Integrator Wins $100,000 Security Installation

This integrator combined network security software and managed services to produce a healthcare security solution and recurring revenue.

If you're a VAR looking for a blueprint on how to be successful in the networking security market, you may want to take a look at Bowie, MD-based Plan B Technologies. The company expects to grow sales 25% in 2007 to $25 million. Plan B is achieving this growth and maintaining high gross margins (30% on hardware, 50% on services) by combining complementary technologies and services in the network security market.

Recently, Plan B won a network security project for a privately held hospital in MD. With 300 active network devices, the hospital was not achieving the level of service that it required from its existing security services provider. In addition, the hospital was feeling pressure from the ever-increasing amount of regulatory compliance requirements from mandates such as HIPAA (Health Insurance Portability and Accountability Act). When it came time to renew its services contract, the hospital explored other options. One of those options was to extend its relationship with Plan B to include the entire network security infrastructure. Plan B had an established relationship with the hospital, providing the installation and support for the hospital's eEye SecureIIS software.