Nemx seeks to upgrade channel role 10 July, 2006 By Dave Chappelle

PromoPipeline Exclusive Channel Promotions Find Out How You Can Make Money Today! ENROLL FREE! >> Underpromising William Vanderbilt - Innovative Learning Channels Services: I Can See Clearly Now Beth Vanni - Amazon Consulting Cutting the margin so many times William Vanderbilt - Innovative Learning Channels The Sign of Success - High Maintenance William Vanderbilt - Innovative Learning Channels Question for the Times: Build or Resell? Gary Bixler - AMD

Nemx also announced the addition of two new partners to the SecurExchange Authorized Reseller program: PPM Associates and Contego Information Security Solutions.

"Nemx relies on the channel to reach its target customers because it is the channel that owns those customer relationships," said John Young, president, Nemx Software.

"SecurExchange is the perfect complementary product for organizations focused on providing e-mail security and compliance-oriented solutions. It readily co-exists with their perimeter solutions and represents the next step in a complete and comprehensive active e-mail control environment."

For the channel, SecurExchange represents an opportunity to up-sell and cross-sell SecurExchange Corporate Edition into their current installed base.

"Everybody knows Microsoft only moves into very large, growing markets," said Young.

"However, it will be another two to three years realistically before there's any traction behind Exchange 2007; it's going to be an expensive migration for the customer. In the meantime, waiting for Exchange 2007, businesses will continue to be exposed to serious risks, penalties, fines, and potential litigation."

SecurExchange was designed specifically and exclusively for Microsoft Exchange environments and is compatible with all current versions of Exchange from Exchange 5.5 to Exchange 2003.

Products that leverage value-added services provided by the channel partner are more valuable than those that simply provide one-time revenue.

"SecurExchange solution sales, whether providing in/outbound e-mail compliance, internal e-mail control or both, usually pull additional services through with the deal," said Young.

"End user organizations often require assistance in identifying, defining, and implementing corporate and external regulatory compliance policies and best practices. While large enterprises typically have resources in-house for these activities, the majority of SMBs don't. They rely on their supplier to provide the subject matter expertise and professional services to assist them."

"There are fewer than five vendors we know of that have any kind of internal e-mail monitoring capabilities, that is before the Microsoft announcement.

"Virtually all of them have origins as standalone anti-spam products and their capabilities are generally limited to monitoring for traditional anti-spam kind of content like offensive language and pornography.

Many products designed to address outbound e-mail monitoring are appliances. Many early vendors providing inbound monitoring solutions, such as anti-spam and anti-virus, have also moved to appliances for their next generation products.

"Appliances provide very good perimeter solutions but by their very nature simply cannot monitor internal messaging," Young said.

"The fact is, internal e-mail is never routed through the SMTP gateway, so it's virtually impossible for appliance products to even see internal e-mail; if you don't see it, you can't monitor, control or protect it. SecurExchange Corporate Edition was the first and remains the only exclusively Exchange-based product that provides full active e-mail content control, which by definition, must include internal e-mail monitoring and compliance control. No other product offers the flexibility, accuracy and level of control provided by SecurExchange."

The company considers every Microsoft Exchange Server user a potential customer.

"Nemx is an innovator and leader in active e-mail content control solutions for Microsoft Exchange environments," said Young.

"We will invest in areas of product development aimed at maintaining our lead in terms of flexibility, accuracy and completeness of content monitoring, ease of use, and user control for every e-mail message. We are also planning on entering some select OEM licensing arrangements. Our Intelligent Content Analysis engine, Smart Action TriggerT technology, and seamless Exchange integration are fundamental to doing a good job of internal e-mail control. Given the architectural limitations in many of the popular appliance-based products we see tremendous opportunity for technology partnerships with these vendors."

The SMB sector is very important to Nemx and it is aggressively recruiting channel partners to serve that market, although large enterprises are increasingly interested.

" They seem to be recognizing early this need for internal e-mail monitoring and compliance, whether it's because they need to restrict internal distribution as brokerage firms must do between analysts and brokers, or to fully comply with regulations like Sarbanes-Oxley to demonstrate evidence of control for internal financial information or for some other reason, the large enterprise market is becoming a more significant opportunity for Nemx and its partners," said Young.

"Our competitive edge comes from the unique features of SecurExchange, and the way we embrace, support and do business with our channel partners. Nemx is able to respond to individual partners with tailored investment strategies to accelerate their time to revenue. Our goal is to distribute 100 of SecurExchange through the channel."