Increasing Revenue Through Information Protection Services

Transcription

1 SOLUTION BRIEF: COMMUNICATION SERVICE PROVIDERS Increasing Revenue Through Information Protection Services Who should read this paper Service Provider Executives who are in charge of bringing new innovative services to market to reduce churn and generate new revenue streams

2

3 Content Introduction Strategy and Solutions for Communication Service Providers Protecting the Network and Services Platform Generating New Revenue Streams with Information Protection Services Information Protection as a Service: An Overview of the Symantec Offerings Service Provider Buying Programs Symantec The Right Partner for Information Protection Services

4 Increasing Revenue Through Information Protection Services Introduction This document describes the solutions and services available for Communication Service Providers (CSPs) to build a secure and trusted network and services platform on which various information protection services can be delivered to their customer segments and target markets. It also briefly discusses important trends impacting the network and service infrastructure of CSPs such as Software Defined Networks, Network Functions Virtualization, OpenStack and Symantec s support in securely deploying these new technologies. 1

5 Strategy and Solutions for Communication Service Providers Symantec s strategy is closely aligned with the business objectives of CSPs and can be summarized as follows: Create a stronger brand by solving major issues to improve the relationship/trust/position of the Service Provider to their customer Protect subscribers across all market segments Protect networks from threats; free up bandwidth Help CSPs to maintain existing customers (reduce churn, increase customer lifetime value) Increase average revenue per user (ARPU) with new trusted services Acquire new customers (increase market share) Enhance competitiveness and increase market share with unique differentiation Reduce the cost of delivering services (TCO) Reduce time-to-market with easy integration and support for leading cloud service brokers Support CSPs to securely transition to a flexible SDN/NFV infrastructure Maintain/improve compliance with industry regulations To achieve these business objectives, Symantec solutions for the CSP industry focus on three areas: Expeditiously reduce complexity, increase availability and protect information in the IT data center Protect the network and services platforms Provide information protection services to generate new revenue streams IT data centers have grown significantly in recent years due to a combination of organic growth and acquisitions. These dynamics have introduced a layer of complexity to their environment. Consolidation, standardization, disaster recovery, information protection and virtualization technologies, as well as IT sourcing from the cloud, are among the key projects that Symantec is working on with CSPs worldwide to reduce complexity and cost. These solutions help improve innovation and time to market while complying with both global and local laws and regulations. This document focuses in more detail on the latter two solution areas, protecting the network and services platforms, and providing information protection services, as these are very specific solutions for this industry. 2

6 Symantec Solutions for Communication Service Providers Figure 1: Symantec Solution focus for Communication Service Providers Symantec s core product lines provide the foundation for the CSP solutions to protect the network and services platform and to deliver various Information Protection as a Service offerings to their enterprise, SMB, consumer and M2M/IoT target markets. 3

7 Protecting the Network and Services Platform The communication networks and service delivery platforms are the backbone of CSPs revenue-generating engines. High availability and security are critical components to avoid regulatory breaches, outages, failures and attacks that would ultimately lead to significant loss of customer satisfaction, brand reputation and revenue. Symantec s core solutions to support CSPs in protecting their various fixed line and mobile networks, OSS/BSS environments and Service Delivery Platforms (SDPs) are: Embedded security and availability in OSS/BSS, SDP and network operations Embedded security in chips and things/machines 4G/LTE infrastructure protection Embedded security and availability in OSS/BSS, SDP and network operations Symantec has a long and successful history in cooperating with leading Network Equipment Providers (NEPs) and Network Solution Providers (NSPs) to embed its security and high availability solutions in core network and OSS/BSS systems. NEPs and NSPs choose Symantec software because of its scalability, performance and hardware- and OS-agnostic approach. This allows our partners to stay flexible and seamlessly migrate their open networking switches from Unix to Linux operating systems, reducing costs. A rich virtualization solution portfolio further enables Symantec to support these vendors in their development strategies towards Software Defined Networks (SDNs) and Network Functions Virtualization (NFV). Embedded security in chips and things/machines The market is demanding embedded security built in chipsets for many highly sensitive devices and machines. Some of these devices don t even come with an operating system on which to deploy security. Identity, malware protection, filters and policy controls on chipsets, integrated into smartphones and machines from manufacturers, provide new security opportunities. CSPs will have ready-installed APIs on which they can develop apps. This new approach is faster and more secure as it cannot be bypassed. With the move to Internet of Things (IoT) and Machine to Machine (M2M), chip level security will be paramount for a lot of verticals. Together with Symantec, CSPs are in a great position to climb up the service stack with additional services, such as security, that they can provide on top of their core IoT/M2M connectivity offerings. LTE infrastructure protection LTE represents new security challenges for mobile operators as it is completely based on the ALL-IP protocol. Furthermore, encryption and authentication terminate at the enodeb base stations. Symantec LTE Infrastructure Protection provides a managed authentication service for LTE base stations that fully complies with the 3GPP standards for LTE security. 4

