Thanks for taking the time to answer my questions. Please tell us, what is Untangle all about and what do you do?

Bob Walters: Our company is called Untangle, and we provide an integrated suite of security software and appliances with enterprise-grade capabilities and consumer-oriented simplicity. We believe in delivering high value, low complexity solutions to all our customers, from individual consumers to small enterprises, through direct e-commerce sales and trusted channel partners.

What are you launching at RSA? Or, what is your key focus at RSA

Walters: Untangle is proud to launch its first wireless appliance, the u50w. This appliance has all the same great features and network control we offer currently, with the added benefit of a Wi-Fi router built-in. This helps to save space and energy by only having one appliance for all your network security.

Who is your target audience and how do you intend to reach them? What is the biggest challenge you face right now in telling your story and winning over new clients?

Walters: Our target audience is SMBs and K-12 schools. Our major challenge is conveying the fact that Untangle is an all-in-one solution to IT departments. It is a hard concept to grasp when they are used to multiple vendors providing different levels of support. Convincing them that Untangle actually does everything for a lower cost can be challenging.

I'd be curious to hear any general thoughts you have on market trends...

Walters: We all know that organizations large and small are resource-constrained. IT has taken cues from the consumer market and now demands products that are transparently priced and available self-service without having to deal with an enterprise sales cycle. We've addressed that by providing a free, downloadable solution that can be run on hardware that your IT department may already own. It's easy to see the value of Untangle as soon as its deployed.

What is the viral aspect of your product?

Walters: NG Firewall is available to download and run for free forever. Our free platform is open source - it always has been and always will be. Premium applications are available as a paid option. The ease-of-use and simplicity of the product speaks for itself. Our users are extremely passionate about the product and tend to share that excitement - which has lead to our very active user forums (~200k posts and ~50k members) and recognition on Spiceworks (Spiceworks #1 Best Content Filtering Appliance, Spiceworks #1 Best Software Firewall).

How will you make money? What's the business model?

Walters: Small and medium business customers are seeking commercial-grade solutions with consumer-level simplicity to protect their networks. Users are looking for transparent, simple solutions that provide network control. Customers prefer a "freemium" and try-it-before-you-buy-it approach that lets them get basic protection for free and evaluate premium products before purchasing them. Untangle is the answer. We provide software to run on your own hardware or complete appliances. Our software is delivered via a subscription model to ensure that it's always up-to-date.

Who are your competitors?

Walters: Competitors include Sophos, Dell SonicWALL, Barracuda Networks, and Fortinet.

How do you differentiate from your competitors?

Walters: Our competitors offer similar solutions, but built for the enterprise. Untangle offers an all-in-one simple and powerful network protection solution on one device with no hidden costs. It's the only solution built from the ground up specifically for small-to-medium organizations.

How does your technology differentiate from the competition and can you elaborate on the different technology deployed?

Walters: Untangle was founded as a software company, and continues to be the only company that provides an open source and "freemium" download. This means that our solution isn't tied to proprietary hardware; Untangle runs on any server-grade PC with 2 NICs. Since we're software-focused, we lead the industry in completeness of vision and ease of use.

What business or technology could yours disrupt?

Walters: We've been disrupting network security since our launch in 2003. No other company has brought together the best of what open source has to offer, then made it into something enterprise-grade but aimed at smaller-than-enterprise organizations. We also go to market differently. We sell directly through our website to both customers and value-added resellers with upfront, transparent pricing.

Who founded the company, when? What can you tell me about the story of the company's founding?

Walters: Untangle was founded in 2003 by John Irwin and Dirk Morris, who is the current VP of Products, with the vision of untangling the complexities of network security and control for small businesses and schools.  I became CEO in 2006 and our first product shipped in 2007. The Untangle Gateway Platform (now known as NGFW) became the world's first affordable commercial-grade open source solution for blocking spam, spyware, viruses, adware and unwanted content on the network. Our award-winning software is trusted by over 400,000 customers, protecting nearly 5 million people, their computers and networks.

What is your distribution model? Where to buy your product?

Walters: Our products are mainly bought directly off our website. Untangle also has a Partner Program for VARs and MSPs that sell our products in the U.S. and internationally. Customers can also talk to our sales representatives to help determine which products are the best fit for their environment.

What's next on your product roadmap?

Walters: Untangle will be continuing its investment in wireless hardware, including an offering for SOHO (small office/home office) customers.

Company's twitter @ https://twitter.com/untangle_inc

Company website: http://www.untangle.com/

Company Facebook site: https://www.facebook.com/untangle

Founded in 2003, Untangle is committed to untangling the complexities of technology by delivering an integrated suite of security software and appliances with enterprise-grade capabilities and consumer- oriented simplicity. Committed to transparency in pricing and design, Untangle combines network security, content filtering, performance optimization, user management and administration solutions that organizations can download at no charge for basic protection and try before they buy for complete protection. Untangle is trusted by more than 40,000 customers, protecting nearly two million people, their computers and networks. Find out more at www.untangle.com.

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