IMPLEMENTATION GUIDE

Transcription

1 IMPLEMENTATION GUIDE Junos Pulse Mobile Security Suite Managed Service Implementation Guide Although Juniper Networks has attempted to provide accurate information in this guide, Juniper Networks does not warrant or guarantee the accuracy of the information provided herein. Third party product descriptions and related technical details provided in this document are for information purposes only and such products are not supported by Juniper Networks. All information provided in this guide is provided as is, with all faults, and without warranty of any kind, either expressed or implied or statutory. Juniper Networks and its suppliers hereby disclaim all warranties related to this guide and the information contained herein, whether expressed or implied of statutory including, without limitation, those of merchantability, fitness for a particular purpose and noninfringement, or arising from a course of dealing, usage, or trade practice. Copyright 2011, Juniper Networks, Inc. 1

2 Table of Contents Introduction Scope Market Overview Sales and Marketing Market Opportunity Market Positioning Opportunity Qualification and Engagement Guide Addressable Market Market Analysis Design Considerations Implementation Description of Junos Pulse Mobile Security Suite Key Components of Junos Pulse Mobile Security Suite Proactive Malware Protection Personal Firewall Advanced Protection for Lost and Stolen Devices (Anti-Theft) Application Monitoring and Control Simple, Flexible Client Deployment Smartphones Supported with Junos Pulse Mobile Security Suite Junos Pulse Mobile Security Gateway Mobile Security Suite Features and Benefits Service Provider Model and Offerings to End Customers Managed Service Offerings to End Customers Pricing Options Business Model for Consumer and Enterprise Markets Service Enablement The Proposed Business Model Junos Pulse as a Premium Security Service for the Service Provider Consumer Business OPTION 1 (Preferred): Fully Embedded Offering OPTION 2: Embedded Antivirus/Anti-Spyware with Renew After Trial for the Rest of Pulse Mobile Security Suite OPTION 3: Renew After Trial for All of Pulse Mobile Security Suite Support Co-Marketing and Co-Branding Strategy Case Study: How Preloaded Mobile Security Reduced Malware and Increased ARPU Introduction Challenges Address Security Risks to Open OS Mobile Devices Prevent Customer Care Costs Solution Proactive Malware Protection Baseline Feature Personal Firewall Baseline Feature Advanced Protection for Lost and Stolen Devices Premium Feature Spam Protection Premium Feature Parental Controls Premium Feature Results Cost-Effective Deployment Increased Premium Services Opportunity Prevented Malware Infections copyright 2011, Juniper Networks, Inc.

3 References Business Model Input Parameters Free Antivirus Service to Drive Adoption Service Pricing, Operational and Capital Expenditures Cumulative Financial Metrics Chart Summary Appendix 1: Glossary, Key Contacts, and Document References Glossary Key Contact Key Resources About Juniper Networks List of Figures Figure 1: Junos Pulse Mobile Security Suite on the Google Android smartphone Figure 2. Infonetics mobile security total available market (TAM) Figure 3. IDC mobile security total available market (TAM) Figure 4: Junos Pulse Mobile Security Suite antivirus module on Google Android smartphone Figure 5. Junos Pulse managed service offerings for end customers Figure 6. Co-branding examples for Junos Pulse Figure 7. Mobile Security Suite ROI tool Figure 8. Cumulative financial metrics for ROI calculation results List of Tables Table 1. Smartphone Security Subscribers by Region, World Market, Forecast: 2009 to Table 2. Smartphone Security Revenue, World Market, Forecast: 2009 to 2014 (US$ Millions) Table 3: Mobile Security Suite Supported Smartphones and Features Table 4: Junos Pulse Mobile Security Suite Features and Benefits Copyright 2011, Juniper Networks, Inc. 3

4 Introduction The managed service described in this guide gives service providers comprehensive security, management, and control of their end customers mobile devices. The service is delivered through the Juniper Networks Junos Pulse Mobile Security Suite, which includes both a client component, Junos Pulse, and the Junos Pulse Mobile Security Gateway, which is available as a software-as-a-service (SaaS) hosted offering from Juniper. All functionality is available from and can be found on the Junos Pulse user interface, and can include the following capabilities offered to end customers: Antivirus Anti-spam Personal firewall Loss/theft protection (anti-theft) Backup and restore Application monitoring and control As the use of smartphones continues to grow rapidly worldwide, the Junos Pulse Mobile Security Suite provides a comprehensive solution that enables service providers to easily secure and manage up to tens of thousands of mobile devices. The Mobile Security Suite protects end customers mobile devices against malware, viruses, trojans, spyware, and other malicious attacks threatening today s leading mobile platforms and operating systems. The Mobile Security Suite also includes mobile device management features that mitigate the risk of losing corporate or personal data on lost or stolen devices. The Junos Pulse Mobile Security Suite is enforced on mobile devices through the Junos Pulse client, which is available for the following mobile platforms in their respective application stores at no cost to users: Google Android 2.0, 2.1, and 2.2 Nokia Symbian S60 3rd & 5th editions Windows Mobile 6.0, 6.1, and 6.5 BlackBerry 4.2 or later Figure 1: Junos Pulse Mobile Security Suite on the Google Android smartphone 4 copyright 2011, Juniper Networks, Inc.

