SMART. SIMPLE. SECURITY THAT FITS YOUR BUSINESS.

Transcription

1 SMART. SIMPLE. SECURITY THAT FITS YOUR BUSINESS. RESELLER BROCHURE

2 Take Advantage of Today s Dynamic Security Market The security landscape has dramatically shifted. New device types, new computing models, and the industrialisation of cybercrime are forcing organisations across all markets to make new IT strategies and investments. Trend Micro and its global network of resellers are capitalising on this growing business opportunity. CONSUMERISATION With mobile devices outselling PCs and cloud-based applications being used to share information, consumerisation is a reality. Users no longer have a one-to-one relationship with their company-issued device or the corporate applications and network. There is a sense of distinct urgency amongst consumers and corporations alike to find a way to protect information flowing in this anytime, anywhere, any device world. CLOUD AND VIRTUALISATION The move away from data centers towards a more agile IT environment with virtualisation and the use of cloudbased computing is occurring in every organisation. Cost and operational efficiencies are realised as organisations increasingly choose to use the cloud to host business applications. And in this borderless IT world, organisations are turning to security solutions that are built for cloud and virtualised environments. CYBER THREATS As the cyber threat environment evolves, threat protection must evolve as well. Advanced persistent threats (APTs) and targeted attacks have proven their ability to penetrate standard security defences and remain undetected for months while siphoning valuable data and intellectual property or carrying out destructive actions. Traditional techniques are simply no longer adequate to secure organisations against cyber attacks, particularly given the new complexities of consumerisation, cloud, and virtualisation. Page 2 of 12

3 Trend Micro: Leading the Way Trend Micro is on the forefront of today s dynamic security market. For over 25 years, we have been protecting customers from the ever-evolving IT threat landscape. Today, with over $1 billion in sales and 5,200 employees worldwide, including 1,200 threat experts and support engineers, we are the world s largest pure-play security software company. Our top-ranked solutions mitigate risks by protecting sensitive information across physical, virtual and cloud environments for over 500,000 organisations and millions of consumers worldwide. And we continue to innovate to ensure customers stay ahead of the latest threats. LEADING THE WAY WITH A HISTORY OF CONTINUOUS SECURITY INNOVATION Antimalware Corporate server protection Gateway virus protection Mail server protection Cloud-based global threat intelligence Agentless security for virtualised environments Protection against targeted attacks Cloud security optimised for AWS Flexible, interconnected threat defense Evolving Threat Landscape: Increasing number, variety, frequency, sophistication and impact of threats ADVANCED 2014 Security functionality provided by Trend Micro Advanced Threat Detection Anti-malware Application Control Application Scanning Behavior Monitoring Browser Exploit Protection Command & Control Blocking Contextual Threat Analysis Custom Sandboxing Data Loss Prevention Device Policy Encryption Host Firewall Integrity Monitoring Log Inspection Threat Impact Assessment Vulnerability Protection / Intrusion Prevention Web Reputation Traditional Malware and Data Leaks Vulnerability Exploits Advanced Malware Targeted Attacks SMART, SIMPLE, SECURITY THAT FITS YOUR BUSINESS We deliver solutions that provide SMART protection against loss, theft and cyber attacks, with a layered approach that provides security for all user activities, regardless of device, location, or application. Our solutions provide real-time protection from the cloud that is transparent to end-users. We deliver solutions that are SIMPLE to manage and deploy, with centralised visibility and control. Our solutions are lightweight, have minimal impact on server and network efficiency, can be on-premise or hosted, and are priced and packaged to meet your requirements. We deliver SECURITY THAT FITS YOUR BUSINESS, and the evolving ecosystem. Our solutions are channel-friendly. They are optimised for a broad range of operating systems and platforms, and work seamlessly with complementary technologies and applications. Trend Micro is the security vendor you need, and the security partner that customers demand. We are constantly innovating to deal with the latest security threats, and are 100% focused on security. TREND MICRO SMART PROTECTION NETWORK Smart protection begins with global threat intelligence powered by Trend Micro Smart Protection Network data mining framework. It is the industry s first cloud-based threat detection and correlation infrastructure, and is used by all our solutions and products. Our Smart Protection Network detects real-world threats faster than the competition, providing the best performance, with the least impact on users and network resources. Page 3 of 12

