Even in a Tight IT Market, Security Offerings Still Getting Plenty of Attention

RALEIGH — Editor's note: "Trendsetters" is a regulare LTW feature that focuses on new technology and products as well as companies and individuals at the forefront of changes in the tech economy. Today, Trendsetts features firms that are tackling demands for IT security.The buzz at B2T was security.

Security in the post 9/11/01 world continues to be a hot topic, even in a difficult economy. All one had to do was tour the show floor to see the number and scope of services being offered by firms attending and demonstrating at this year's B2T Conference. Panels and speakers also addressed the topic at length during the course of the two-day event.

Several companies touted security solutions among the 35 or so, including Secure Enterprise Computing, Hired Guns and Alphanumeric Systems. While Secure Enterprise specializes in security issues, the other two offer it as a part of their larger IT management and technical solutions. And Iron Mountain bills itself as the "world's largest data security services company".

Among the attendees were representatives from other security-related firms, including Cindy Green, president of Bedrock Concepts; Alan Clegg, security consultant at HCS Systems; and Hans Downer, vice president for Entrust.

Security sells

Secure Enterprise, which won the B2T Best of Show Award this year, is a secure systems integration and services company based in Morrisville. Chris Harper and Randall Bennett formed the company in the late '90s to assist other companies in the process of evaluating and implementing a thorough computer security solution.

Bennett says Secure Enterprise, which was recently contracted by a leading financial institution to provide quarterly internal and external vulnerability assessments, has hundreds of other clients, in industries ranging from healthcare and biotechnology to textiles and manufacturing. Because of the nature of the industry, he says, Secure Enterprise purposely does not disclose the names of its customers.

The services Secure Enterprise provides include help with implementation and support, policies and procedural development, auditing and monitoring. The company does both an external and internal "vulnerability assessment," says Chris Burrows, a sales consultant exhibiting for Secure Enterprise at B2T. The external assessment includes a "white-hat attack," says Burrows, which tests the vulnerability to a company's system from the outside. The internal attack, he says, examines how employees are using the network environment.

Demand for the services Secure Enterprise Computing offers is picking up, according to Burrows, who says the company is poised for the task.

"It was functionality over security last year, and the thought is that has changed this year," he says. "We're fortunate that we've been doing this for five years and are able to capitalize now."

Adding more security services

Based in Raleigh, Hired Guns offers a line of network management, support and consulting services called SureNet. The network management and support services offered as a part of SureNet include monitoring, troubleshooting, maintenance, replacement, staff supplementation and asset management and procurement. Hired Guns' consulting services offer network design, project management and installation, software application development and a security audit.

In addition to the security audit, related services include security consulting and planning. Often times, the result is a sale of hardware to the client companies, says Josh Ebert, director of business development for Hired Guns. But rather than pushing hardware, Ebert says more than half of the company's revenue stream is from services.

Hired Guns currently employees around 25 employees, and Ebert says he's looking to hire three or four more people to "ramp up" his direct sales force. The company recently signed a deal for a large implementation at Forbo, a Swiss industrial group. For clients, Ebert says Hired Guns offers a unique Web portal monitoring system for them to log onto and track their network performance.

"It's something we do differently than other companies," Ebert says. "Others don't give that visibility."

Recognizing critical needs

Having been around for 23 years, Alphanumeric Systems certainly has gotten plenty of visibility. Founded by owner and President Darleen Johns in 1979, the technology solutions provider offers "practice areas" in network infrastructure, security, integration, project management, client-managed services, configuration and technical training. Alpahnumeric also provides a product delivery service for clients through its relationships with industry vendors, such as security partners CheckPoint and Nokia.

Alphanumeric offers security and e-infrastructure services through what it calls its NetCritical Group. According to Brian Murray, business development executive for Alphanumeric, the services include help with both security strategy and technology, including internal policies and educating the customer on new solutions.

"Since the Internet has exploded, companies have got to take an in-depth look at how to protect everything," Murray says. "Not just with technology, but with policy and procedures."

Among notable clients, Murray names Glaxo, BCBS, Hearst Corporation and the State of North Carolina. With almost 300 employees, Alphanumeric Systems provides services in North Carolina, South Carolina and Pennsylvania. It recently acquired the systems engineering and sales staff of IKON Office Solutions in Colubmia, SC.

"We're pretty stable," Murray says. "Actually, we're very stable in this environment."

Secure Enterprise Company: www.secure-enterprise.com

Hired Guns: www.hiredgunsonline.com

Alphanumeric Systems: www.alphanumeric.com

B2T Conference: www.theb2tconference.com