5 Mobile device users can download the Junos Pulse client by browsing in the business category of their mobile application store or market place. For the administrator to configure and manage the mobile security policies, Mobile Security Suite also includes the Junos Pulse Mobile Security Gateway management console, which is available as a hosted software-as-a-service (SaaS) webbased console. The Mobile Security Gateway provides detailed reports on virus infections, as well as updates about the latest threats detected on mobile devices accessing the enterprise network. The service illustrated in this Junos Pulse Mobile Security Suite guide is intended to be the basis on which a service provider can establish a more specific service definition in keeping with its particular market positioning and service aspirations. Scope The purpose of this solution implementation guide is to illustrate managed service offerings of the Junos Pulse Mobile Security Suite, including its market opportunity, the associated features of the suite, and a sample business tool demonstrating its ROI. The contents of this guide are confidential between Juniper Networks and service providers for which this document has been created. It should not be circulated in whole or in part outside of service provider organizations. This document has been prepared by Juniper Networks and is intended primarily to assist service provider product management and sales personnel in documenting managed service product definitions for consideration and evaluation as potential new services. It is not in itself a complete managed service definition and should be used only as a guide and basis for further investigation. It is the responsibility of each service provider to ensure that any service deployment meets with its own financial and operational requirements. Market Overview Sales and Marketing Wireless carriers worldwide are reporting rapidly increasing demand for smartphones and other mobile devices as compared to the earlier generation of feature phones. Smartphones are the newest generation of devices that combine the traditional phone capabilities of feature phones with other PC-like capabilities such as availability of applications (or apps ), bigger and higher resolution screens, more powerful processors, greater computational capacity, and expanded memory. There is also an increasingly wide range of choices in portable devices such as smartphones and tablet devices from various manufacturers. Many enterprise users are beginning to use their own, personal mobile devices to access corporate data and applications. These mobile devices are less cumbersome to carry than notebook computers or netbooks, and they have the features and applications to deliver corporate data to the user. The concept of corporate-issued mobile phones is therefore also beginning to fade away. But enabling corporate access on personal mobile devices requires enterprises to enforce the same corporate policies, including authentication methods, security settings, and endpoint assessment, as are already in place for their corporate managed Windows, Mac OS X, and Linux-based systems. Along with the increased portability and smaller form factor of these mobile devices comes the increased risk of loss and theft. Enterprises risk loss of valuable, sensitive corporate data when a mobile device used to access their network and resources is lost or stolen. Users also risk loss of their personal data on lost or stolen mobile devices, since some applications are designed to store passwords, credit card information, bank account information, and other personal data. Smartphones and mobile devices run a variety of new mobile operating systems designed specifically for their smaller form factor. Most of the mobile platforms are open for third-party application development, and they support thriving application stores or marketplaces for these independently developed mobile apps. Unfortunately, this also presents a huge opportunity for hackers to build malicious applications for unsuspecting users which will attack platform vulnerabilities when downloaded. The number of attacks such as viruses, trojans, and malware reported on mobile devices is steadily increasing. New attacks on smartphones and mobile devices seem to be discovered on an almost daily basis. Hackers are financially motivated to steal corporate data and intercept corporate communications. Hackers also target consumers, stealing or hacking into their smartphones and other mobile devices to steal personal data or identities, and to exploit them for personal gain. Copyright 2011, Juniper Networks, Inc. 5

6 The number of children with smartphones and other mobile devices has also skyrocketed over the last several years. Mobile devices have become the primary messaging and Internet access conduit for pre-adult users. And, while smartphones and other mobile devices have become great enablers for parents to keep track of their on the go children, they can also bring some serious challenges. Cases of sexting and the sending of inappropriate personal pictures have led to teen arrest and parental prosecution. Over one-third of online teens say they have been targets of annoying and potentially menacing online activities; another one-third have been contacted by strangers; and many others have considered meeting or have actually met someone they have talked to online. It has now become crucial to protect smartphones and mobile devices, and the corporate and personal data stored on them. It has also become necessary to protect children from online predators, and from themselves and their own clouded judgment when using online devices. Junos Pulse Mobile Security Suite is a comprehensive solution that delivers powerful security, management, and control for smartphones to handle all of these use cases. The Junos Pulse Mobile Security Suite supports most major smartphone platforms and mobile operating systems. It provides protection from viruses and malware, physical compromise, as well as a complete array of parental controls and monitoring tools. Market Opportunity The following are examples of market figures illustrating the Total Available Market (TAM) for smartphone security services both in terms of subscribers and revenue. They also illustrate the TAM in which Juniper s service provider customers can sell the Junos Pulse Mobile Security Suite, and Junos Pulse with Juniper Networks SA Series SSL VPN Appliances as a managed service. Smartphone security is a quickly growing product category around the entire world, from North America to Western Europe, Asia, Oceana, etc. The compound annual growth rate (CAGR) of the smartphone security market is remarkably strong, and provides a tremendous growth and revenue opportunity for carriers. Table 1. Smartphone Security Subscribers by Region, World Market, Forecast: 2009 to 2014 Region CAGR (09-14) North America Western Europe Eastern Europe % % % Asia-Pacific % Latin America Middle East & Africa Source: ABI Research % % The number of smartphone security subscribers is also growing steadily and rapidly, and the total amount of revenue attached to and received from those services is quite high as well. In the carrier space, smartphone security services to consumers are projected to be a $2.5 billion dollar market by Add to that enterprise services and client application software, and the total for the market is over $4 billion dollars, which constitutes the revenue that carriers can actually pull in globally when providing smartphone security services to consumers and enterprises. 6 copyright 2011, Juniper Networks, Inc.

