

First, a little background. The VAR Guy caught up with Salem and Cochran over lunch at the Symantec Partner Engage conference in Orlando, Fla. Great food. Great conversation. And the perfect opportunity for The VAR Guy to stir up a little controversy before the check arrived.

During the meal, Salem and Cochan evangelized growing channel opportunities in endpoint security and DLP. The VAR Guy spotted his opening and raised the following question: With Symantec betting so much on DLP, is there any concern about rivals like Sophos creating a commodity market through free DLP software offers?

Salem’s response: “A lot of times, when you’re [a software vendor that’s] late to a market you try some tactics to enter the market. We’ve seen zero impact” from the free Sophos DLP offer, he asserted.

Then, Cochran politely interjected: “Free software often becomes shelfware. Customers will likely see very little value from it.”

Hmmm… Has Symantec accurately summed up the situation? Or is Sophos onto something with its free DLP offer?

The VAR Guy will keep listening to both sides of the story — especially if the conversation involves free lunch in Orlando…

Follow The VAR Guy via RSS; Facebook; Identi.ca; Twitter; and via his Newsletter; Webcasts and Resource Center. Plus, check out more channel voices at www.vartweet.com.