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Tuesday, July 11, 2006

RSA VARs Uneasy Over EMC Deal

EMC recently acquired RSA Security for $2.1 billion, and though the deal is great for the companies, VARs are concerned. RSA had recently made a lot of progress in their channel program, creating a great relationship with VARs – but will that last now that EMC is in control?

Tim Herbert, CTO at Atrion Networking, explains the situation: "EMC has a reputation for being a very aggressive sales organization that has been known to take deals direct, even if the partner has helped mature the opportunity."

For trust-based industry like security, EMC's high-pressure sales style may not mesh well with VARs or customers. EMC's technology will work well with RSA's advances in security. Rob Sadowski, senior product marketing manager for information security at EMC, said, "We have a strong idea about how to integrate [RSA's technology]. We can offer encryption across the entire EMC product line and provide strong encryption key management as the data gets encrypted."

Learn more about the acquisition and the concerns of some VARs in the full article (link above).

Blogged by Computer Consulting Kit