7 Table 2. Smartphone Security Revenue, World Market, Forecast: 2009 to 2014 (US$ Millions) Segment CAGR (09-14) Smartphone Security Services (Enterprise) Smartphone Security Services (Carriers) Client Application Software Source: ABI Research ,129 1, % ,108 1,693 2, % % Market Positioning Junos Pulse Mobile Security Suite provides service providers with powerful security against malware and viruses, all from a single client. The anti-x capabilities of the Junos Pulse Mobile Security Suite not only protect smartphones and mobile devices from threats; it also protects a service provider from a flood of malware ridden devices that could significantly impact the provider s network performance and availability. Carriers the world over want to be known as value-added service providers, not just as bandwidth providers. Adding unique services like the Junos Pulse Mobile Security Suite can create differentiation from the competition. Mobile Security Suite enables service providers to deliver robust mobile security and role-based mobile remote access to enterprise networked resources and applications as managed services. Service providers who come to market quickly with this type of solution are going to have a competitive advantage for some period of time. The Junos Pulse Mobile Security Suite also protects and ensures the brand equity of service providers, wireless carriers, and managed service providers by enabling them to associate their company and brand with security. The association with security can attract new customers, while retaining existing customers longer. The Mobile Security Suite increases average revenue per user (ARPU) for service providers. If a service provider can increase ARPU with very high margin types of services such as the Junos Pulse Mobile Security Suite of services, it impacts not only a service provider s top line, but the bottom line as well. Junos Pulse Mobile Security Suite gives service providers the opportunity to deliver managed services to both their enterprise customers and consumer subscribers: Enterprise customers can be offered a secure, remote VPN as a managed service, reinforced by strong security against malware, viruses, and device loss and theft all from a single, easy to use managed client. These managed VPN access services provided by service providers enable the enterprise to give role-based access to applications authorized for their mobile users. And, of course, these services are flexible and offer the ability for an enterprise IT organization to support employees personal devices in a zero-touch deployment model. For their consumer customers, Junos Pulse Mobile Security Suite allows service providers to offer security from viruses, malware, and spam over an array of mobile operating systems, and for a broad range of mobile platforms. Should the consumer s mobile device be lost or stolen, the Mobile Security Suite enables the provider to offer, as a managed service, backup, restore, and remote device security for the lost or stolen device. Mobile Security Suite empowers service providers to offer their consumer clients security for their children s smartphones and mobile devices as well. Junos Pulse Mobile Security Suite allows parents to monitor their children s mobile devices for inappropriate use, protects them from inappropriate contact by unknown persons, and allows a parent to locate and track their child s device via the device s GPS. Copyright 2011, Juniper Networks, Inc. 7

8 Opportunity Qualification and Engagement Guide The following are qualifying questions that should be asked of service providers to determine whether or not they are a good prospect for the Junos Pulse Mobile Security Suite. These questions are not only meant to qualify service providers, but also to jumpstart their thinking and a conversation about mobile security: Do you currently offer any managed services to your customers? Are you looking to offer new managed services to your customers? Are you currently offering or are you interested in offering VPN as a managed service? (If so, from whom?) Do you currently offer or are you interested in offering premium enterprise services? Have your consumer clients been requesting services such as parental controls? Do you currently offer or are you interested in offering premium consumer services? Are you or your customers concerned about the loss or theft of mobile devices, and the information on or accessed by those devices falling into the wrong hands or being exploited? Have you experienced any outage or service interruption caused by a handset-borne malware event? Can you ensure that mobile devices accessing your network are not infected with malware, or that the device isn t being used as a trojan horse to deliver a catastrophic malware event? Is unwanted, unsolicited mobile spam becoming an issue for your users? Addressable Market The following charts show two views one aggressive, the other conservative of the total available market for enterprise mobile security. Source: Infonetics (2010) Figure 2. Infonetics mobile security total available market (TAM) Source: IDC (March 2010) Figure 3. IDC mobile security total available market (TAM) 8 copyright 2011, Juniper Networks, Inc.

