Mr. Bhargava: The company started about five years ago at a time when the network security issues facing organizations were dramatically increasing and so we built the company effectively as an outsourced security software provider. So we started the company with my co-founder from a company called Service Metrics. As we started to build the company over the next couple of years obviously there was a significant downturn in the industry, especially with respect to outsourced services. So, we took our core technology and converted it from a managed security software offering into a network security software product -effectively a product that would sit at the customer's site that they would control and manage. And that's really the direction that our customers wanted us to move in. Our value proposition was focused on providing a cost effective, high value solution and in the marketplace at that time there was truly a dichotomy in the industry. They were either very high end solutions that were extremely expensive that required significant engineering time and integration time or the solutions were basically SOHO solutions, Small Office-Home Office solutions that were not appropriate for what we would call mid-sized enterprises or even some of the larger enterprises. What we found is that we saw a niche opportunity to create a network security software company that would have basically the highest value proposition, which would mean the software would need to be cost effective for the size of the company. It would need to be integrated into the environment very quickly and easily at a low sort of total cost of ownership. Then, the functionality that needed to be provided for this group of customers needed to be set and it was quite different from the SOHO type functionality and slightly different from the high-end functionality. A key area where we focused on that functionality was definitely ease of use and ease of deployment. We built a customer experience program inside the company where we spent tremendous time focusing on this group of customers -companies in the range of 500 million to 10 billion, sort of what we would call the Fortune 251 down to Fortune 5000. Those types of companies we found had very unique needs especially around how to use the products and that's really how we got going. The first category of product was a category called intrusion detection and prevention. Today it's a well established category but at that time, almost four years ago, it was not and so we were able to see that category become established. Our second category of product was a product in the vulnerability management space. Same thing again there where that space has evolved over the last two three years . Our third category of products which we just introduced over the last year is an endpoint policy compliance solution and that is an upcoming category as well. So, really our approach has been to focus on our customers with the value proposition that says that we want to be cost effective, we want to be the lowest total cost of ownership solution and we want to have the appropriate functionally for their needs.
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