But as collaboration and cloud computing become more prevalent in both the public and private sectors, many say it’s counterproductive to keep information locked away in virtual silos.
Militaries around the world must share data with their allies, for instance. Businesses, too, outsource a wide range of professional services.
“There is a move to sharing data more aggressively ... where your partner needs access to some information, but not all,” says Titus Labs president Tim Upton.
“We have to move the protection back down to the information level.”
Titus Labs’ products allow users to classify their documents. Based on that label, the software automatically encrypts or restricts access to that document according to the organization’s policies.
Used mostly by military, government and large enterprise customers, the company’s software can be deployed and operational within 30 days, says Mr. Upton. He adds it is a significant selling point to many organizations with memories of massive IT projects that inevitably go over budget and over timeline.
Another key feature is that clients don’t need to extensively train their employees on Titus Labs’ products. In a testimonial, one customer compared it to running a spell check on an e-mail.
“The end user naturally knows what to do when they see our pop-up,” says Mr. Upton.
Titus Labs already counts NATO, the U.S. Department of Veterans Affairs and the Multinational Force in Iraq among its customers.
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Last month, it signed an agreement to equip the 90,000 desktops at Canada’s Department of National Defence headquarters. That followed a larger deal finalized last fall with the United States Air Force involving 140,000 users on one of its networks.
“That’s massive by almost any measure,” says Mr. Upton.
The deal creates momentum for Titus Labs because militaries want to be able to interoperate with their allies, especially one as influential as the United States. It also opens the door to sales for an even larger network within the U.S. Air Force.
The company faces long sales cycles – both the U.S. Air Force and DND deals were more than three years in the making – but its large installed base now gives it a recurring revenue stream from subscription fees.
After pursuing a conservative growth path without external funding for its first few years of existence, Titus Labs can now take a more aggressive stance. It’s pushing into traditionally riskier markets in Asia and South America and is building out its product lines.
“We’ve come around the corner,” says Mr. Upton.
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Year founded: 2005
Number of employees: 38
Product/service: Security and compliance software solutions
Revenue growth: 170%