9 The total available market for mobile security anti-x, mobile VPN, and other mobile security ranges from about a $250 to $375 million market in 2010 to about a $560 million to $1 billion plus market in According to ABI Research, the total available market for smartphone security is expected to grow worldwide from about 16 million users spending $565 million for enterprise smartphone security and $463 million in carrier-based smartphone security, to over 60 million users worldwide spending $1.4 billion for enterprise smartphone security and $2.6 billion in carrierbased smartphone security. Market Analysis The smartphone and mobile device security market is growing, and it is expected to continue to grow because the number and sophistication of smartphone and mobile device threats is expected to keep pace with the growth in use of these devices. For example, from 2009 through 2010, the total amount of malware for Google Android-based mobile devices was expected to quadruple. The target markets for the Junos Pulse Mobile Security Suite include managed services situations, vertical markets, and internal service provider targets. The Mobile Security Suite will be most successful when pitched to: Service providers where: -- SA Series SSL VPN Appliances have already been deployed as a managed service. -- They ve already deployed managed services and/or premium services for enterprise customers and consumers. -- Their voice ARPU is declining rapidly. -- A malware attack has occurred, regardless of whether or not the attack was precipitated on or used a mobile device. Service providers who concentrate on, or deliver significant support for vertical markets with growing numbers of mobile users, and/or mobile users requiring remote access to network and applications from mobile devices, such as: -- Healthcare -- Financial -- Pharmaceuticals -- Oil/gas exploration -- Vertical markets with transient mobile device users, such as higher education -- Vertical markets where regulatory compliance is stringent, such as government Design Considerations Implementation Description of Junos Pulse Mobile Security Suite While mobile attacks are increasing rapidly and hackers are financially motivated to steal data, identities, and intercept corporate communications, it has become crucial to protect mobile devices such as smartphones and other mobile devices. The Junos Pulse Mobile Security Suite supports most major smartphone platforms. It provides protection from viruses and malware, physical compromise, as well as other threats for Windows Mobile, Symbian Series 60, BlackBerry, and Google Android smartphones. Virus protection updates automatically defend you in real time from malicious applications that may be downloaded from various app stores or through files sent via Multimedia Messaging Service (MMS), Short Message Service (SMS), or . Theft and loss protection ensure that your sensitive data is secure (and backed up centrally) should your device be lost or stolen. Control and monitoring capabilities ensure that appropriate device usage can be monitored and maintained at all times. With the Junos Pulse Mobile Security Suite, customers can use all of their smartphone features while receiving nonintrusive, effective protection. It is the industry s simplest and most comprehensive solution to secure, manage, and control a broad range of smartphones. Copyright 2011, Juniper Networks, Inc. 9

10 Key Components of Junos Pulse Mobile Security Suite Mobile Security Suite provides the industry s most comprehensive mobile security solution, offering the widest range of security functionality across the broadest set of devices. All features described below are delivered by the Junos Pulse client, available for each of the supported mobile platforms (Apple ios, Google Android, Windows Mobile, Nokia Symbian, and BlackBerry). The Pulse clients themselves are available in the following App Stores of each platform and can be downloaded by the mobile device free of charge: Junos Pulse for ios: Apple App Store Junos Pulse for Google Android: Google Apps Marketplace Junos Pulse for Nokia Symbian*: Nokia Ovi Store Junos Pulse for Windows Mobile*: Windows Marketplace Junos Pulse for BlackBerry: BlackBerry App World Please note that the Junos Pulse Mobile Security Suite does not include the Junos Pulse clients. The clients are available for download only from the App Stores mentioned above. * Junos Pulse for Windows Mobile will be available for download in Q1 11. Junos Pulse for Nokia Symbian will be available for download in Q2 11. Proactive Malware Protection Viruses and malware cause unwanted billing, damage to valuable user data, and can even render smartphones unusable. The Junos Pulse Mobile Security Suite protects mobile devices against viruses and malware delivered via , SMS, MMS, direct download, Bluetooth, or infrared transmission. The Mobile Security Suite is a unique solution that takes into account specific challenges presented by mobile devices such as limited device memory and limited battery capabilities. It also does not negatively impact device or network performance. The Mobile Security Suite employs on-access scanning to monitor the integrity of files every time they are accessed. It will protect smartphones from malware on Windows Mobile, Symbian, BlackBerry, and Google Android devices by automatically detecting malicious code infections as they attempt to infect the operating system. In addition, it has the ability to scan secure digital (SD) cards upon insert to prevent device infection from malware that may have been stored in error. It will also protect the device by scanning all data going to and from the device to ensure that it is free from infection. It is also the only mobile antivirus solution employing advanced heuristic detection. Key antivirus capabilities of the Mobile Security Suite include: First Open Mobile Alliance (OMA) device management-compliant antivirus functionality Full protection from the latest mobile threats via automatic virus definition updates Real-time monitor scanning of any file received via SMS, MMS, Bluetooth, Wi-Fi, infrared, or desktop sync Scans of internal memory, memory card, and/or full device on demand Alerts upon detection Subscription-based license entitling user to automatic updates, with seamless transfer to new devices 10 copyright 2011, Juniper Networks, Inc.

