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Raz-Lee Security extends development capabilities, expands business throughout Europe and Asia using IBM Business Partner resources
With nearly a quarter century in software development behind it, Raz-Lee Security has proven its expertise with products designed exclusively for IBM mid-range servers—from its original applications for file editing and system tools on what was known as the IBM AS/400® to today's powerful iSecurity product suite for IBM System i™ security, productivity, and system management.
Raz-Lee research and development facilities and corporate headquarters are in Herzliya, Israel, but the Advanced IBM Business Partner has not been limited by the capabilities of its own development team or by the boundaries of its home country. It also has corporate offices near New York City and in Milan, Italy.
Raz-Lee has extended its development capabilities and gained valuable technical support and contacts through close association with the IBM System i development and security applications teams in Rochester, Minnesota, and through its use of resources at the IBM Innovation Center in Waltham, Massachusetts.
"The IBM Business Partner program has enabled Raz-Lee to work closely with IBM in various countries worldwide, locate local distributors and resellers, emphasize our market presence locally, and contribute directly to sales of our iSecurity suite of products," said Shmuel Zailer, Raz-Lee chief executive officer and chief technology officer.
Raz-Lee iSecurity is a comprehensive product suite for IBM System i security and auditing that makes the whole process easy for users, but hard on intruders. iSecurity provides support to meet data security standards of various regulatory requirements, such as Sarbanes-Oxley, the Health Insurance Portability and Accountability Act, and the Basel II Accords.
Each of the products in the iSecurity line can be used as a stand-alone application or as integrated modules in one or more process-specific "packs" that include:
- Prevention Pack
Provides network access control, user and password management, anti-virus protection, investigation of potential intrusions, protection of unattended workstations, and review of server security status
- Compliance Pack
Provides monitoring and enforcement of site security policies, giving auditors built-in, yet customizable, reports and ensuring compliance with industry regulations
- Application Pack
Offers real-time protection of business-critical application databases against unauthorized access and tracking cross-application activities
Zailer said that the strong market presence of the System i, along with the hardware's dependability and productivity tools, plus the information management capabilities of IBM DB2® made the platform an obvious choice for Raz-Lee development. The iSecurity solutions have earned the IBM Server Proven validation.
The technical support provided by IBM has been invaluable, Zailer said. "Our questions are always answered on a personal level by the System i and security application teams in Rochester, and we receive excellent advice on how to best carry out our development activities."
When IBM announced Version 6 Release 1 of the i5/OS operating system in early 2008, customer demand indicated that iSecurity should support the security-related features of the new release in time for general availability a few months later.
Raz-Lee turned to the support team at the IBM Innovation Center in Waltham, Massachusetts. With IBM assistance, developers ported and tested the iSecurity solutions quickly and smoothly to i5/OS Version 6 Release 1, and Raz-Lee was able to announce its support prior to availability.
Zailer said Raz-Lee has gained much more than technology from IBM. "Working with IBM is strategic for us in penetrating overseas markets, in obtaining a foothold with potential business partners, and in using IBM local marketing funding and efforts in these markets," Zailer continued.
Raz-Lee has grown its network through the Rochester teams and from meetings with IBM personnel and other Business Partners at the annual IBM PartnerWorld and COMMON users group conferences.
Raz-Lee also works closely with the IBM Global Technology Unit (GTU), a joint initiative between IBM and Israeli-based technology companies that promotes worldwide business for their respective companies. The GTU uses IBM PartnerWorld Industry Networks as a framework for helping companies like Raz-Lee tailor and market their solutions.
"All of this has opened a lot of doors for us," Zailer noted.
Raz-Lee took advantage of the client events package for an event in Italy last year. The event was designed to identify potential partners able to work with Raz-Lee in Italy and to generate new opportunities. Raz-Lee is currently talking with several of them.
Raz-Lee has expanded its business in Asia. In Japan, their local distributor markets iSecurity through IBM and other channels to hundreds of Japanese customers. IBM Integrated Technology Services has sold iSecurity directly to local banks in Vietnam. New business is beginning in Singapore, including a recently closed deal with a leading provider of corporate credit information.
Through its Italian office, Raz-Lee has developed a channel of 13 Business Partners located throughout Italy, as well as expanding its business throughout Europe. IBM also assists in promoting iSecurity among Business Partners in Germany and Switzerland. In Austria, Portugal, and Spain, IBM is assisting Raz-Lee locally on projects with large System i installations.
Raz-Lee expects to see a 20- to 30-percent increase in European sales in 2008.
Through PartnerWorld Value Net Connections, Raz-Lee has received guidance in expediting a successful marketing and sales plan with three Business Partners in Italy. A value net consists of Business Partners who work together to build complete solutions to meet customer needs. Value Net Connections offers a comprehensive end-to-end approach for developing successful value nets.
"Our participation in Value Net Connections has resulted in leads, joint marketing events, and two sales that are currently being concluded," Zailer said. "We value this assistance and plan to use Value Net Connections more in Italy, as well as in selected countries where we wish to be more active." Raz-Lee anticipates a 25- to 40-percent increase in iSecurity sales in Italy alone as a result of its value net activities.
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