When there’s smoke, there’s usually fire. I’ve been pretty vocal over the past two weeks, stating that users need to forget what they are hearing about various rumored acquisitions, or how these deals will impact them, and focus on doing their jobs. They can’t worry about what deal may or may not happen until it’s announced. Well, this morning HP announced the acquisition of ArcSight, after some more detailed speculation appeared over the weekend. So is it time to worry yet?
HP is acquiring ArcSight for about $1.5 billion, which is a significant premium over where ARST was trading before the speculation started. Turns out it’s about 8 times sales, which is a large multiple. Keep in mind that HP is a $120 billion revenue company, so spending a billion here and a billion there to drive growth is really a rounding error. What HP needs to do is buy established technology they can drive through their global channels and ARST clearly fits that bill.
ARST has a large number of global enterprise customers who have spent millions of dollars and years making ARST’s SIEM platform work for them. Maybe not as well as they’d like, but it’s not something they can move away from any time soon. Throw in the double-digit growth characteristic of security and the accelerating cyber-security opportunity of ARST’s dominant position within government operations, and there is a lot of leverage for HP. Clearly HP is looking for growth drivers. Additionally, ARST requires a lot of services to drive implementation and expansion with the customer base. HP has lots of services folks they need to keep busy (EDS, anyone?), so there is further leverage.
On the analyst call (on which, strangely enough, no one from ArcSight was present), the HP folks specifically mentioned how they plan to add value to customers from the intersection of software, services, and hardware. Right. This is all about owning everything and increasing their share of wallets. This is further explained by the 4 aspects of HP’s security strategy: Software Security (Fortify’s code scanning technology), Visibility (ArcSight comes in here), Understanding (risk assessment?, but this is hogwash), and Operations (TippingPoint and their IT Ops portfolio). This feels like a strategy built around the assets (as opposed to the strategy driving the product line), but clearly HP is committed to security, and that’s good to see.
This feels a lot like HP’s Opsware deal a few years ago. ArcSight fits a gap in the IT management stack, and HP wrote a billion-dollar check to fill it. To be clear, HP still has gaps in their security strategy (perimeter and endpoint security) and will likely write more checks. Those deals will be considerably bigger and require considerably less services, which isn’t as attractive to HP, but in order to field a full security offering they need technology in all the major areas.
Finally, this continues to validate our long term vision that security isn’t a market, it will be part of the larger IT stack. Clearly security management will be integrated with regular IT management, initially from a visibility standpoint, and gradually from an operations standpoint as well. Again, not within the next two years, but over a 5-7 year time frame. The big IT vendors need to provide security capabilities, and the only way they are going to get them is to buy.
End user customers tend to make large (read: millions of dollars), multi-year investments in their SIEM/Log Management platforms. Those platforms are hard to rip out once implemented, so the technology tends to be quite sticky. The entire industry has been hearing about how unhappy customers are with SIEM players like ARST and RSA, but year after year customers spend more money with these companies to expand the use cases supported by the technology.
There will be corporate integration challenges, and with these big deals product innovation tends to grind to a halt while these issues are addressed. We don’t expect anything different with HP/ARST. Inertia is a reality here. Customers have spent years and millions on ARST, so it’s hard to see a lot of them moving en masse elsewhere in the near term. Obviously if HP doesn’t integrate well, they’ll gradually see customers go elsewhere. If necessary, customers will fortify their ARST deployment with other technologies in the short term, and migrate when it’s feasible down the road. Regardless of the vendor propaganda you’ll hear about this customer swap-out or that one, it takes years for a big IT company to snuff out the life of an acquired technology. Not that both HP and IBM haven’t done that, but this simply isn’t a short-term issue.
Should customers who are considering ArcSight look elsewhere? It really depends on what problem they are trying to solve. If it’s something that is well within ARST’s current capabilities (SIEM and Log Management), then there is little risk. If anything, having access to HP’s services arm will help in the intermediate term. If your use case requires ARST to build new capabilities or is based on product futures, you can likely forget it. Unless you want to pay HP’s services arm to build it for you.
One of the hallmarks of the Pragmatic CSO approach is to view security within a business context. As we see traditional IT ops and security ops come together over time this becomes increasingly important. Security is critical to everything IT, but security is not a standalone and must be considered within the context of the full IT stack, which helps to automate business processes. The fact that many of security’s big vendors now live within huge IT behemoths is telling. Ignore the portents at your own peril.
We’ve been seeing a bifurcation of the SIEM/Log Management market over the past year. The strong are getting stronger and the not-so-strong are struggling. This will continue. The thing so striking about the EMC/RSA deal a couple years ago was the ability of EMC’s sales force to take competitive deals off the table. Customers would just buy the technology without competitive bids, because it was tacked onto a huge deal involving lots of other technologies. Big companies can do that; small ones can’t. HP both can and will.
But the real action in SIEM/Log Management is in the mid-market. Large enterprise is really a swap-out business and that’s hard. The growth is helping the mid-market meet compliance needs (and provide some security help too). ArcSight hadn’t figured that out yet, and being part of HP won’t help, so this is the real opportunity for the rest of the players. It’s easy to see ArcSight focusing on their large enterprise and government business as part of HP, and not doing what needs to be done to the Logger product to make it more mid-market relevant.
In terms of winners and losers, clearly ARST is a big winner here. They created a lot of value for shareholders, and their employees can now vest in peace. The larger of the independent SIEM/Log Management players will also benefit a bit, as they just got a bunch of ammunition for strategic FUD. The smaller SIEM/Log Management players can cross HP off their lists of potential buyers. That’s never a positive.
In terms of specifics, SenSage is probably the most exposed of the smaller players. They’ve had a long term OEM deal with HP and it was evidently pretty successful. There are still some use cases where ArcSight may not apply (and thus SenSage will be OK), but those are edge cases.
Overall, this deal is logical for HP and representative of how we see the security market evolving over time.