September 6, 2011

2 Min Read
Google Web Security Ends, But Google Postini Marches Forward

By samdizzy


When Google confirmed plans to halt new sales of Google Web Security (part of the Postini family of services), some critics emailed me and suggested Google was abandoning Postini and cloud security partner sales. That’s not the case at all. Google Web Security was a tiny piece of the overall Postini business, which has 26 million users. Both Google and its top cloud partners say the broader Postini service — including growing opportunities like Message Security, Discovery, and Encryption — continue to march forward.

Google acquired Postini in 2007 for $625 million in 2007. Since that time some key channel partners have built and expanded their businesses around Google’s Postini services. Excel Micro, for one, is the largest authorized distributor of Google’s message security and compliance solutions. Michael Amadio, director of marketing at Excel Micro, says the Excel Micr0-Google relationship remains rock solid and demand for Postini continues to grow.

A spokeswoman for Google added:

“Last week, we announced that we are discontinuing new sales of Google Web Security (GWS) because much of its functionality has been integrated into existing Google products.  This change will not affect other Postini services, which we’ll continue to sell and support.”

Google’s Postini business and partner efforts compete with several SaaS companies that have channel-centric business models. When evaluating cloud security solutions, many VARs and MSPs weigh such options as Intel’s McAfee division, Own Web Now’s Exchange Defender, Reflexion Networks and Spam Soap (a key McAfee partner), among others.

Meanwhile, there’s a side discussion to consider. As cloud applications like Google Apps and Microsoft Office 365 take hold, some channel partners believe managed security, cloud security and cloud storage revenues could get squeezed. Already, many email security companies are shifting their strategies or pushing into new markets following Office 365’s June 2011 debut. Still, changing markets also create new opportunities. Backupify, for one, has launched a backup solution for Google Apps.

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