Trustwave Leverages OEM Partnerships to Deepen SIEM Market Penetration

Transcription

1 Trustwave Leverages OEM Parterships to Deepe SIEM Market Peetratio Accelerated lauch of ew security appliaces delivers reveue growth with assist from UNICOM Egieerig ad Dell OEM Solutios

2 Itroductio Trustwave is the leadig provider of o-demad data security ad paymet card idustry compliace maagemet solutios. The compay has helped thousads of orgaizatios icludig Fortue 500 busiesses ad large fiacial istitutios maage compliace ad secure their etwork ifrastructure, data commuicatios ad critical iformatio assets. Determied to lauch a ew family of Security ad Iformatio Evet Maagemet (SIEM) appliaces, Trustwave wisely tured to UNICOM Egieerig ad Dell OEM Solutios. I 2010, Trustwave eeded to quickly itroduce a ew series of SIEM appliaces to reach a utapped market ad wi busiess without havig to devote i-house staff ad resources. Workig with appliace solutio providers UNICOM Egieerig ad Dell OEM Solutios, Trustwave lauched products withi ie moths aboard Dell TM PowerEdge TM servers ad subsequetly grew reveues by tes of millios of dollars. Simplify My Life O a recetly co-hosted web semiar with UNICOM Egieerig ad Dell OEM Solutios, Gle O Doell, Seior Aalyst at Forrester Research, said that today s software providers ad their customers share a commo demad: Simplify my life. Wherever high mix ad high chage coexist i a IT eviromet, chief security officers are beggig for solutios that remove complexity ad deliver out-of-the-box value. The time ad resources required to brig security software to value as a appliace is sigificatly less tha that required by legacy solutios. Charlie McPhail, a Sales Egieer with Dell OEM Solutios, agreed ad added, With complexity o the rise, Dell OEM Solutios is all about eablig simplicity. If there is oe word that sums up our value propositio, it s simplify. We are all about lowerig the barriers that ca prevet rapid adoptio, lifecycle value, ad time to market. Itegratio parters like UNICOM Egieerig brig a more streamlied, cradle-tograve methodology to the customer egagemet. Together we offer a more complete suite of egieerig support, maufacturig resources, global logistics, ad lifecycle maiteace services that deliver effective parter experieces ad help ISV s like Trustwave deploy more profitably. Results: Accelerated delivery to market ad released products withi ie moths Sold ew products ad captured tes of millios of dollars i reveue Created a global support structure to meet custom service-level agreemets Experieced a smooth trasitio to ext-geeratio Itel servers Eabled i-house egieers to stay focused o software developmet Trustwave Leverages OEM Parterships to Deepe SIEM Market Peetratio 2

3 Deep SIEM Targetig Figure 1 Dell OEM ad Parters As a licesed Dell OEM Premier Parter, UNICOM Egieerig offers egieerig support, maufacturig resources, forward ad reverse logistics, ad lifecycle maiteace services that deliver effective parter experieces. Trustwave wated to sell deeper ito large eterprises ad also sell to more small-to-medium sized compaies. Commo to both of those targets is the lack of staff ad resources to istall, maitai ad support security applicatios themselves. The compay s goal was to create ad market user-friedly, effective security solutios that produce value out-of-the-box ad simplify lifetime support. Today we support well over 600 customer security eviromets worldwide, said Tom Wallace, VP of Customer Service at Trustwave. Thaks to UNICOM Egieerig ad Dell our security platforms iteroperate ubiquitously ad are capable of supportig a variety of customer s eeds ad eviromets. Figure 2 SIEM Network Trustwave SIEM performs advaced correlatios betwee isolated evets. As orgaizatios add more data sources or evolve their risk maagemet policies, a rage of SIEM systems ca be cofigured to meet those demads. Trustwave Leverages OEM Parterships to Deepe SIEM Market Peetratio 3