11 Figure 4: Junos Pulse Mobile Security Suite antivirus module on Google Android smartphone Personal Firewall The personal firewall capability of the Mobile Security Suite protects mobile devices from current and future threats by providing filtering and blocking of TCP/IP traffic. Through a bidirectional, port, and IP-based packet filtering option, it automatically protects the mobile device from accessing harmful or questionable content, preventing malicious content from being transferred to the device. The personal firewall of the Mobile Security Suite provides inbound and outbound traffic monitoring using network-level packet filtering and two levels of protection high and low. By selecting a high level of protection, the user limits allowed ports to the ones specified in the whitelist, and blocks traffic from all other unknown ports. The low level of protection will allow communication with all but the blacklisted ports. The firewall can also be configured to block/accept traffic from a specific IP or range of IP addresses, allowing ultimate control over all data traffic on the device. Key capabilities of the personal firewall capability in the Mobile Security Suite include: Inbound and outbound traffic monitoring Network-level packet filtering Full control of alerts and logging functions Filtering based on a customizable whitelist and blacklist Advanced Protection for Lost and Stolen Devices (Anti-Theft) Without question, the number of lost and stolen mobile devices is staggering. The ultra portable nature of smartphones enables users to essentially carry their personal computer in their pocket to sporting events, grocery stores, airports, and restaurants, significantly increasing the chance of loss and theft. The unique loss and theft prevention capabilities of the Junos Pulse Mobile Security Suite enables an IT administrator to quickly and easily pinpoint the exact location of a lost or stolen device and have that location displayed in an online map. Users and administrators also have the option to remotely lock a device, remotely set off an alarm on the lost or stolen device, or wipe a user s personal information to ensure that if it falls into the wrong hands, personal and business data will not be accessed. The personal data can be remotely backed up and easily imported into a new device. With these capabilities, enterprise customers can minimize the risk of loss of corporate data when their employees lose their smartphones. Copyright 2011, Juniper Networks, Inc. 11

12 Key capabilities of loss and theft protection in the Junos Pulse Mobile Security Suite include: Remote backup of personal or business data so that it is available for immediate and future use Remote restore of personal or business data to any new device regardless of operating system GPS location commands Remote GPS tracking in case of loss or theft Remote lock of device to make sure identity data is not accessible Remote data wipe to ensure personal or business data no longer exists on the device SIM change notification to indicate any changes to or loss of a SIM card Automatic security measures which may be taken in case of SIM change Application Monitoring and Control Application monitoring and control features of the Junos Pulse Mobile Security Suite allow administrators to define strict security policy settings for mobile devices. This includes restricting the types of applications installed on them, and monitoring data such as SMS, MMS, etc., that resides on them. The following actions can be taken by administrators to bolster their security policies on smartphone devices: View applications installed on mobile handsets Define a blacklist of applications that should not be allowed Monitor SMS, MMS, or message content Monitor phone call log and contacts View photos stored on the device These features enable service providers to control the types of applications deployed on their end customers smartphone devices. As a use case for service providers, these features enable parental control services, whereby parents can control the smartphone usage of their children. The Junos Pulse Mobile Security Suite enables a parent to monitor a child s device and mobile activities via a web-based dashboard. With this easy to use interface, parents can view a list of all applications currently installed on the child s mobile device. Simple, Flexible Client Deployment The Junos Pulse client for mobile platforms enables simple, scalable, and flexible deployment of features in the Junos Pulse Mobile Security Suite. These include the following: Over-the-air (OTA) license enablement and registration Automatic boot upon device restart User-friendly interface Full logging capability with ability to logs for troubleshooting 12 copyright 2011, Juniper Networks, Inc.

13 Smartphones Supported with Junos Pulse Mobile Security Suite The Junos Pulse Mobile Security Suite can be used on many popular smartphone platforms. Table 3: Mobile Security Suite Supported Smartphones and Features Junos Pulse Mobile Apple iphone ios 4.1 Google Android 2.0, Windows Mobile 6.0, Nokia Symbian S60 BlackBerry 4.2 and Security Feature 2.1, , 6.5 3rd, 5th editions beyond VPN to the SA 3 and Web 3 3 Web access only Series SSL VPN Appliances access only Antivirus Firewall * 3 3 * Anti-spam * 3 3 * Monitor and control Backup and restore Loss and theft protection * * The features of the Junos Pulse Mobile Security Suite are dependent on the capabilities and functions within the supported mobile operating systems. As capabilities and functions become available, the list of features within the Mobile Security Suite on specific mobile operating platforms will likely expand. Junos Pulse Mobile Security Gateway As a part of the Junos Pulse platform, Juniper introduces the Mobile Security Gateway an easy to use management console for managing and controlling all of the aforementioned features on mobile devices. The Junos Pulse Mobile Security Gateway can be deployed by service providers as a software-as-a-service (SaaS) hosted option for easy deployment without the need for an onsite server, a wireless setup, or maintenance. The SaaS deployment allows IT administrators to manage mobile security and remote management policies by logging into a web-based console using any SSL-enabled Web browser. The management console in this case is hosted in Juniper s or the service provider s secure data center, with secure anytime access enabled for IT administrators to manage policies. Key capabilities of the Junos Pulse Mobile Security Gateway include: Detailed security policies for mobile devices Protection of mobile devices with antivirus and anti-spam Detailed security reports on infections, updates, firewall rules, and the latest threats Quick list and removal of unwanted third-party applications installed across the entire mobile device population Remote tracking, lock, wipe, backup, and restore of lost or stolen devices Device anti-spam to control unwanted text and voice communications Device firewall Document compliance for Health Insurance Portability and Accountability Act (HIPAA), Sarbanes-Oxley Act (SOX), Gramm-Leach-Bliley Act (GLBA ), etc. Copyright 2011, Juniper Networks, Inc. 13

