US software firm aims high

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Last updated at: (Beijing Time) Monday, December 08, 2003

US software firm aims high

US software giant Computer Associates (CA) expected to see its sales on security products and services in China more than double this year with aggressive marketing campaigns.

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US software giant Computer Associates (CA) expected to see its sales on security products and services in China more than double this year with aggressive marketing campaigns.

"Security and storage products became the two fastest product lines for CA with double-digit growth, but this year we will see triple-digit growth," said Agnes Wan, marketing director of CA China.

She said that most Chinese enterprises, still relying on anti-virus and firewall software to defend their information systems against attacks from viruses and hackers, need to adopt a more proactive attitude.

According to the US-based market research firm International Data Corporation (IDC), 70 per cent of security losses are caused by internal problems, such as improper operation of computers and loose control on authorizations.

Wan said CA, one of the biggest information security firms, brought its eTrust securitysolutions to China. The system's aim is to build an internal mechanism to verify the identity, authorization and acts of visitors to avoid the problems.

The company has spent 400,000 yuan (US$48,000) to start a four-week roadshow in Beijing, Shanghai, Chengdu and Guangzhou to promote its products to Chinese enterprises in November and December.

CA China will also build a separate security sales team to tackle special requirements from customers.

"We do not want to only focus on big enterprises in those rich industries like telecom and finance, but all kinds of businesses," said Wan.

She added that her company would hold similar roadshows in other provincial capitals and smaller cities during the next quarter.

According to IDC statistics, CA was the biggest administration, authorization and authentication (3A) security software vendor in China in the first six months of this year with 17.8 per cent of the total market share.

The 3A security software is mainly used in internal management of security systems, which will generate US$79.4 million in revenues this year, about one-fourth of the total security market, according to IDC.

The market researcher predicted the 3A security software will become the fastest growing segment of the information security market in China from 2000 to 2006 with an average annual growth of 76 per cent and finally reach US$490 million in 2006.

"In the coming five years, China's security market will grow at a very fast pace and we also hope to keep our title as the biggest player in the whole market," said Wan.

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