INSERT COMPANY LOGO HERE. Competitive Strategy Product Leadership Innovation Award and Leadership Award

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1 INSERT COMPANY LOGO HERE Mexican North American Managed SSL Security Certificate Solutions Competitive Strategy Product Leadership Innovation Award and Leadership Award

2 Contents Background and Company Performance... 3 Industry Challenges... 3 Strategy Innovation and Customer Impact of Scitum... 3 Conclusion... 6 Significance of Competitive Strategy Innovation and Leadership... 7 Understanding Competitive Strategy Innovation and Leadership... 7 Key Benchmarking Criteria... 8 The Intersection between 360-Degree Research and Best Practices Awards... 8 Research Methodology... 8 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices... 9 About Frost & Sullivan Frost & Sullivan 2 We Accelerate Growth

3 Background and Company Performance Industry Challenges The managed security services (MSS) industry consists of a gainfully employed workforce in an underserved market where its customers are at constant risk of security breaches on their mission critical information systems (IS). As IS security breaches become more frequent in the media, organizational leaders are still not as proactive about making a sound security investment as consultants would like. In order to draw a clearer picture for leaders to see the real impact that security investment has on their companies, consultants present return on security investment (ROSI), or business impact analysis reports, which detail the economic impact that a potential security breach could have on the company and its profitability. Significant factors that negatively affect this industry are: Uninformed/unaware: IS security is a complex industry that governmental bodies and emerging tech companies may not fully comprehend. While information is made available, a regional role model in the industry would be an enormous benefit to the local population. Specialty: While international players in this marketspace have competent security consultation services, it may sacrifice regional emphasis and refined expertise for broader coverage and global penetration. Frost & Sullivan surveyed 880 IT decision-makers in US organizations in 2012, providing a good baseline for understanding attitudes on outsourcing security to managed security services providers (MSSP). One-third of survey participants outsourced their security needs to MSSPs, while two-thirds took care of security on premise. Of all participants, 32% viewed minimizing customer identity theft and fraud as a top security priority, while more stringent government and healthcare organizations felt preventing breaches in laws and regulations as a higher priority. A MSSP that is not only an expert in the field of security, but also capable of both advising and protecting the regional government on regulations affecting security is critical to protecting the future of technology. As more advanced technologies progress, MSSPs must prove that they are capable of protecting customers from the increasing complex cyberattacks. Strategy Innovation and Customer Impact Scitum Scitum S.A. de C.V. is the security expert of managed security services in Mexico. As a business leader in the industry, the company leverages be part of America Móvil and Telmex to deepen its market penetration and regional influence. Understanding the value of technical expertise, the company invests in security professionals through its Frost & Sullivan 3 We Accelerate Growth

4 UniverScitum institution, which prepares them for everyday security scenarios. Scitum demonstrates its dedication to its customers by employing the best security professionals who possess key certifications from highly reputable organizations, such as Global Information Assurance Certification (GIAC), International Information Systems Security Certification Consortium (ISC2), Information Systems Audit and Control Association (ISACA), and the Information Technology Infrastructure Library (ITIL). The company is a leader in managed security services for both traditional and new threats, and an evangelist of information systems security and cyber security in the Mexican region. Performance Value: Scalable Sophistication Security is an important aspect of IS that advocates an adage made famous in the automotive maintenance industry, pay now or pay later. Much like automotive maintenance, security is a form of preventive maintenance that some fail to see the value of until it is too late. When a company s mission critical IS is breached, it often costs more to repair the damage in productivity, public relations, and lost opportunity, than if it invested in proper security to begin with. MSSPs are of themselves an essential value to any business that relies on IS to operate. Outsourcing complex and constantly evolving operations like security management to the experts would be a wise idea for most companies. Scitum employs a strong workforce of security professionals with prestigious industry standards as well as the most recognized vendors of the IT security industry. Partnered with the revered ISC2 organization, this full-fledged training institute is to further develop security competencies for handling common occurrences in a practical, intelligent, and creative way. UniverScitum not only provides security professionals with prestigious certifications via seminars such as the Certified Information Systems Security Professional (CISSP) certification, thanks to its partnership with ISC2 the institution builds upon fundamental capabilities and technological disciplines critical to industry professionals. The subject matter expertise of Scitum employees is in high demand. Scitum s Seguridad Perimetral Administrada (SPA) loosely translating to Managed Perimeter Security is the first company s solution for small-medium business (SMB) customers Scitum s SPA solution is a multi-tiered service that offers modular services at differing levels of complexity. The company also offers this at a competitive rate without diminishing its service quality to provide the correct scope for the customer. Scitum is also trusted by organizations, such as the Mexican government, to oversee large and complex projects which can take two to four years to satisfy. The company s managed security services portfolio covers ten areas of expertise including cyber security and cyber intelligence, and is so sophisticated that it can address the vertical services of large enterprises. Scitum is capable of addressing the security needs of organizations regardless of size and truly provides a scalable solution that provides best-in-industry performance value. Frost & Sullivan 4 We Accelerate Growth