8 Figure 2: Protecting the network and services platform Looking into the near-term future Software-defined networks (SDN) and Network Functions Virtualization (NFV) are expected to have a transformational effect on CSP networks. They promise increased service agility and operational flexibility while reducing capex and opex at the same time arguments that CSPs can t ignore to stay competitive and agile. SDN/NFV will affect every part of the operator s network organization, touching how network functionality is delivered, where network function is deployed and run, the infrastructure on which it executes the systems and processes used to manage it and the security mechanisms that protect the whole CSP network. New security requirements for virtualized networks have to be managed in the SDN/NFV context: Security needs to handle the virtualized network environment Security needs to deal with new virtualized network vulnerabilities & threats Security needs to support application-driven networking Security need to be orchestrated and automated SDN/NFV security is an important topic for Symantec. The company is heavily investing in enhancing its core Software-Defined Data Center (SDDC) security towards the new requirements for SDN/NFV and is already working together with innovative CSPs on early pilot projects. Additionally Symantec has taken a lead position in the TMForum to drive SDN/NFV security programs. 5

9 In order to further reduce cost and delivering massively scalable and feature rich service provider and cloud environments, CSPs are increasingly looking to deploy "The OpenStack, The Cloud Operating Platform" as part of their virtualization and cloud services strategy. The OpenStack open source technology consists of a series of interrelated projects delivering various components for a cloud infrastructure. Symantec is fully committed to OpenStack and joined the OpenStack consortium as a corporate-level member in March In July 2014, Symantec made its first contribution to OpenStack with a Network File System (NFS) driver for managing and allocating block storage to server images. This capability also enables Symantec customers to build out new or utilize existing Storage Foundation deployments to provide fully integrated back-end storage. Utilizing the Symantec contributions to OpenStack deployments achieve enterprise class availability, performance and scalability. 6

10 Generating New Revenue Streams with Information Protection Services Increasing revenue is the number one business objective of CSPs. Information protection services, including Security as a Service, Backup as a Service, Disaster Recovery as a Service, Archiving as a Service and other Symantec offerings delivered by CSPs to their customers, are great opportunities to increase customer satisfaction and revenue streams over a long period. These solutions are essential IT services, valued and demanded by CSPs in all segments. CSPs are excellently positioned to offer such services and exploit upsell opportunities from their core communication offerings. According to many surveys, particularly within the key SMB market, customers would rather buy into an information protection roadmap and purchase cloud and mobile application services from CSPs than try to solve information protection challenges by themselves. To profit from these new revenue opportunities, it is vital that CSPs leverage the existing network and infrastructure, develop a services roadmap, adapt to cloud and mobile business models, build trust and confidence, and use existing experience to differentiate themselves within the marketplace. Symantec has a rich portfolio of information protection solutions and is already successfully partnering with leading CSPs worldwide to deliver Information Protection as a Service. Information Protection Services portfolio for CSP partners Figure 3: The joint Symantec / CSP information protection service stack 7

11 Unlike their competitors, CSPs can develop a straightforward information protection service roadmap: starting from their core networking competencies providing Network Security & Analytics services, then leveraging all other differentiating assets and moving up the service stack. CSPs can detect the devices and systems on the edges of their network, and can easily offer solutions to protect their consumer and enterprise subscribers with their related digital services (User & Service Protection). Moving up the value chain one step further, CSPs are also ideally positioned to protect the data in the server and device endpoints in their networks, leveraging their huge network bandwidth capacity as a competitive benefit and provide high value Information Management services. Information Protection as a Service: An Overview of the Symantec Offerings Most of the services described in the service stack above can be provided as full cloud solutions, hybrid solutions, or built on-premise and integrated into the SDPs. Different branding options such as pure CSP branding, Symantec or Norton branding (consumer services), or cobranding, are possible. Network Security & Analytics Clean Pipe Services significantly reduce the amount of spam and other malicious code in the inbound and outbound communication streams for fixed and mobile customers while increasing customer satisfaction and reducing churn. CSPs can regain bandwidth and other infrastructure resources to invest in additional service-enabling initiatives. Therefore clean pipes are the foundation to generate new revenue. Security Services based on the cloud deliver a highly available, effective and accurate security service with industry-leading SLAs to business customers. Integration efforts are minimal. CSPs don t need to invest in owning infrastructure resulting in very fast time to market with this service. Web Security Services help protect CSPs enterprise and consumer customers from accessing malicious websites and Web-born threats, and enables the control, monitoring and enforcement of Web acceptable use policies with minimal latency. Also offered as a Cloud services, Web Security.Cloud provides extremely fast time to market. Web Content Categorization Services can be easily integrated in existing network-based products within the CSP infrastructure. This service categorizes web sites based on different criteria and support Service Providers in offering protection filtering capabilities, blocking access to certain sites, reducing bandwidth consumption and generally protecting their subscribers from malware, phishing and inappropriate sites. Web Content Categorization is a foundation for strong parental control offerings. Threat Intelligence Services allow CSPs to enhance their managed security services offerings by providing unsurpassed breadth of threat information and accuracy to their enterprise customers. Therefore CSPs enable their customers to transition from reactive to proactive security to better detect and respond to advanced malware, advanced persistent threats, targeted attacks, DDoS, and other difficult-to-detect attacks. 8