14 Mobile Security Suite Features and Benefits Junos Pulse Mobile Security Suite offers the broadest platform coverage with the most comprehensive range of security applications, including antivirus, anti-spam, firewall, parental controls, and anti-theft and identity protection. Below are some of the significant features and benefits of the Mobile Security Suite. Table 4: Junos Pulse Mobile Security Suite Features and Benefits Feature Automatic virus and spyware definition updates Scanning of files received over all network connections Inbound and outbound traffic monitoring Blacklist and whitelist filtering Loss/theft protection Remote backup/restore SMS, MMS, and message content monitoring Voice monitoring Picture monitoring Benefit Provides full real-time protection from whatever latest smartphone threats can occur Protects the smartphone from potential malware that can infiltrate the device from multiple sources, including via SMS, MMS, Bluetooth, Wi-Fi, 2.5G, 3G, 4G, infrared or desktop sync Protects mobile device from accessing harmful or questionable content and prevents malicious content from being transferred to the device Blocks calls and SMS spam (blacklisted) and allows acceptable calls from whitelisted contacts Mitigates the risk of losing corporate data on a smartphone by remotely locating the device, remotely locking it, setting off an alarm on it, or even remotely wiping the device contents Allows remote backups of personal data and easy imports into a new device, as needed Enables parents to view all messages sent and received Provides call logs of all voice conversations conducted on the device Enables viewing of all photos stored on the device Service Provider Model and Offerings to End Customers Managed Service Offerings to End Customers Figure 5. Junos Pulse managed service offerings for end customers 14 copyright 2011, Juniper Networks, Inc.

15 Pricing Options Business Model for Consumer and Enterprise Markets Service Enablement The mobile security market is driven by consumer and enterprise customers that share a common need to secure their mobile assets. The horizontal nature of the market demands both the support of multiple OS types, as well as flexible service offerings or configurations. In an effort to maximize service adoption, the following service enablement measures are recommended: Preload/embed Junos Pulse on all supported smartphone devices Activate security services bundled into the data plan, or at no cost to end customer, or as a 3 month trial (enables route to market and protects the integrity of the service provider network from infected devices while providing customers the benefit of endpoint client protection) Co-brand the endpoint client, Consumer Dashboard, and Mobile Security Gateway to enable service recognition by service provider customers Build a marketing campaign to communicate service availability to customers The Proposed Business Model The following sections outline the proposed business model for two distinct scenarios. While the pricing and the service delivery may be different for each, the enablement of the service remains the same for both models. The models outlined below are as follows: Junos Pulse as a managed mobile service for the service provider enterprise business Junos Pulse as a premium security service for the service provider consumer business Junos Pulse as a Managed Mobile Service for the Service Provider Enterprise Business Smartphone devices and wireless data connections help employees connect and make decisions faster. Robust business applications enable companies to deliver data and respond to customers more efficiently. Networking solutions allow the business to expand its reach around the globe. These new technologies are designed to simplify things for mobile business, but they also bring challenges. Large enterprises struggle to manage a variety of mobile device types and operating systems across multiple service providers. With greater access, companies face new security threats, regulatory pressures, and in today s economy are looking for a solution that delivers robust yet cost-effective results. Juniper Networks has created a solution that makes secure mobility management simple. We will work with service providers to build a managed service to deliver secure remote access and mobile security management using a comprehensive and cost-effective approach. There are two separate product offerings that the Junos Pulse client will enable. Each product offering is outlined below with its corresponding MSRP. Each service is per device on a monthly basis. SSL VPN Offer a remote access solution that can be easily managed and can scale effortlessly to meet the needs of a growing and diverse Fortune 5000 and SMB customer base. MSRP $9.99 per month per device Royalty to Juniper Networks $4.99 per month per device (using SSL VPN VM solution only) Note: The service provider can also build an SSL VPN managed service for mobile devices using the concurrent user up-front pricing on the Juniper pricelist, if they are not interested in the royalty model. Refer to the pricelist for that option, as it is the same as the resale pricing. Copyright 2011, Juniper Networks, Inc. 15