4 GLOBAL CONTENT SECURITY SMALL BUSINESS Why Partner with Trend Micro? 1. CHANNEL SALES DRIVEN Since day one, Trend Micro has been 100% committed to the success of our channel partners. With virtually all Trend Micro sales to businesses going through our channel partners, we generate a massive volume of new and renewal transactions every year that are fulfilled by resellers. Our global team of sales and channel account managers works closely with resellers and helps drive new business by actively identifying and qualifying sales opportunities that our partners ultimately fulfil. 2. EXPANDING BUSINESS OPPORTUNITY Trend Micro delivers market-leading security solutions that address three important and expanding business opportunities for resellers. Complete User Protection: Consumerisation is driving a big change in security focus from devices to users. As users leverage cloud and mobility solutions to collaborate, organisations will need greater visibility and control of their activities. This $8 billion (USD) total market is predicted to grow at 6.6% in Trend Micro Complete User Protection secures all users activity any application, any device, anywhere Trend Micro is #1 overall in protection, performance and usability AV-Test.org, April, 2014 Trend Micro is #1 in Global Content Security for Small Business - 3 years running Canalys 2013 Small Business Segment Content Security Market Trends, March IDC Worldwide Endpoint Security Forecast and 2012 Vendor Shares, August Forrester Study, Gartner, Forecast Analysis: Data Center, May ISACA APT Awareness Study, 2013 Cloud and Data Center Security: In an effort to reduce expenses, increase business agility and better respond to changing business needs, most organisations are using or planning to use the cloud. It is projected that 90% of large enterprises and government agencies will use the cloud by , and 71% of workloads will be virtualised by Trend Micro provides dynamic, adaptive protection for data center and cloud environments. Trend Micro is the corporate endpoint server security market share leader with 31% global share IDC, Worldwide Endpoint Security Forecast and 2012 Vendor Shares, August 2013 Trend Micro, with its Deep Security and SecureCloud products, sets the current benchmark for the competition. Experton Group, Cloud Vendor Benchmark, May 2013 Custom Defence: Security analysts and experts are increasingly recommending that enterprises redefine their security due diligence to embrace specialised threat detection technology, as well as a proactive process of real-time threat management. According to 63% of security professionals, it is only a matter of time until their enterprise is targeted 4. Trend Micro integrates cyber security software, global threat intelligence, and specialised tools and services to provide organisations with custom insight about the specific threats. NSS LABS RECOMMENDED Top score in breach detection, with zero false positives, and low TCO NSS Labs Breach Detection Tests 3. ON-GOING REVENUE OPPORTUNITIES Our market-leading solutions are powered by the Trend Micro Smart Protection Network, which provides all customers regardless of size or location with comprehensive, proactive global threat intelligence and protection. This contributes to high customer satisfaction, which in turn generates ongoing renewal revenue and new upsell opportunities for Trend Micro s complementary solutions of Complete User Protection, Cloud and Data Center Security, and Custom Defence. Page 4 of 12

5 4. BUNDLED SOLUTION SALES Trend Micro security solutions provide a valuable and complementary attachment to the sale of a number of different services and other solutions that are already being made by resellers. They can substantially enhance your overall deal size. There are four key bundling opportunities resellers like you can focus on: Virtualisation & Cloud: Because security is a key customer consideration, it is an important and valuable complement to sales of virtualisation and cloud from VMware, Amazon Web Services, Microsoft, Citrix and others. Trend Micro Deep Security is designed to seamlessly add security to deployments on these technology providers. It makes it fast and easy to secure VMs and cloud instances, and enables customers to meet their security and compliance requirements, while taking full advantage of the agility, savings and other benefits offered by virtualisation and cloud. Converged/Integrated Infrastructure: Every sale of a converged or integrated infrastructure bundle from Cisco, EMC, IBM, NetApp, VCE or others, provides an immediate and direct opportunity to attach Trend Micro Deep Security as a layer in the stack that will significantly increase the size of the overall sale, and the value provided to customers. Trend Micro Deep Security has been validated to seamlessly operate in many of these infrastructure bundles, delivers important complementary security functionality, and also provides an opportunity to upsell other Trend Micro security solutions to these customers. The Trend Micro solutions integrate with and complement other security solutions, enabling customers to more quickly, confidently and costeffectively identify and protect against threats and attacks that would otherwise go undetected and potentially have a significant negative business impact. Microsoft Solutions: Increase the size of each of your Microsoft sales, and protect your customers better with Trend Micro Complete User Protection. Complete User Protection has been proven time and again by third parties to bring the strongest security available to all endpoints. It augments the basic security delivered in applications for Microsoft including SharePoint, Exchange, Lync and Office 365. This will give your customers the comfort of being better protected from the rapidly evolving threat landscape, and you will benefit from greater customer satisfaction and retention, all while increasing your average deal size. 5. COMPREHENSIVE PARTNER PROGRAM The Trend Micro Partner Program for resellers provides a comprehensive set of financial benefits including competitive upfront discounts, deal registration discounts, deal protection, specialisation bonuses, incentive programs, and marketing development funds that ensure your profits will grow quickly. Together with a broad range of sales, marketing, and technical benefits, the Trend Micro Partner Program for resellers ensures you will be properly enabled, motivated, and well compensated for selling our solutions. Complementary Security Solutions: Sales of network security appliances, SIEM/SEM and compliance consoles also provide an immediate and direct opportunity for attaching Trend Micro Deep Security and Trend Micro TM Deep Discovery that will significantly increase the size of the overall sale, and the value provided to customers. Page 5 of 12