12 User & Service Protection Endpoint Security Services offer comprehensive security for desktops, laptops, and servers as a hosted service, without the need to deploy a management server on site. Mobile Endpoint Security Services support mobile devices such as smartphones and tablets with ios, Android and Windows Phone operating systems. Family Safety Services offered under the Norton brand enable CSPs to demonstrate social responsibility by protecting children and teenagers on the Internet and build a trusted and confident experience for their consumer customers. Some CSPs start by offering freemium versions with the opportunity to monetize premium services. Mobile Application Security Services deploy, secure, and manage both native and Web apps on the devices of CSP customers. Customers will be protected by a new layer of security and policy management around any mobile app without source code changes or SDK embedding, and also featuring granular app-level controls. CSPs can monetize bandwidth effectively on a single mobile device to direct corporate traffic to the corporate network, while leaving personal traffic on the individual s data plan in a BYOD situation. Information Management Data Protection (Backup) Services automatically, continuously and securely store customer data in cloud data centers of the Service Providers. CSPs can deliver an enterprise-class, multi-tenant backup & recovery platform with a Self-Service Portal that support even very complex physical and virtual environments of their enterprise and SMB customers. Archiving and ediscovery Services help customers of CSPs to better store, manage and discover business-critical information. The services are quick and easy to deploy and provide unlimited storage and retention for a predictable monthly fee. By bundling archiving with core communication and Microsoft Office 365 services, CSPs are able to provide a full end-to-end solution as a package to their customers. Disaster Recovery Orchestration Services allow CSPs to offer small and medium businesses the flexibility to affordably and easily initiate protection and recovery of Microsoft Windows applications and data to and from Microsoft Azure clouds. Recovery time objectives (RTO) and recovery point objectives (RPO) can be met in minutes instead of hours and days. The service is fully automated, no manual processes are required as all fail over activities are orchestrated in a proscribed order. 9

13 Service Provider Buying Programs Symantec provides different service provider buying and licensing programs for CSPs and their partner ecosystems depending on their business model. Enterprise OEM Program The OEM program is focused on providing Network Equipment Providers and Network Solution Providers with the software and services they need to deliver leading-edge bundled solutions to their CSP customers. Strategic Service Provider Program (SSP) The SSP provides CSPs with the ability to purchase (perpetual licensing) software, but with transfer rights of licenses to and from end users with no transfer fees. Enterprise Service Provider Program (ExSP) and Cloud Partner Program These programs offer CSPs the ability to rent specific Symantec software to provide integrated services to their customers. This pay-as-yougo monthly licensing model allows our CSP partners to better match the usage of the software with their payment schedules. The Service Provider pays Symantec quarterly in-arrears. Norton Core OnLine Platform (COLP), also often described as Symantec Online Services (SOS) This licensing program is tailored to Norton-branded consumer services and provides a complete, automated integration into the CSP Value Added Service portfolio. Through dedicated APIs that connect the Norton licensing system to the CSP CRM and billing systems, Nortonbranded information protection services can be seamlessly offered and delivered to subscribers under a monthly billing and licensing approach. The next page illustrates this licensing program from the end-user and the CSP back-end perspectives. 10

14 Figure 4: The Norton COLP Licensing approach from the end-user perspective Figure 5: The Norton COLP Licensing approach from the back-end perspective 11

15 Symantec The Right Partner for Information Protection Services Symantec is excellently positioned to partner with CSPs and jointly deliver information protection services to their market segments. No other vendor in the market has such a rich service portfolio that enables seamless revenue growth from the consumer market leveraging the strong Norton brand into SMB and enterprise segments. This unique portfolio from just one partner significantly reduces vendor complexity for CSPs compared to dealing with multiple vendors who can only offer point products for dedicated services areas. Symantec s Global CSP and Partner Marketing organization has amassed a great deal of industry best practices to maximize success across all stages of the customer funnel and lifecycle: awareness and preference, sign up, activation and retention. Leveraging ongoing market intelligence, joint-marketing planning and execution capabilities, the Symantec go-to-market framework is instrumental in helping to pursue mutually profitable business opportunities and drive sustainable revenue streams. Figure 6: Joint Go-To-Market and Service Enablement as a key component in a successful partnership 12

16

17 About Symantec Symantec Corporation (NASDAQ: SYMC) is an information protection expert that helps people, businesses, and governments seeking the freedom to unlock the opportunities technology brings anytime, anywhere. Founded in April 1982, Symantec, a Fortune 500 company operating one of the largest global data-intelligence networks, has provided leading security, backup, and availability solutions for where vital information is stored, accessed, and shared. The company s more than 20,000 employees reside in more than 50 countries. Ninety-nine percent of Fortune 500 companies are Symantec customers. In fiscal 2013, it recorded revenues of $6.9 billion. To learn more go to or connect with Symantec at: go.symantec.com/socialmedia. For specific country offices and contact numbers, please visit our website. Symantec World Headquarters 350 Ellis St. Mountain View, CA USA +1 (650) (800) Copyright 2014 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, and the Checkmark Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners. 9/