"Security for SME market is based on trust and, as a result, only builds not quickly", launches Bernard Ourghanlian, technical director and security of Microsoft France. "The main effort to provide for a system integrators is the cost of customer acquisition, it must move lot, be present, persuade," says Loïc Péquignot, President of the Risc Group, a historic player of security. "Result, the average value of a customer is quite low even if the margins are quite correct." This effort explains that the SSII more present in this segment are companies rather reduced in size having preferred the advantage of proximity. It built a very fragmented market, hence are absent the large system integrators, and for which a strategic approach is not improvised. "It to settle in the region, develop a good networking and take advantage of the proximity which creates", said Olivier Boileau, Director of operations France of Computerlinks, a security specialist that provides products and services to local dealers. A Council day by day, not always rewarding because, to speak of security, it is also be bearer of bad news. But, once affected and convinced, SMEs are faithful. And system integrators who succeed today already have experience of many years, the image of the Risc Group.
Resellers and small integrators close to SMEs and courted by the major security software vendors have the advantage of the business know-how but they sometimes lack the technical skills to sell solutions to clients. Thus, the role of companies such as Computerlinks is provide what lack them. It is a system of marketing and Council two-storey complex that major publishers seek thus to build well to irrigate this vast fabric of SMEs dense mesh size. This know-how is now essential.
Pooling of resources
But other approaches emerging on the market, whose growth is estimated "around 15 per year in the years to come", reveals Nabil Souli, Director General of Ubiqube (ex-Netcelo, and ex-émanation of Wanadoo), "estimates that we will be too cautious." There is therefore room for other players, provided that they are in phase with the application of SMEs. "These are waiting for services whose rates are consistent with those charged by operators of telecommunications at the level of ADSL, continues Nabil Souli.". Which implies an industrialization of the offer. "An economic model adopted by Ubiqube which does not prevent it from working, since last spring, with resellers and service companies. The large system integrators and large system integrators could themselves through these actors to cushion their centres of security (SOC, or Security Operations Center), according to Eric Domage, at IDC.
Another example of pooling of resources, the creation of a common structure as did new security, where technical skills, of course, legal and organizational to answer all the questions that arise in the business. It brings together consultants from Council (HSC) computer security companies, assistance (Deus Ex Machina), Organization (Icys training), and a law firm (Derriennic and Associates). It is not addressed to SMEs, but its system for the purchase of credit-time per hour (210 euros) can help to find the Council which is suited to an acceptable rate.
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