WatchGuard: Real World Security. Carlos Vieira Country Manager Spain & Portugal
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1 WatchGuard: Real World Security Carlos Vieira Country Manager Spain & Portugal
2 2012 About WatchGuard Accolades > Founded in 1996 privately held > Firewall appliance pioneer > HQ in Seattle, WA, 500 employees globally > 1,000,000+ appliances shipped to business customers worldwide > 100% channel 15,000 partners in 120 countries > Worldwide sales: 50% from Americas, 38% EMEA and 12% APAC Pioneered first security appliance Went public In July First to incorporate UTM capabilities in a single appliance Taken private in October New product architecture, code rewrite complete Launch RED, NGFW, XTM 25/26/33/330 XTMv and XCSv XTM 515/525 XTM 535/545 2
3 Revenue ($Millions) Units (000's) UTM Market Overview Definition Unified Thread Management ( UTM ) integrates multiple security functions providing customers with complete, affordable, effective, and easily managed security Security services include: Network firewall, network intrusion prevention, gateway anti-malware, gateway anti-spam, VPN, content filtering, application control and load balancing UTM solutions are increasingly deployed as virtual products, giving visibility to virtualized networks Market Size And Growth UTM market is a $2.6Bn market growing at 14% CAGR ( ) UTM Market Size and Growth CONFIDENTIAL 3
4 Market Leadership in Mid-Sized Companies User Segment ($1,500- $5,000 Price Band) Market Share 2011 CONFIDENTIAL Source: Info-Tech, 2011
5 2010: Launch of New Product Architecture 3-year effort delivered the most flexible architecture/platform specifically designed for integrated security appliance (UTM) One firmware spanning across all hardware platforms Modular structure to support vendor agnostic strategy Hardware: multiple CPU partners for best fit to specific product line Software: Always best-in-class software components, with speedy integration AntiVirus URL Filtering AntiSpam IPS APP Control Cloud Reputation 5
6 UTM Category Leader The Info-Tech UTM Vendor Landscape: Champions receive high scores for most evaluation criteria and offer excellent value. They have a strong market presence and are usually the trend setters for the industry. *Source: Info-Tech, July
7 Analysts Say WatchGuard is Leader Total UTM Market: Competitive Landscape (World) 2009 HIGH LOW LOW Market Perception HIGH Source: Frost & Sullivan World UTM Products Market Report Source: Enterprise Security Analysis Vendor Performance Index * Arrows represent trending based on 2012 over 2011 position movement Source: Gartner 2012 UTM Magic Quadrant 7
8 The Technology Treadmill Drives Consolidation From: To: Discrete sound, network Integrated motherboard Discrete antivirus, antispam, IPS, packet filter Integrated Unified Threat Management Platform 8
9 Take it Back!!!!
10 Percent Companies Increasingly Like Social Media Company policy on visiting social networking sites, such as Facebook and Twitter, while at work Prohibited completely Permitted for business purposes only Permitted for limited personal use Permitted for any type of personal use Don t know/no answer Robert Half Technology. SOCIAL WORK? More Companies Permit Social Networking on the Job. May 26, Retrieved from:
11 No se puede controlar lo que no se ve Los firewalls tradicionales, basados en puertos, carecen de la habilidad para ver y controlar aplicaciones Pérdida de productividad Aplicaciones consumen ancho de banda Pérdida y Fuga de datos / Vector de ataque Las redes sociales se basan en la cultura de la confianza Se extiende como vulnerabilidad
12 Opportunity #1: Next Generation Security 5%
13 Opportunity #2: Next Generation Security 30% of all firewalls will be replaced in the next 3 years!* Early adopters will be at the high end of the market. *Gartner
14 Performance Next-Generation Security Formidable Performance at Each Price Point Firewall/VPN XTM 8 Series XTM 1050 XTM 2050 XCS 1170 XTM 3 Series XTM 5 Series XCS 970 XCS 770R XTM 2 Series XCS 570 XCS 170 XCS 370 Content Security Small Business 1-50 Users Users Midsize Business Service Providers/Headquarters Users 500-1,000 Users 1,000+ Users
15 Strong Suite of Security Products Extensible Threat Management (XTM) Extensible Threat Management combines firewall, VPN, and security services to protect networks from spam, viruses, malware, and intrusions. Extensible Content Security (XCS) Extensible Content Security offers content security across and web combined with data loss prevention. XTM 2 & 3 Series: For small offices, branch offices and wireless hotspots XTM 5 Series: For small and medium businesses XTM 8 & 10 Series: For large distributed enterprises XTM 2050: For large data centers XCS 170, 370 & 570 For small businesses and medium-sized businesses XCS 770, 770R, 970 & 1170 For medium to large enterprises and ISP s XCSv Four full product virtual software license versions XTMv Four full product virtual software license versions 15
16 WatchGuard is your Security Partner with Top UTM Performance #1 UTM Performance at all price points Best in Class Technology #1 Industry Leading Modules Strong Manageability #1 Most Highly Recognized 16
17 Best In Class UTM Performance 17
18 Best Performance with UTM Suite* in Every Price Band NSA E6500 NSA E5500 NSA 2400 NSA 250M NSA 3500 SonicWALL *Comparison uses AV as representative of full UTM. FTNT full UTM performance would be lower. 18
19 Best In Class Technology 19
20 Don t Trust Your Corporate Security to a Networking Company Cisco is the world s leading vendor of network infrastructure gear WatchGuard security appliances offer the perfect complement Throughout 2016, 75% of enterprises will continue to seek security from a vendor different from the infrastructure vendor. -Gartner 20
21 In-house Vs. Best-in-class Do you know anyone who is the best at everything? 21
22 WatchGuard s Best-In-Class Security Moving Security Forward Protects networks by integrating best-in-class security technologies that enable businesses to manage risks, empower people and improve efficiencies.
