Trend changes tack

Trend Micro has re-focused its Middle East sales and support strategies in the light of more targeted cyber attacks. The move is part of a global initiative that also sees a re-think of R&D strategy.

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By  Simon Duddy Published  January 11, 2005

Trend Micro has announced the formation of four distinct customer business units that will drive the development and delivery of security solutions. These are the enterprise business segment, the small and mid-sized business (SMB) segments, and the consumer and SOHO segment. The company has developed this targeted sales and support approach in a bid to close the gap between its end users and the latest technological innovations. The news comes in the light of a regional review of internet virus trends and challenges, which suggests that home computer users within the Middle East are the most likely to suffer from the certain strains of computer virus. For the Middle East, this strategy will mean that Trend Micro will be organised around security experts who specialise in the needs of these different segments, supported by a pipeline of innovative network antivirus products designed to provide protection for these different business groups. “Security threats are becoming more complex and more targeted at specific groups, so it’s essential that solutions evolve that are as targeted and comprehensive,” says Justin Doo, managing director of Trend Micro in the Middle East and Africa. “For example, virus programmers are now developing malicious software such as Trojans which are designed to infect the home-user, who is usually less protected and has weaker technical support than the average business. As a result, it’s essential that there are solutions available that specifically address the home environment,” he adds. Trend Micro’s Research & Development organisation is being reorganised to ensure its successful transition to support these newly-formed business units. “The traditional approach of software vendors has been to offer a SMB product that is a cut-down enterprise product suitable for a smaller number of users, but this approach is no longer sufficient to protect businesses in the Middle East. We’re entering a challenging new era for the technology security sector, and the aim of our new approach will be to ensure that product innovation is balanced across all types of businesses,” adds Doo.

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