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"A lot of times customers are driven by recent events," says Ruvi Kitov, CEO of Tufin Technologies, maker of SecureTrack. "Business continuity is a stronger driver. A security incident often goes unreported, even within an organization, but it's tough to hide when customers can't reach you."
"The requirement comes from security, but operational benefits drive the purchase," says Jody Brazil, CTO for SecurePassage, which sells FireMon.
Brazil says the market for firewall management tools is growing rapidly. Tufin, he says, projects double revenue over last year, with similar growth expected in coming years. Most of the business for these products will come from large enterprises, which need to make sense of complex mazes of rules accumulated over time. Typically, they have multiple firewall vendors, often a result of mergers and acquisitions, but sometimes, as with Scotia Bank, by design. "It's good security," says Scotia's Witherspoon.
"We've seen significant improvement around performance, change and availability. We've eliminated redundant rules," he says. "It allows a firewall to do what a firewall is supposed to do."
This was first published in October 2007