5 Competitive Differentiation: Sleeping Global Player Scitum is not just a leader for the technical sophistication of its services, but the size of its market share. Scitum leverages its 16 years of direct experience in IS security for Mexico. Scitum owns the largest security operations center in Latin America and the first Cyber Security Center, both are staffed with a talented team of security professionals who manage its malware and advanced forensics laboratories (Scitum Cyber Intelligence Labs SCILabs -). Besides being a leader in Mexico, Scitum services the entire Latin American region with 24/7 coverage of services such as monitoring and incident response on a level of competence as global industry leaders. Scitum is a company that operates at a similar level of capacity and complexity as global leaders, but differentiates itself by its focused subject expertise and regional awareness. Brand Equity: The Patron of Perimeter Security Scitum s leaders are often invited to speak at countless events and conferences on the subject of IS security. Every other month Scitum meets with its closest customers to gain industry feedback on its services so it can improve. Scitum is in touch with the industry and business community, and it could be considered a patron of the Mexican managed security services industry. Scitum s commitment to protecting the business community through security awareness is demonstrated by its leadership and by offering its technical wisdom. By leveraging its relationship to the telecommunications giant Telmex, Scitum is able to keep its focus on security. While speaking with Scitum CEO Ulises Castillo Hernández, he shared with Frost & Sullivan that as the complexity and frequency of cyber-attacks continue to rise, Scitum and its fellow market participants competency will be severely tested. Scitum is not only leading by example for industry best practices for MSS and seeking to advance its business goals; it is seeking to progress the entire Mexican industry by promoting awareness and education. Customer Purchase and Service Experience: Optimal Business Partnership with Telmex Telmex is the telecommunications leader in Mexico; therefore, taking full advantage of its business relationship to support Scitum s customer acquisition and retention strategies is an intelligent move. Scitum services over 700 customers thanks to the diligent account executives and promotions team members of Telmex. Customer service agents at Telmex handle customers at tiered levels to best address customer requests at the appropriate level. Due to Scitum s superior performance and market penetration, it confidently anticipates expanding its current customer base from 700 to 3,000 over the next 12 months. Frost & Sullivan 5 We Accelerate Growth

6 Executive Team Alignment: Smart Investments in Practices, People, and Profitability Not only does the executive team at Scitum seek the best security professionals to fortify its reputation and solidify its market position, it then invests in their employees technical knowledge. UniverScitum was created initially to reinforce employees problem solving skills and technical expertise, which is a smart investment. By aligning Scitum s brand image with subject matter experts, Scitum develops and attracts the best talent in security. By opening the UniverScitum institution to the general public, this supports the company s initiative to spread awareness and educate the Mexican market on the advantages of security investment. The executive team at Scitum is not clairvoyant, but they have a proven method for identifying what will lead to success. Many competitors in this market only focus on present indicators of issues. The proactive team at Scitum, based on different cyber intelligence practices and tools, looks for leading indicators to detect trends and incidents before they happen and this enables them to detect potential attacks early. The company monitors for lagging indicators as well to ensure incidents are completely resolved. This is a key differentiator that has led to the company s success based on network management capabilities and network penetration testing for security vulnerabilities for customers. Scitum makes smart investments in its employees and as a security consultation business. Conclusion Scitum S.A. de C.V. is a managed security solutions company that provides consultation for businesses that recognize the importance for investing in information system security. With the increasing amount of Internet-based attacks crippling computer networks creating lost productivity and revenue opportunity Scitum exemplifies industry best practices to not only grow as a business, but enhance security awareness and education for the entire Mexican market. The Patron of Perimeter Security, Scitum employees are amongst the most qualified in the region, giving the company a significant competitive advantage. With its strong overall performance, Scitum has earned Frost & Sullivan s 2014 Mexican Competitive Strategy Innovation and Leadership Award. Frost & Sullivan 6 We Accelerate Growth

7 Significance of Competitive Strategy Innovation and Leadership Any successful approach to achieving top-line growth must (1) take into account what competitors are, and are not, doing; (2) meet customer demand with a comprehensive, value-driven product or service portfolio; and (3) establish a brand that resonates deeply with customers and stands apart from other providers. Companies must succeed at these three things brand, demand, and positioning to achieve best-practice levels in competitive strategy. This concept is explored further below. Understanding Competitive Strategy Innovation and Leadership As discussed above, driving demand, brand strength, and competitive differentiation all play a critical role in delivering unique value to customers. This three-fold focus, however, must ideally be complemented by an equally rigorous focus on strategy innovation and customer impact. Frost & Sullivan 7 We Accelerate Growth