16 Mobile Security Suite with Mobile Security Management Deliver robust and cross platform device security with the ability to manage the security posture of all devices no matter where they may be in the world. MSRP $9.99 per month per device Royalty to Juniper Networks $4.99 per month per device Junos Pulse as a Premium Security Service for the Service Provider Consumer Business The consumer market is very diverse with a user demographic that includes pre-adult teens to grandparents. The mobile needs and wants of the consumer span from simple voice communications and to full blown mobile computing that includes social network access, Web browsing, Internet connected applications, and more. With Junos Pulse, the service provider will be able to create a secure mobile environment for all consumers on its network. The modular nature of the Junos Pulse Mobile Security Suite application will allow the service provider to tap into the diversity of this consumer segment by offering everything from pointed security services to a full-blown security suite. To effectively maximize the market opportunity, Juniper Networks strongly recommends preloading/embedding the Pulse client and providing antivirus/anti-spyware services at no charge to the end consumer, thus creating a secure mobile environment for everyone. The following outlines the two options that service providers have for offering security services with Junos Pulse Mobile Security Suite, and the relevant potential MSRP and royalty payment to Juniper Networks: OPTION 1 (Preferred): Fully Embedded Offering The service provider and Juniper will preload and activate the entire consumer Mobile Security Suite for all service provider smartphone devices. Junos Pulse Mobile Security Suite for Consumer Protects the integrity of the service provider network from infected devices while giving customers the benefit of endpoint client protection and delivering a trusted secure mobile environment. MSRP Free (service provider subsidized, embedded in service plan, etc) at no charge to consumers Royalty paid to Juniper Networks $3.00 per device per month OPTION 2: Embedded Antivirus/Anti-Spyware with Renew After Trial for the Rest of Pulse Mobile Security Suite The anti-malware feature is paid for by the service provider and provided free of charge to the end customer. The remaining features are then offered in accordance with Option 3. If the consumer decides to cancel the service, the anti-malware feature will remain active and paid for monthly by the service provider. OPTION 3: Renew After Trial for All of Pulse Mobile Security Suite Premium Security Bundle The following premium security bundle must be preloaded as a free trial for 1-3 months (the trial term will be determined based on the specific deal and geography working with the business unit). After the expiration of the free trial, the end user must opt out or choose to discontinue service or be billed automatically starting in the fourth month of service. Premium Security Bundle with Parental Controls This option enables full security service for the consumer in need of complete security. It includes activation of the anti-theft components of Pulse along with the backup/restore, antispam, and firewall modules. This also provides parents with a technological tool to monitor the content of text and messages, pictures taken, sent, and received, installed applications, and device address book, to ensure the mobile safety of their children. MSRP $9.99 per device per month Royalty paid to Juniper Networks $4.99 per device per month 16 copyright 2011, Juniper Networks, Inc.

17 Support Juniper Networks will provide the service provider with Tier 3 support in each of the business model scenarios. Tier 3 support is simply defined as follows: Juniper Networks receives a support call or request directly from the service provider (or enterprise, if we are selling under the resale only model) in support of a customer related issue. Tier 3 support does not include direct communication with an end user (consumer for example). Service provider and its support personnel will receive training on the products, their functionally, and how to handle customer support cases. Co-Marketing and Co-Branding Strategy Juniper Networks will be investing heavily in the Junos Pulse brand and will work in collaboration with service providers to build a strategy to address their respective markets. Junos Pulse has been designed to allow service providers to leverage their own strong brands and to illustrate thought leadership in their various markets. Figure 6 highlights some possible mock-ups of a co-branded solution for the service provider customer segment. Figure 6. Co-branding examples for Junos Pulse Copyright 2011, Juniper Networks, Inc. 17

18 Case Study: How Preloaded Mobile Security Reduced Malware and Increased ARPU Introduction In an effort to generate new customer adoption and offer new services, a Tier 1 international service provider introduced smart open OS mobile devices to its customer base. Understanding the advantages an open OS platform would bring, the service provider also understood the potential security risks it could pose to the network and its customers. It was a key issue for the service provider to offer preloaded baseline security, extending the level of service that customers had come to expect on their personal computers and new smart devices. The need to provide these security services did not, however, eliminate the service provider s desire to avoid additional infrastructure expenditures. They were in search of a solution that provided end-to-end smartphone security in a robust yet cost-effective package. The Junos Pulse Mobile Security Suite software offered this client a way to address its key issue of providing baseline security, but also introduced a new form of premium security services. The modular design of the Pulse Mobile Security Suite client allowed the service provider to activate baseline security out of the box, while providing an embedded route to market that enabled the offer of new premium services such as parental controls and remote anti-theft capabilities. By leveraging Juniper s SaaS deployment model, this client was able to eliminate expected setup and infrastructure expenditures, thus allowing the deployment of desired services quickly and cost-effectively. The opportunity to provide this client with baseline security was achieved through a direct and competitive effort. The client first sought a solution from its existing desktop security service provider, which had developed a client for smart mobile OS platforms. However, the existing desktop provider s solution was only an endpoint client solution and lacked the management and policy configuration the service provider needed. Through an extended due diligence process and a formal RFP, the Junos Pulse Mobile Security Suite technology and platform proved to be a far better option. Over the last two years, smartphone market share has exploded, opening new services and features to a technology hungry customer base. In 2011, smartphone devices are projected to outsell personal computers¹, creating a more lucrative target for hackers and cyber criminals. With the exponential growth in mobile malware, including viruses, trojans, and spyware, the need to provide baseline mobile security is a must. Doing so will help the service provider reduce unwanted bandwidth consumption and support costs. The modular design of the Junos Pulse Mobile Security Suite not only provides baseline security, but also enables the service provider to tap into what is projected to be a $4 billion premium security services market over the next three years². Challenges Address Security Risks to Open OS Mobile Devices In an effort to launch new devices and services to its customer base, the service provider needed to ensure that it was adequately protecting its customers. It was clear that open OS mobile devices were more vulnerable to malware and malicious exploit, and as such posed a greater risk. The solution provided needed to be optimized for mobile devices and needed to provide real-time protection from the latest mobile treats, while at the same time not impacting performance or functionally. Prevent Customer Care Costs The increased risk of mobile device infection directly impacted the projections for customer care costs associated with identifying and remediating an infection. Whether it was device returns, customer support calls, or customer churn, the impact related to even a minor outbreak could significantly impact the bottom line of the business. The service provider needed a way to prevent these costs.. Solution A robust yet cost-effective platform was needed to provide the level of security the service provider was looking to achieve with the manageability to adapt to the ever changing mobile threat landscape. The service provider chose the Junos Pulse Mobile Security Suite and Mobile Security Gateway as a solution to address these challenges. By leveraging the SaaS model, the service provider was able to quickly deliver these services to its customers. In an effort to address the concerns related to mobile malware infections, the service provider embedded the Junos Pulse Mobile Security Suite with two baseline security features activated at no cost to the end user, and three premium opt-in features. 18 copyright 2011, Juniper Networks, Inc.