23 In-house Vs. Best-in-class Anti Virus URL Filtering Anti Spam IPS APP Control XTM In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house In-house 23
24 Best In Class Manageability 24
25 Currently The Market Leader in Manageability Competitor Value Comparison Total UTM Market: Global, 2010 Gartner UTM Magic Quadrant: A balance between ease of use and strong security is consistently cited as a reason why clients choose WatchGuard. (N=43) Source: Frost & Sullivan Analysis 25
26 Usability 26
27 Drag And Drop VPN Configuration One touch updates for: > Appliance Configurations > Firmware Updates > Subscription Licensing Updates Drag-and-Drop VPN connects offices securely in three clicks! WatchGuard System Manager Centralized Management Tools 27
28 RapidDeploy: Industry s First Self-Configuring Firewall 28
29 and Visibility 29
30 WatchGuard Offers Business Level Visibility Tools > Real-Time Monitoring > Comprehensive Reporting > Activity by Users, Groups, Applications Included with every WatchGuard XTM Appliance at NO extra cost 30
31 Comprehensive Logging & Reporting Ability to audit Policy Future and Policy Present 31
32 Conjunto de herramientas agrupadas en pestañas con lo necesario para monitorizar Gestión XTM: Visibilidad en tiempo real Tome acción rápidamente bloqueando la IP sospechosa Monitorizar en tiempo real nos permite tomar acciones para proteger la red
33 Virtualization is the Future of IT "Virtualization is having a huge impact on infrastructure architectures, processes and operations, people and skills, and the business. It is the most important and impactful trend in infrastructure and operations through 2012 changing how you manage, how/what you buy, how you deploy, how you plan, how you charge. Dave McClure, Gartner Server virtualization is the 'killer app' for the datacenter and has forever changed IT operations. Michelle Bailey, IDC 33
34 Visibility of virtual networks is key Unless you put virtualized security controls virtual sniffers, virtual firewalls, all the same controls you'd use on a physical server, inside that network, you don't see what's going on. Neil MacDonald, Security and infrastructure analyst, Gartner 34
35 XTMv - Securing Virtual Infrastructure > Leading UTM/NGFW features and services in virtual infrastructure > Easy to download, enable, deploy, and manage (WSM, web, CLI) > Leverages vsphere flexibility and availability > Multiple models for organizations of all sizes VIRTUAL INFRASTRUCTURE > Campuses, cloud/hosting, branch consolidation > Per-customer, -department, or -app deployment Available Today!
36 XCSv - Content Security for Virtualization > Outstanding /web security and DLP in virtual infrastructure > Leverages vsphere flexibility and availability > Multiple models for organizations of all sizes VIRTUAL INFRASTRUCTURE > Companies consolidating infrastructure > MSSPs/Hosted Providers Available Today!
37 Oportunidades??? Muchísimas!!!!!! Trade In!!! Te ayudaremos a posicionar Watchguard XTM/XCS!!
38 WatchGuard Audit Guide Traffic Monitoring Appliance Application Control, URL Filtering, Logs, Reports
39 Home WatchGuard Contact Products Partner Support References Promos Events Business Plan WatchGuard Secure Partner Program
40 Home WatchGuard Contact Products Partner Support References Promos Events Business Plan WatchGuard Secure Partner Program (WSPP) Reseller Levels Partner Associate Professional Expert MSSP Registered Reseller
41 Home WatchGuard Contact Products Partner Support References Promos Events Business Plan WatchGuard Secure Partner Program - Requirements Quaterly revenue goal (to keep status and get kickback) NFR unit ownership Annual Sales and Technical certificates Complimentary information to be sent to WatchGuard Sales
42 Home WatchGuard Contact Products Partner Support References Promos Events Business Plan WatchGuard Secure Partner Program - Benefits Placement on Watchguard Online Partner Locator WatchGuard Partner logo to be used in marketing 3% Discount Direct + 4% or 8% (Profesional or Expert WSP) Special BID eligibilty Lead Generation Technical Support Priority Dedicated 2nd level Technician Higher attention regarding joint activities, marketing, road maps etc Trainings and Certification FREE
43 Conclusion > Margin > 25%, + services (audit, managed services) > High growth with Application Control. Only 5% of customers have it but 100% need it! > The Watchguard brand is not over distributed > Clear and strong Positioning on SMB and upper SMB markets
44 Carlos Vieira Country Manager Spain & Portugal
45 Merci! 45
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