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Protecting customer data in mid-market companies
Today we announced our new product line for mid-market companies. These are all-in-one appliances that combine embedded compliance content with real-time analytics and long-term forensic archival. Some customers have compared our new products to the Mercedes C-Class. They never thought they could afford a Mercedes, but now are driving their favorite car.
My conversations with reporters such as Alex Woodie, Paul Korzeniowski, and Zach Church have been thought-provoking and have forced me to articulate what is different about meeting compliance mandates such as PCI and HIPAA in the mid-market as compared to large Fortune 500 organizations.
The bottom line appears that the same compliance and information protection mandates apply in full force to large and small companies. As a consumer, I expect my credit union, local retailer and regional hospital to be equally vigilant about protectiing my personal information, as Britney Spears painfully experienced.
The difference is that small companies have fewer resources, expertise and budgets. The primary competition in the large enterprise is a homegrown solution, whereas our primary competition in the mid-market appears to be 'doing nothing'. It is not apathy or ignorance, because mid-market customers deeply care but they need to do more with less. Unless the solution is highly automated they simply don't have the resources to act.
Posted March 18, 2008 in | Permalink
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