evolve to become an mssp with cyberoam

Evolve to become an MSSP with Cyberoam

www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.

Securing You

The Security Reseller DilemmaThe Security Reseller Dilemma

How can I grow my business with the expertise I already have and move up in the value chain?


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Partner’s revenue today

– Margin from appliance sales + subscription sales / renewal

Your current business modelYour current business model

Reseller person selling Cyberoam appliance to a customer

Cyberoam Reseller

Customer # 1 Customer # 2

Customer # 3 Customer # 4


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How do I grow faster and smarter?

Limited revenue per customer

Find new customers constantly

Face competition in current and prospective accounts

Zero revenue support liability to maintain customer relationship

Averting risk in tough economic times

Challenges with current business modelChallenges with current business model


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Products moving towards services e.g. Software as a Service

Now it’s time for Network Security to move to Services model

How to meet the challenges?How to meet the challenges?

product

Services


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Why become an MSSP?Why become an MSSP?


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Global Managed Security Services (MSS) market : USD 4.5 billion

(e.g. MSS market in Europe = USD 2.1 billion (in 2010))

Expected compounded annual growth rate : 14 %

Demand of Managed Security Services is on the rise

Why get into Managed Security Services business?Why get into Managed Security Services business?


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Market opportunitiesMarket opportunities

Customers willing to outsource than ever before

Looking for both an outsourcer and a strategic partner to help transform their security capabilities


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Drivers for employing Managed Security Services (MSS)Drivers for employing Managed Security Services (MSS)

Source: Forrester Research


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Becoming an MSSP with Cyberoam’s offeringsBecoming an MSSP with Cyberoam’s offerings


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Challenges of MSSPChallenges of MSSP

Providing best quality of services to clients with least effort and cost- Provide higher coverage of managed security services- Centralized control of client network’s security

Policy setting, Modification, Monitoring Performance, Reacting to situations in time, Pro-active security management

Have a system that- Is simple to configure and manage- helps meet the SLA’s- Help customers to display compliance

Ability to offer flexible security plans to clients


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Cyberoam UTM

Virtual CCC (Virtual Cyberoam Central Console)

Cyberoam iView

Product Training

Cyberoam products that help you become MSSPCyberoam products that help you become MSSP


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Reduced complexity - All-in-one approach simplifies product selection, integration and support

Easy to deploy- Customers, VARs, VADs, MSSPs can easily install and maintain the

products

Remote Management - Remote sites may not have security professionals – requires plug-and-

play appliance for easy installation and management

Better Man Power Management- Reduction in dependency and number of high end skilled Human

resources

Managed Services- Security requirements & day to day operations can be outsourced to

MSSPs

Benefits of UTM AppliancesBenefits of UTM Appliances


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CCC Features & BenefitsCCC Features & Benefits


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iView - Cyberoam’s Logging and Reporting TooliView - Cyberoam’s Logging and Reporting Tool

MSSPs can aggregate the reports of various customers Free (Open Source) Aggregation of logs and data from multiple CR appliances as

well as competitor appliances, Squid, Access Gateway etc Centralized storage of reports and log data View reports of specific devices Real-time Monitoring and Alerting Over 1000+ Drilldown Reports Reports in HTML, PDF, & CSV formats & Email Alerts Role based user access of iView Compliance Reports


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Become an MSSP with Cyberoam’s offeringsBecome an MSSP with Cyberoam’s offerings

Boston

Dubai

New York

Group: Customer2

Boston

Dubai

New York

Group: Customer1

MSSP Network

Customer

Appliances

Boston

Dubai

New York

Group: Customer3

Convert existing and prospect client opportunities to Managed Security Services (MSS)


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Dedicated technical support team to assist MSSP

Cyberoam; a one stop solution provider to become MSSP UTM for Gateway level security

Virtual CCC for centralized security management

iView for centralized reporting

Existing relationship with Cyberoam

Training on Cyberoam products to know and use Cyberoam products better

Benefits of Cyberoam products for MSSPBenefits of Cyberoam products for MSSP

Cyberoam products MSSP


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Move up the value chain without infrastructure investment

Strengthening relationship with Cyberoam and clients

Serve customers at lesser cost Charge support/services to the

customer Reduced need to visit customer site for

any support issue

Overall BenefitsOverall Benefits


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How to become an MSSP?How to become an MSSP?


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Lack of understanding of how the MSSP business works

What to offer as an MSSP? – possible business models

How and when to break-even?

Challenges in becoming an MSSPChallenges in becoming an MSSP


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Complete MSSP services

Including product, MSSP services

Partial MSSP services

Client buys product on their own

MSSP only provides services

Other types of services

Charge fee per security subscription management

Onsite and/or Offsite

Flavors of Managed Security ServicesFlavors of Managed Security Services


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Let’s take a scenario

You are not an MSSP currently and want to get into this business

Opportunity of customers willing to outsource their security management 5 Customers with 2 sites each (40 people per office)

Hence, 10 sites /locations (1 UTM appliance per location) – 10 UTMs

A sample cost calculation exerciseA sample cost calculation exercise


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Evaluating each cost centerEvaluating each cost center

Note: The Cyberoam appliance cost includes 3 year security subscriptions of AV, AS, IPS, Web & App Filtering, Support, Warranty and has been assumed for sake of calculations only and can vary based on different factors

Cost of onsite visit required to customer sites - travel, lodging etc• Safe Assumption: Engineer visit required to 10% of sites per year for maintenance• For 10 sites, 1 visit is required = EUR 500

EUR

500Cost of maintaining spares for replacement• Spares (replacement rate - 8% per yr, 1 unit)• Industry average 3% replacement per year & Safe Assumption 10% replacement rate• For 10 sites, 1 spare UTM appliance is required = EUR 800 (does not include subscription costs)

EUR

800

Lease cost (by leasing company) • Considering 10% Interest rate per year• For 10 Cyberoam UTM appliances, lease cost of appliances = EUR 1200

EUR

1200

Cost of setting up Security Operations Center (SOC)• One time infrastructure cost (LCD, Server, Ticketing Software etc) = EUR 12000/-• Maintenance cost of infrastructure 2nd year onwards (10%) - EUR 1200 per year

EUR

12000

Cost of manpower• One Person can monitor and manage 50 sites• Salary of person per year - EUR 40,000• For 10 sites, manpower cost = EUR 8000

EUR

8000


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10 sites /locations (1 UTM appliance per location)

Annual cost– Year 1 = EUR 34500– Year 2 = EUR 11700– Year 3 = EUR 11700

• Monthly cost per site– Year 1 = EUR 288– Year 2 = EUR 98– Year 3 = EUR 98

Total costTotal cost


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• 10 sites /locations (1 UTM appliance per location)• Charge MSS fee = EUR 300 per month /site

Revenue and Profit with MSSP servicesRevenue and Profit with MSSP services

Year 1 Year 2 Year 30

5000

10000

15000

20000

25000

30000

35000

40000

45000

CostRevenue

in EUR Cost RevenueYear 1 34500 36000Year 2 11700 39000Year 3 11700 39000


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Typical MSS contract with customerTypical MSS contract with customer


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• 3 years contract with customer• Combination of Onsite and Offsite services• Separate installation cost• Liability (only till 1st year. No cost after 1 year as breakeven done

in 1st year)• Exit clause for Customer (charge a fee)• Deliverables

Typical MSS contract pointsTypical MSS contract points

evolve to become an mssp with cyberoam

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