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Starlink sharpens solutions focus

Security distributor highlights new go-to-market strategy

Othman: “We concentrate on next-generation security solutions.”
Othman: “We concentrate on next-generation security solutions.”

Starlink, a distributor of IT security solutions, has come to GITEX TECHNOLOGY WEEK 2013 with a brand new go-to-market strategy for its solutions portfolio. Nidal Othman, Managing Director, explains that four customer “stories” are used to engage organisations with Starlink’s vision for enterprise security. The stories are told as a means to focus the end-user on particular areas of concern with their business.

“We are not into infrastructure security; we are not into IDS [intrusion detection systems] or antivirus or firewall,” Othman says. “We concentrate on next-generation security solutions that can complement infrastructure solutions.”

Starlink starts with the story of access control, which concerns the location and sensitivity of data. Four different products, from vendors such as SafeNet and Dell Software, are used to identify, monitor, encrypt and certify data for specific types of use across a number of users types, assigning appropriate access levels. The advanced threat protection story is told to focus the user on protecting sensitive data from attack or theft. The five vendor products in this category include those from Blue Coat and FireEye and they are used to analyse, visualise and remediate attacks.

Four products participate in the vulnerability management story, including those from Redseal and Tripwire. The solutions concentrate on detection and prevention of weaknesses through penetration testing tools at the software development stage. The final story covers secure mobility, tightening protection around the sharing of data across multiple end points and networks. “We have [taken this approach of stories] in order simplify the message for the partner, because with new technology it can be very difficult to explain from a business point of view,” Othman explains.