In previous columns, we've discussed the importance of building a market ecosystem and the steps required. In this column, we will look at how a particular industry can partner with application providers to create meaningful and focused solutions for its customers. While demand is high for virtual private networks (VPNs), use is actually low compared to the potential market across large, medium and small businesses. VPN vendors can partner very effectively with applications/solutions providers to increase adoption in targeted markets.

In a recent survey conducted by Qualitative Marketing, telcos and service providers agreed that demand for VPNs is strong and anticipate tremendous growth within the next few years. Seventy-five percent of the respondents said they were already experiencing strong demand. One of the problems inhibiting VPN use is customer concern about speed, security and reliability. The biggest objection is the lack of guaranteed service. Telcos and service providers cannot guarantee the quality of service for data delivered over a VPN established on the public Internet.

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