The VoIP security features make a big difference when it comes to introducing the Astaro appliances to SMBs, said Harry Dykeman, vice president of sales at JDM Infrastructure, a Rosemont, Ill.-based VAR and Astaro partner that specializes in security. Dykeman
has noticed interest in VoIP pick up substantially in the 300-to 500-seat business sector, and being able to offer network security to these customers while at the same time starting them on a course that will protect future VoIP deployments makes for a persuasive sales pitch, he
"These smaller companies see their big brothers in the Fortune 500 space getting into VoIP, and so they too have begun asking questions about it," said Dykeman
."They have concerns, and they may not be ready to move to VoIP immediately, but we don't want to do anything that locks them out or slows the move to VoIP later."
Simplified appliances like those from Astaro
can become a foundation for future sales, he
"Typically our security customers go the appliance route first, and with Astaro
we can create a baseline, then as time goes by we can start adding on to that baseline," said Dykeman