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August 2006

Buyers look for demonstrable success in innovative companies

"Build a better mousetrap, and the world will beat a path to your door." Or not. Startup information security companies continue to bring real innovation to market, hoping to attract customers willing to try something new. "Sometimes you have to be on the edge a little, look for things that enhance and extend security," says Carl Snyder, COO of Washington-based SafeHarbor Technology, which designs and deploys online support environments for businesses. SafeHarbor took a shot on GraniteEdge ESP, which uses causality relationships from traffic data to build a real-time picture of what's going on across your network. We all like to see cool new stuff, but investing limited budget and stretched resources on technologies with little or no track record is another matter—how do you know you're making a smart purchase? Overall value is a big motivator. "We have a number of integrated tools from one vendor, rather than a point solution," says Elemental Security customer Mark Lund, director of IT for GlobeImmune, a Colorado-based ...

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