Through acquisitions and partnerships, Check Point has expanded its reach to small offices, offering security appliances, subscription services and consumer software. President Jerry Ungerman recently talked to Net.Worker Managing Editor Toni Kistner about the needs of this growing market.

Check Point first made a big play in the SOHO market two years ago with the acquisition of SofaWare and the launch of a security appliance. Then things got quiet until last year when you launched the Safe@Office VPN/firewall line. How did this device evolve from the SofaWare device? Is it the same?

When we announced the SofaWare acquisition and product in January 2002, we wanted our partners - Nokia, Sun, IBM, Nortel - to bring it to market. Over the next 18 months, Nokia decided to concentrate on enterprise remote offices instead, and the others didn't gain enough traction. So last summer, we introduced two new Check Point-branded product lines with upgraded hardware and software. The VPN-1 Edge product is geared to large VPN deployments, thousands of offices, and for small businesses, the Safe@Office line, which has four models suited to one to 100 users.

Does a Check Point partner still build the hardware?

No, Safe@Office carries our brand, and we have them manufactured in Taiwan like everybody else. Small businesses get it preloaded and already running, easy to install.

Are you going after the SMB market, too? It seems everybody is.

Yes, but we define it differently. For 11 years we've been in the enterprise market; we're in 97 of the Fortune 100, in 93% of the Fortune 500. We have 100,000 customers. Then we made a commitment to go after the small- and medium-businesses markets. But while some refer to one SMB market, we find there are significant differences in the users, their capabilities, their needs. So we've broken it down. Small is one to 100 and medium is 101 to 500.

We have the same problem with 'SMB.' It's much too broad.

Yes, the market's too diverse. And we know there's a big difference between a five- and 100-person company; we still need to break small businesses further into segments.

How exactly do you define them?

By the number of employees accessing the Internet and by number of offices. A small business would primarily have one office, maybe with some teleworkers. A medium office would have up to three locations and 500 employees. The five-person small business doesn't have an IT person; the 100-person office maybe does, but probably just one overall IT application person. The medium office has an IT person and maybe a security person.