6 Program Structure The Trend Micro Partner Program for resellers recognises each partner s unique capabilities and includes benefits and requirement consistent with their commitment to selling and supporting Trend Micro solutions. Custom program and benefits for our top performing partners Our Platinum Partners realise the greatest financial, technical, sales, and marketing benefits of all partner levels. They must meet the highest set of requirements, including significant minimum annual revenue commitments. Platinum partnership is by invitation only. More revenue commitments, discounts and benefits For partners that are committed to working with Trend Micro and delivering significant Trend Micro revenue, the Gold partner level offers benefits to meet your needs. Gold partners enjoy higher margins and discounts than Silver partners. Of course, they must attain more significant annual revenue commitments. They are also required to lead with Trend Micro when selling security solutions. Gold partners have the benefit of working directly with Trend Micro partner managers to develop joint business plans, and we dedicate additional resources to help them succeed. Annual revenue commitments and enhanced benefits Silver partners must meet a minimum annual revenue commitment. Benefits at this level include those made available to Bronze partners, plus enhanced discounts, access to evaluation software, and priority access to Level 2 support. Being a Silver partner opens new doors for you, your team, and your business. Simple registration: Start earning discounts and realising benefits Entry-level Bronze partners must complete and submit the online registration form to begin realising program benefits. Also, certification and training enables Bronze partners to achieve specialisation status, and access additional sales incentives. Page 6 of 12

7 Service Providers (xsp) If you are a reseller that has a services provider business model, Trend Micro also offers a program that will help facilitate your growth and increase profits by providing: Monthly, pay-as-you-go billing Unique self-provisioning license portal Unique web-based management console Cloud-based security solutions that eliminate costly installation and setup work, and on-premise security solutions The Trend Micro Service Provider program is suited to organisations that serve the small, medium and enterprise business market. Learn more about partnering with Trend Micro at Page 7 of 12

8 Program Highlights The Trend Micro Reseller Program provides everything you need to quickly get up to speed, close new business, and ensure success, including: Sales & Marketing Benefits Specialisations * Dedicated Sales Resource Online Sales Tools & Collateral Sales Leads Partner Hotline NFR & Demo Software Access to Competitive Information Marketing Campaigns * Support for Partner Events Financial Benefits Deal Registration Discounts Deal Protection * Upfront and Renewal Discounts Incentive Programs Marketing Development Fund Eligibility Technical Benefits Support Portal & Knowledgebase Training & Certification Dedicated SMB Support Level 1 and Level 2 Support DEAL REGISTRATION Deal Registration rewards Trend Micro partners for their value-added services when they identify new opportunities and sell Trend Micro solutions to new or existing customers. Qualifying partners can earn additional discounts each time a registered and approved customer purchases Trend Micro software or services, as a result of the partner s value-added selling efforts. DEAL PROTECTION * We recognise that you can put a lot of work into selling a solution, only to have the customer choose to buy through a different reseller. Deal protection rewards gold and platinum partners who have identified, registered, and provided valueadded selling efforts, only to see the opportunity be ultimately fulfilled through another partner. Trend Micro will evaluate the requesting partner s involvement, including value-added selling efforts, in determining the associated reward. SPECIALISATIONS * Specialisations are an integral part of the Trend Micro Partner Program for resellers, and recognise your expertise and knowledge in key market segments and core solution areas. Specialisation, which is earned by meeting a combination of training and certification requirements, allows you to: Further align your expertise with customer needs Differentiate your business Accelerate and maximise revenues and profitability Gain access to additional financial, marketing, and sales incentives Small Business Security Specialisation Complete User Protection Specialisation Cloud & Data Center Security Specialisation Custom Defence Specialisation You are encouraged to earn as many specialisations as your business and resources can support. * Inquire about availability in your region. Page 8 of 12

