Winning the Cyber Security Small-Medium Business Opportunity. Steve Pataky VP, WW Channels & Alliances
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1 Winning the Cyber Security Small-Medium Business Opportunity Steve Pataky VP, WW Channels & Alliances
2 Current State of Cyber Security Innovation Creates Perfect Platform of Evil Cyber Threats More Advanced & Complex than Ever Current Security Models Ineffective New Models Required NEW THREAT LANDSCAPE Copyright 2014, FireEye, Inc. All rights reserved.
3 How the Bad Guys Work Exploit an application or OS vulnerability Callback to Command & Control Malware Download Lateral Spread Data Exfiltration Exploit detection critical Every stage after the exploit can be hidden or obfuscated
4 The High Cost of Being Unprepared THREAT UNDETECTED REMEDIATION Initial Breach of Companies Learned They Were Breached from an External Entity 229 Days Median # of days attackers are present on a victim network before detection. 3 Months 6 Months 9 Months of Victims Had Up-To-Date Anti-Virus Signatures Source: M-Trends Report
5 A Very Real Threat for SMBs Data is more valuable than you think 77% 77% of global cybercrime is targeted at small and midsized businesses Cyber attacks are low risk/high return for criminals 10% A mere 10% of police-recorded cybercrime incidents result in a conviction. SMBs are an easier target than the enterprise 64% 64% of SMBs do not have any data security policies. Many SMBs are unaware of the dangers 58% 58% of management does not see cyber attacks as a significant risk. Most SMB security tools are built for yesterday s threats Copyright 2014, FireEye, Inc. All rights reserved.
6 SMB Market Knowledge SMBs are the new threat gateway, but they don t know it. Market education is essential. FireEye has great enterprise credentials which we are leveraging in the SMB market. The FireEye platform is designed to supplement and complement traditional Firewall and AV security approaches and close the protection gaps that SMBs are exposed to. Our decision maker is predominantly IT with business leaders and owners.
7 SMB Go-to-Market Strategy Product Portfolio & SMB Bundles Dedicated SMB Sales Team SMB Market Education Demand Gen Campaigns Go-to-Market with Partners
8 The Objective: Continuous Threat Protection Time to Detect Time to Fix REAL TIME Prevent THEFT OF ASSETS & IP COST OF RESPONSE DISRUPTION TO BUSINESS REPUTATION RISK
9 FireEye s Technology: State of the Art Detection ANALYZE (500,000 OBJECTS/HOUR) DETONATE CORRELATE Network Exploit Malware Download Mobile Files Callback Lateral Transfer Exfiltration Within VMs Across VMs Cross-enterprise
10 FireEye Product Portfolio Threat Prevention Threat Analytics Platform Mobile Threat Prevention Threat Prevention SEG MVX Dynamic Threat Intelligence Network Threat Prevention IPS SWG Host Anti-virus Endpoint Threat Prevention IPS Content Threat Prevention Mobile Host Threat Anti-virus Prevention MDM
11 SMB Promotion Bundle Web bundle Small Medium Large X-Large NX 1400 NX 2400 NX 4400 NX 7400 Support Support Support 1-year Continuous Monitoring* Support 1-year Continuous Monitoring* Promotional Web bundle (20 Mbps) Promotional Web bundle (50 Mbps) Promotional Web bundle (250 Mbps) Promotional Web bundle (1 Gbps)
12 SMB Promotion Bundle Web X-Small Small Small-Medium Medium Medium-Large Large X-Large NX 1400 EX 3400 NX 2400 EX 3400 NX 4400 EX 3400 NX 4400 EX 5400 NX 4400 EX 8400 NX 7400 EX 5400 NX 7400 EX 8400 Support Support Support Support 1-year Continuous Monitoring* Support 1-year Continuous Monitoring* Support 1-year Continuous Monitoring* Support 1-year Continuous Monitoring* Promotional bundle (20 Mbps) Promotional bundle (50 Mbps) Promotional bundle (250 Mbps) Promotional bundle (250 Mbps) Promotional bundle (250 Mbps) Promotional bundle (1 Gbps) Promotional bundle (1 Gbps)
13 SMB Promotion Bundle Web ETP bundle Small Medium Large X-Large NX 1400 ETP NX 2400 ETP NX 4400 ETP NX 7400 ETP Support Support Support 1-year Continuous Monitoring* Support 1-year Continuous Monitoring* Promotional Web bundle (20 Mbps) Promotional Web bundle (50 Mbps) Promotional Web bundle (250 Mbps) Promotional Web bundle (1 Gbps)
14 FireEye Market Segment Sales Coverage GAM SAM TM SMB Opportunity Commercial Account Manager Global Corporate Sales
15 Targeting the SMB SMB<500 SMB IT Practitioner/Decision Maker Business Decision Maker IT Professional Less likely to have IT security specialty Need for more education about both APTs and effects on business Relies on IT Pro for technical decsions Needs education about business impacts of APTs Already has awareness of the new threat landscape Needs to show Value/ROI of solution
16 SMB Collateral for Awareness & Market Education Stage 1 5 Reasons You re a Target Understanding Cyber Enemies Spiceworks Infographic Stage 2 WP-5 Reasons You re a Target Spiceworks Survey Report Combatting Cyber Threats 5 Point Battle Plan SMB Strategies Stage 3 Use Case PDF The FireEye Advantage Myth of Sandboxes 16
17 SMB Co-brandable Demand Gen Campaigns 17
18 Partner Actions Understand SMB threat landscape and market drivers Build your SMB cyber security value proposition and solutions. Educate your customers Engage your Westcon sales team Execute SMB demand generation campaigns Develop SMB account opportunities Win the business!
19 About FireEye Innovator of Advanced Persistent Threat (APT) protection solutions ~2500 Employees in 6 Continents, with HQ in Milpitas, CA 2000 Customers, in every region, every industry 90% of business through partners IPO in September, 2013 Launched on NASDAQ Stock Exchange under symbol FEYE Acquired Mandiant in Jan 2014 Industry Innovator to Industry Consolidator Infrastructure High Tech Healthcare Financial Services, Insurance Retail Government
20 Your Westcon Team A little about Westcon.. A little about the Security Team.. Global company, headquartered in Tarrytown, NY Approaching US$5 billion in revenues Founded in 1985 Present in 60 countries, across six continents With over 100 offices, we ship to more than 100 countries 25 logistics/staging facilities Backed by close to 3,000 associates 20,000 transacting customers globally 15 Security Account Managers in NY & CO Security Field BDM s to grow with Steve Brezniak West Ron Bachman North Central Ron Carter South East Lou Guiga North East 3 Account Managers in the Developing Accounts Team Kelly, Justin and Ryan FireEye is also in other business units at WGNA Brad Wilkins Product Sales Manager for FireEye Brad.Wilkins@Westcon.com Jonathan Massey Pre-Sales Solutions Engineer for FireEye Jonathan.Massey@Westcon.com
21 Thank You Security Reimagined
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