8 Key Benchmarking Criteria For the Competitive Strategy Innovation and Leadership Award, we evaluated two key factors Strategy Innovation and Customer Impact according to the criteria identified below. Strategy Innovation Criterion 1: Strategy Effectiveness Criterion 2: Strategy Execution Criterion 3: Competitive Differentiation Criterion 4: Executive Team Alignment Criterion 5: Stakeholder Integration Customer Impact Criterion 1: Price/Performance Value Criterion 2: Customer Purchase Experience Criterion 3: Customer Ownership Experience Criterion 4: Customer Service Experience Criterion 5: Brand Equity The Intersection between 360-Degree Research and Best Practices Awards Research Methodology 360-DEGREE RESEARCH: SEEING ORDER IN Frost & Sullivan s 360-degree research THE CHAOS methodology represents the analytical rigor of our research process. It offers a Emerging Technologies 360-degree-view of industry challenges, Industry Evolution Smart Cities New Business Technology trends, and issues by integrating all 7 of Cultures Obsolescence Demographics Crowd Career Sourcing Development Industry Frost & Sullivan's research methodologies. Expansion Country Risk Too often, companies make important Buying Competitive New Vertical Behavior Benchmarking Markets Capital Investments growth decisions based on a narrow Competitive Strategy understanding of their environment, CEO Availability Emerging of Competition Capital leading to errors of both omission and New Applications Branding Economic and Trends Positioning commission. Successful growth strategies Needs Growth and Implementation Segmentation Growth Perceptions are founded on a thorough understanding Strategies Sustainability GeoPolitical of market, technical, economic, financial, Stability Industry Convergence Disruptive Technologies customer, best practices, and demographic analyses. The integration of these research disciplines into the 360-degree research methodology provides an evaluation platform for benchmarking industry players and for identifying those performing at bestin-class levels. Frost & Sullivan 8 We Accelerate Growth

9 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices Our awards team follows a 10-step process (illustrated below) to evaluate award candidates and assess their fit with our best practice criteria. The reputation and integrity of our awards process are based on close adherence to this process. STEP OBJECTIVE KEY ACTIVITIES OUTPUT 1 Monitor, target, and screen Identify award recipient candidates from around the globe Conduct in-depth industry research Identify emerging sectors Scan multiple geographies Pipeline of candidates who potentially meet all bestpractice criteria 2 Perform 360-degree research Perform comprehensive, 360-degree research on all candidates in the pipeline Interview thought leaders and industry practitioners Assess candidates fit with best-practice criteria Rank all candidates Matrix positioning all candidates performance relative to one another 3 Invite thought leadership in best practices Perform in-depth examination of all candidates Confirm best-practice criteria Examine eligibility of all candidates Identify any information gaps Detailed profiles of all ranked candidates 4 Initiate research director review Conduct an unbiased evaluation of all candidate profiles Brainstorm ranking options Invite multiple perspectives on candidates performance Update candidate profiles Final prioritization of all eligible candidates and companion best-practice positioning paper 5 Assemble panel of industry experts Present findings to an expert panel of industry thought leaders Share findings Strengthen cases for candidate eligibility Prioritize candidates Refined list of prioritized award candidates 6 Conduct global industry review Build consensus on award candidates eligibility Hold global team meeting to review all candidates Pressure-test fit with criteria Confirm inclusion of all eligible candidates Final list of eligible award candidates, representing success stories worldwide 7 Perform quality check Develop official award consideration materials Perform final performance benchmarking activities Write nominations Perform quality review High-quality, accurate, and creative presentation of nominees successes 8 Reconnect with panel of industry experts Finalize the selection of the best-practice award recipient Review analysis with panel Build consensus Select winner Decision on which company performs best against all best-practice criteria 9 Communicate recognition Inform award recipient of award recognition Present award to the CEO Inspire the organization for continued success Celebrate the recipient s performance Announcement of award and plan for how recipient can use the award to enhance the brand 10 Take strategic action Share award news with stakeholders and customers Coordinate media outreach Design a marketing plan Assess award s role in future strategic planning Widespread awareness of recipient s award status among investors, media personnel, and employees Frost & Sullivan 9 We Accelerate Growth

10 About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best in class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages almost 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from 31 offices on six continents. To join our Growth Partnership, please visit Frost & Sullivan 10 We Accelerate Growth