9 EDUCATION The Trend Micro Education Program equips you with the knowledge and confidence needed to be successful. Partners can access a comprehensive selection of online, self-assessment training courses to learn about and stay up to date with our products and solutions. Both sales training and technical sales training courses are offered. In addition, Trend Micro offers more in-depth, rigorous certification that enables partners to demonstrate their competency and knowledge by following one of two tracks: Trend Micro Certified Professional, for consultants who work with Trend Micro product solutions in enterprise environments, and; Trend Micro Certified Expert, for consulting architects with extensive experience designing and integrating solutions in enterprise environments. Certification requirements consist of a combination of classroom training, field experience, and assessment exams. NOT-FOR-RESALE SOFTWARE Complimentary Not-For-Resale (NFR) software is provided to partners to use in their internal and lab-testing environments is available through the Partner Portal. MARKETING CAMPAIGNS * Trend Micro is committed to making it easy for our channel partners to do business with us. What s easier than generating leads using ready-made campaigns? Marketing provides partners with turnkey marketing campaigns to help drive more sales opportunities. With this new tool, partners have the power to cost effectively deliver individual campaigns tailored to their needs to generate more leads. Simply customise and approve the campaign and off it goes. More information and pricing is available through the Partner Portal. ACCESS TO EXPERTS Trend Micro provides you with quick and convenient access to specialised expertise including dedicated sales support personnel, marketing assistance, and technical and product support resources. Whether by phone, , online or chat, we re here to help, with the answers, insights and guidance you need to further ensure success. * Inquire about availability in your region. Page 9 of 12

10 Benefits Reseller Program Platinum Gold Silver Bronze General Benefits Welcome Kit Annual Kit Update Partner Portal Access Newsletters Trend Micro Logo Usage Partner Satisfaction Surveys Partner Locator - Trend Micro Website Sales & Marketing Benefits Specialisations Dedicated Sales Resource Online Sales Tools & Collateral Online Events, Webinars Sales Leads Campaigns and Promotions Partner Hotline Not-For-Resale & Demo Software MSP Program Eligibility Access to Competitive Information Pre-Release Software (Under NDA) Customer Reference Submission Quarterly Marketing Activities Executive Connect Support for Partner Events Advisory Council Access Global Partner Summit Requires Specialisation Requires Specialisation By invitation By invitation By invitation Financial Benefits Deal Registration Discount Recommended Upfront Discounts Renewal Discounts Internal Use Software Discounts Support / Training Discounts Incentive Programs Marketing Development Fund Eligibility Deal Protection * Rebates Requires Specialisation Customised Technical Benefits Support Portal & Knowledge Base Certification and Training Dedicated SMB Support Customer Evaluation Software Beta Participation and Software Priority Access to Level 2 Support Partner Online Case Management Custom Technical Training * Inquire about availability in your region.

11 Requirements Reseller Program Platinum Gold Silver Bronze Requirements Primary Business is Technology Existing Distribution Relationship Registration and Acceptance Agreement Security Practice or Experience Annual Revenue Commitment Lead with Trend Micro Solutions Quarterly & Annual Business Review Information Information available upon available invitation upon invitation Trend Micro, at its sole discretion, reserves the right to modify and/or change the benefits and requirements associated with each partner level and specialisation category without prior notice. Distributors Trend Micro is proud to work with a number of market leading and strategic distributors, across the globe. For the most up-to-date information around Trend Micro s solutions, sales support, programs and pricing, please contact your Distributor by visiting: Page 11 of 12

12 About Trend Micro Trend Micro Incorporated, a global leader in security software, strives to make the world safe for exchanging digital information. Built on 25+ years of experience, our solutions for consumers, businesses and governments provide layered data security to protect information on mobile devices, endpoints, gateways, servers and the cloud. Trend Micro enables the smart protection of information, with innovative security technology that is simple to deploy and manage, and fits an evolving ecosystem. All of our solutions are powered by cloud-based global threat intelligence, the Trend Micro Smart Protection Network infrastructure, and are supported by over 1,200 threat experts around the globe. For more information, visit TrendMicro.com.au. Your Next Steps Join the Trend Micro Reseller Program today and discover how we can help you further expand your business, revenues, profitability, and success. To register, simply complete the online registration form at or contact Trend Micro directly. Australian Headquarters Level 3, 2-4 Lyonpark Road North Ryde NSW 2113 Australia Phone: [email protected] New Zealand Headquarters CBD Business Centre Level 4, 17 Albert Street Auckland, New Zealand Phone: [email protected] 2014 by Trend Micro Incorporated. All rights reserved. Trend Micro, and the Trend Micro t-ball logo are trademarks or registered trademarks of Trend Micro Incorporated. All other company and/or product names may be trademarks or registered trademarks of their owners. Information contained in this document is subject to change without notice. [BR01_Partner_Reseller_Program_Brochure_FINAL_140520US]