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April 20, 2005


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We are finally seneig the concept of the mentor / protege pay off after extensive marketing efforts to Sr. Developers. We offer an ANSI accredited on-line course which covers the principles of secure coding practices. It is not a hard-core training course, but an awareness course focused at anyone who is involved in the SDLC process from the Procurement Officer to the hands-on coder.We tried every avenue we could think of i.e. the Compliance Officer, the Security Officer, H/R, Training Managers, CIO's everything ..then we realized just as you did awareness must start at the Developer level and work its way up.Once we realized this and properly addressed the need for the Sr. Developer to ensure that everyone who has a stake in the SDLC, and especially the more junior programmers / developers have an awareness of the basics we have seen a couple hundred percent increase in people taking our training and getting certified.

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argument may have worked 20 years ago, but it falls over flat in the face of raitilees today. Large companies are just as likely to go under and stop product support, be acquired and force a transition to a new product, whether or not the customer asked for it. Oracle is the primary example of this latter behavior, and there are lots of examples of the former. Large companies do not provide peace of mind in that rapidly changing business conditions will often result in critical to some-business' product going away, without support.Moreover, in a world where all chips are effectively Intel or AMD, all hard disks are effectively the same, all boxes (you know, from the big vendors) are actually built by 3 contract manufacturers it is hard to make a reasonable argument that there is larger risk in adopting better technology, than there is in adopting branded technology.The cheaper portion isn't the only or primary aspect. But it is important in the mix. Our solutions represent less risk as they are open, and based upon open technologies, so if we go under, others can support them. Try that with our competitors proprietary boxes.At the end of the day, any closed/proprietary solution represents a risk and business dependency danger in the face of un-forseen business changes on the part of the supplier. Suppose Sun is successful in getting a world wide shipping injunction against NetApp. How happy will the proprietary NetApp customers be, when business conditions forbid them from getting support/service? At the end of the day our solutions offer lower overall risk and lower overall cost, as well as higher performance. The argument that peace of mind occurs with the other vendors is weak. We have support programs we have designed to address the fact that we don't have a world-wide support organization. How do you solve the problem of fixing a remote machine in the event of an issue? Turns out the solution is quite easy, and lower cost to set up and operate than the 24x7x4 type solutions. Our customers seem to like it better, as the time to solution is measured in minutes in most cases, not in hours for first callback, and days for actual solution.So with all due respect, I disagree with your premise.

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