4 The ceterpiece of Trustwave s offerig is SIEM OE (Operatios Editio), show at the ceter of Figure 2. Its supportig cast icludes a SIEM LP (Loggig Plus) appliace, a XL (extreme Loggig) appliace, a LA (Log Acquisitio) appliace, ad oftetimes HA (High Availability) device pairs. DA is the Data Acquisitio compoet of our software-oly solutio. Thik of them as modular compoets that ca be used idividually, or combied to stregthe ad scale accordig to the scope of security eeded, said Wallace. High-Chage Lifecycle Cotrol UNICOM Egieerig ad Dell worked with Trustwave to develop ad test these appliaces for optimal performace. This is where UNICOM Egieerig really shies, said Wallace. We wet through a major Itel micro-architecture refresh, ad with UNICOM Egieerig s assist we trasitioed to the latest Xeo [Nehalem] CPUs. It chaged the physical architecture of the motherboard. The frot side bus wet away ad, after goig through a exhaustive lifecycle aalysis with Dell, we opted to deploy o their PowerEdge R610 server. We also took advatage of UNICOM Egieerig s Elemet Maager, which helped us tremedously go through that trasitio because while they were dealig with all-thigs-metal to the base operatig system, we oly had to focus o our applicatio. Of all the vedors we spoke to, UNICOM Egieerig s cradle-to-grave lifecycle services were more sophisticated. Whe ecessary, Trustwave ca rely o Dell for more sigificat support issues. Niety-ie percet of the time, we do t eed to cotact Dell, says Wallace. But it s great to kow that if there is a platform problem or we have a major chage cycle, we ca cout o Dell to help address those issues promptly. Support Systems It was t util we had desiged the uit with UNICOM Egieerig that we determied what our go-to-market model was goig to be, said Wallace. We decided which parts of the system were goig to be Field Replaceable Uits (FRUs), ad which parts were goig to be compoet replaceable uits. The we worked with UNICOM Egieerig to determie what kid of support model we wated. UNICOM Egieerig employs service techicias that ca be dispatched worldwide withi 24 hours to replace compoet parts ad perform break-fix tasks. Ultimately we chose to oly have two FRUs, oe beig the hard drive ad the other beig the power supply mostly for redudacy sake. Of course, we offer our customers full system replacemet services for those circumstaces whe a full uit replacemet is required. It s rare but whe hardware fails, eve i hard-to-reach territories, we fid UNICOM Egieerig s worldwide support ad logistics to be pheomeal. UNICOM Egieerig will ship a part or complete system same day ad provide the regulatory paperwork clear customs very quickly. I some cases, eve short-term delays are uacceptable, so we worked with UNICOM Egieerig to set up forward-stockig locatios i Hog Kog ad the Netherlads, where we store spare parts ad a hadful of systems. Reverse Logistics Some of Trustwave s cliets maitai their ow ivetory to assure same-day recovery ad system availability. UNICOM Egieerig ca accommodate ay variety of ways to ease the pais ad axieties associated with field failures. Trustwave always ows the relatioship with the customer, said Wallace, addig, UNICOM Egieerig ad Dell are the power behid Trustwave Leverages OEM Parterships to Deepe SIEM Market Peetratio 4

5 the power, so to speak. We deal with the customers directly ad UNICOM Egieerig has a etire support orgaizatio to back us up. Field failures are quickly passed to UNICOM Egieerig for RMA hadlig, icludig replacemet parts, failure aalysis, retur labels, as well as the repair ad retur of goods to active duty. With the localized support provided by UNICOM Egieerig ad Dell, Trustwave ca accommodate quick-tur service-level agreemets (SLAs) across the globe. Some global customers might be cocered about the distace from our compay to theirs, said Wallace. But with UNICOM Egieerig s ad Dell s global footprit, we ca create competitive SLAs to satisfy just about ay customer eed. Support Calls Trustwave was careful to develop a elemet of disciplie aroud the customer support egagemet. It created oe clearly stated aveue ito the various support ad service extesios from UNICOM Egieerig ad Dell. Hardware support calls go to UNICOM Egieerig ad their egieerig orgaizatio, said Wallace. Should it become ecessary to escalate the problem, Dell OEM Solutios ca be egaged for resolutio. If it s software or some other layer, the it simply goes to us at Trustwave. Sometimes ufortuately it s ot so clear cut, ad that s where UNICOM Egieerig s troubleshootig skills really help us. Typically, 99% of the support tickets are resolved without egagig Dell. I believe this is a reflectio of the quality of Dell s platform. Stayig Focused o Iovative Software Developmet By hadig off hardware cofiguratio, software istallatio, customizatio, distributio, ad hardware support tasks to UNICOM Egieerig ad Dell, Trustwave ca stay focused o its core competecies. They maitai a high level of abstractio from all the hardware processes by workig with UNICOM Egieerig ad Dell OEM Solutios says Wallace. Trustwave achieves all of the beefits of producig appliace-based solutios while keepig its staff focused o developig iovative software. About UNICOM Egieerig UNICOM Egieerig is a leadig provider of server-based applicatio platforms ad lifecycle support services for software developers ad OEMs worldwide. Through its expertise ad comprehesive suite of solutio desig, system itegratio, applicatio maagemet, global logistics, support ad maiteace services, UNICOM Egieerig is redefiig applicatio deploymet solutios to provide customers with a sustaiable competitive advatage. More tha a decade of appliace iovatio with the ability to provide physical, virtual, ad cloud-ready solutios makes UNICOM Egieerig oe of the most trusted software deploymet parters i the idustry. Fouded i 1997, UNICOM Egieerig has facilities i Cato, Massachusetts, Plao, Texas, ad Galway, Irelad, ad formerly traded o the NASDAQ exchage uder the symbol (NASDAQ: NEI). For more iformatio, visit CORPORATE HEADQUARTERS: 25 DAN ROAD, CANTON, MA TEL: FAX: Copyright 2013 UNICOM Egieerig, Ic. All rights reserved. UNICOM Egieerig ad the UNICOM Egieerig logo are trademarks of UNICOM Global. All other brads, product ames, trade ames, trademarks ad service marks used herei are the property of their respective owers. P/N: _