One of the trends that Phil and I highlighted coming out of RSA was the movement of identity management *downstream* into the small and midsize business market. This movement could be seen in IBM's Tivoli Express product, in BMC's .NET suite of Identity management tools, and in companies like A10 networks.
I highlight A10 because they're a startup that is clearly aimed directly at the SMB marketplace. Their technology fits there. Their delivery mode fits there. And (most importantly) the way in which they're building out their sales model (via a channel) fits there.
All of this is extremely important as it lets us know that we're beginning to head toward the bulge of the bellcurve that makes up the majority of the marketplace.
There's a reason that IBM retooled their Tivoli suite (and reportedly got it down to 12 questions to set up an identity management system), and there's a reason that a company like A10 gets funded and then gets traction.
The reason: the market opportunity is enormous.
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