Tripwire versus Solidcore: Turning the Tables
We at Solidcore are engaged in a market share battle with Tripwire. Tripwire is about 10 years old, their biggest asset is that they are bigger, have a more widely known brand name than us. Their weakness is that their technology is the same at it was 10 years ago.
We (Solidcore) are smaller, younger and have state of the art technology. Our biggest challenge is how to get our brand name out so that we are invited to all the deals where Tripwire is being considered. Once we are in we tend to win 80% of the deals we compete in.
This is a classic battle studied in almost every MBA class: David versus Goliath.
One of the reasons we won deals against Tripwire was that they are not real-time. They have a scan and diff approach, while Solidcore is real time. Recently tripwire began telling customers that they have a real time version of the product. It works on only two versions of windows and no versions of Unix. This was a big victory for us as basically the market has spoken that real-time tracking of change is a critical requirement for PCI, SOX and ITIL deals and Tripwire was forced to accept it come on to the Solidcore turf, where they are newbie’s with little experience.
Add comment September 22nd, 2007