19 Proactive Malware Protection Baseline Feature The Mobile Security Suite employs on-access scanning to monitor the integrity of files every time they are accessed. It will protect the device from malware infection by automatically detecting malicious code as it attempts to infect the operating system. In addition, it has the ability to scan secure digital (SD) cards upon insert to prevent device infection from malware that may have been stored in error. It will also protect the device by scanning all data going to and from the device to ensure that it is free from infection. Personal Firewall Baseline Feature The personal firewall of the Mobile Security Suite provides inbound and outbound traffic monitoring using network-level packet filtering and two levels of protection high and low. By selecting high level protection, the user limits allowed ports to the ones specified in the whitelist and blocks traffic from all other unknown ports. The low level of protection will allow communication with all but the blacklisted ports. The firewall can also be configured to block/accept traffic from a specific IP or range of IP addresses, giving you ultimate control over all data traffic on the device. Advanced Protection for Lost and Stolen Devices Premium Feature The unique loss and theft prevention capabilities of the Junos Pulse Mobile Security Suite enables an end user to quickly and easily pinpoint the exact location of a lost or stolen device and have that location displayed on an online map. Users also have the option to remotely lock a device, remotely set off an alarm on the lost or stolen device, or wipe personal data to ensure that if it falls into the wrong hands, sensitive personal and business data will not be accessed. The personal data can be remotely backed up and easily imported into a new device. With these capabilities, customers can minimize the risk of loss of personal data when they lose their smartphones. Spam Protection Premium Feature The anti-spam capability of the Mobile Security Suite is the premier message and call manager for mobile devices. Enhanced call and message filtering allow you to prevent interruptions and disturbances, blocking voice and SMS spam. With the capability of customizing the contacts into groups of blacklisted (blocked) numbers, you can choose to block calls and messages from those numbers. Parental Controls Premium Feature Parental control features of the Junos Pulse Mobile Security Suite allow parents to restrict the types of applications installed and monitor data such as pictures, phone calls, and the content of SMS, , and MMS messages. The Mobile Security Suite enables a parent to monitor a child s device and mobile activities via a web-based dashboard. Results Cost-Effective Deployment By leveraging the SaaS deployment model, the service provider was able to eliminate expected hardware and setup costs. The expense of maintaining and supporting the infrastructure necessary to deliver the security service to customers was minimized by pushing the build of the service load onto the Junos Pulse SaaS platform. Increased Premium Services Opportunity Through the embedded client, the service provider had access to up sell premium services. By embedding the baseline security services as active with the Junos Pulse Mobile Security Suite, the service provider gained the ability to connect directly with the customer and to seamlessly activate the available premium services. Through direct integration into the billing system, the user experience was enhanced, as users were enabled to opt into services from their mobile device. The embedded client provided access to 100% of the addressable market, thus opening up much greater premium service opportunity for the service provider. Copyright 2011, Juniper Networks, Inc. 19

20 Prevented Malware Infections By embedding the Junos Pulse Mobile Security Suite client with the antivirus module active, the service provider was able to eliminate malware infections, thus reducing customer support costs and excessive bandwidth consumption. Almost 1% of the service provider s customers had to be protected from some form of malware infection. The nature of those infections ranged from spyware to social malware. If unprotected, these could have led to further infection rates in excess of 10%. References 1 RBC 2 ABI Research Business Model Carriers who are interested in offering a service based on Mobile Security Suite to their user base and want to see the economic impact of this service can leverage the Mobile Security Suite ROI tool developed by Juniper. The ROI tool calculates both operational and capital expenditures, and it compares them to user defined revenue to measure ROI. This simple tool can be used to create several scenarios to allow the service provider to visualize the break-even point based on average revenue per user (ARPU) assumptions. The Mobile Security Suite ROI tool is a PowerPoint-based tool and generates dynamic results in real time. Once the tool is put into slideshow mode, the user can change assumptions such as price of service, user count, adoption rate, etc., and the tool output changes in real time to reflect that. The primary use of the tool is for an early stage sales discussion between a Juniper business development executive and the customer. Let s walk through a specific scenario here to understand how the tool can be used. Here is what the tool looks like in PowerPoint slide show mode. Figure 7. Mobile Security Suite ROI tool 20 copyright 2011, Juniper Networks, Inc.