welcome to security boost - azlan · 2017. 1. 4. · security boost – the program for...
TRANSCRIPT
ACCELERATION
TIME
DISTANCE
© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
December 2016
Welcome to Security BOOST Elodie Heurtevent James Lee Roger Levenhagen Jens Heitmann
Security BOOST – the program for acceleration
Security. The vital element of a connected world
Build your Profitability – Specialisation and Certification
Security @ TD Azlan
Threat Scan PoV
Agenda
Security @ TD Azlan
Cisco Advanced Security Accreditation in DE, FR, ES, CZ, AT Cisco Security Accreditation in UK, NL, BE, DK, IT, NO, PL, SE Multi-vendor Security Business Practices in UK, DE, FR, NL, ES, … - portfolio of Tier 1 security vendors
- specialists to remove complexity for resellers and their customers - maximise reseller margin while positioning them as “Trusted Advisor“
Partner Enablement Framework Internal skills and learning initiatives
Momentum Partner Enablement Framework
Get registered Cisco & TD 101 Profitability Marketing Specialization consultation
Services
Momentum is Azlan’s partner enablement framework to drive profitable growth
for our DAP partners. Momentum consists of 2 programs:
Core: The Basics Boost: Specialisation & Acceleration
(Security, Meraki, Data Center)
Planning Training Specialization Market
Acceleration (POV)
EU DG Coaching
MBA + Services MBA Azlan
www.azlan.com/security-boost-xx (xx = UK, DE, FR, ES, BE, IT, NO, PL, AT, CZ)
Country-specfic security landing page Documents, tools & assets Video Library of Community Sessions
James Lee – Security Lead EMEAR – Mid-Market Segment
Security. The vital element of a connected world.
@jl338888
• The digital transformation and what it means for your customers.
• The security effectiveness gap.
• The need for a simple security model.
• Spotlight on Ransomware.
Agenda
Digitisation = Constantly Evolving Challenges
10I000 0II0 00 0III000
I00I III0I III00II 0II00II
Protect
Infrastructure and
Critical Data
Secure the
Mobile Workforce Defend Across the
Extended Network Network + Endpoint + Cloud
Enable
Business Growth New Business Value
New Business Models
And more opportunities for Hackers..
Attack Sophistication Threat Actors Attack Surface
The Hacker Economy
By 2018, Gartner estimates:
25% of corporate data traffic will bypass perimeter security.
Desktops Business Apps
Critical Infrastructure
On-Premise Security isn’t enough..
Desktops Business Apps
Critical Infrastructure
Enterprise Infrastructure (AWS, Azure, Force.com)
Business Apps (Salesforce, Box, DocuSign) Remote
Users
Branch Offices
But don’t worry… this is simple right ?
Closing the Security effectiveness gap…
We All Need Effective Security
Open
Automated
Simple
Effective Security starts with an architectural approach
An architectural approach leads to Security that is:
“65% of CEOs say their risk management
approach is falling behind. In a new reality
where security breaches come at a daily rate,
we must move away from trying to achieve the
impossible perfect protection and instead invest
in detection and response.
Organizations should move their investments
from 90 percent prevention and 10 percent
detection and response to a 60/40 split.”
Peter Sondergaard
Senior VP and Global Head of Research
Gartner
The attack continuum: a helpful framework
Network Endpoint Mobile Virtual Cloud
Point in Time Continuous Threat Intelligence
X
DURING Detect
Block
Defend
AFTER Scope
Contain
Remediate
BEFORE Discover
Enforce
Harden
“If you’re in the business of preventing attacks and also doing the things you do if you fail, you have a conflict of interest…” “we’ll leave others to work on what happens if we fail to prevent….” CTO of Leading Cyber Security Company
Visibility is essential..
00I00 I00I0I II0I0I 0II0I I0I00I0I0 0II0I0II 0I00I0I I0 00
II0III0I 0II0II0I II00I0I0 0I00I0I00 I0I0 I0I0 I00I0I00
III00II 0II00II I0I0II0II0 I0 I0 I00 00I0 I000 0II0 00
III00II I000I0I I000I0I I000I0I II 0I00 I0I000 0II0 00
00I I0I0I0 I0I0III000 I0I00I0I 0II0I0 I00I0I0I0I 000
II0II0I0I0I I0I0I0I 0I0I0I0I 0I0I00I0 I0I0I0I 0II0I0I0I
0II00 I00I0I0 0I00I0I I00I0I0 I0I0I0I 0I0I0I 0I0I0I0
00I0I0 0I0I0I0 I0I0I00I 0I0I 0I0I 0I0I I0I0I 0I00I0I
III00II 0II00II I0I000 0II0 00I0I00 I0 I000I0I 0II 0I0I0I
III00II 0II00II 0I0I0I0I 0I I0 I00 000II0 I0I0 0II0 00
24 7 365 Operations
100 TB Of Data Received Daily
1.5 MILLION Daily Malware Samples
600 BILLION Daily Email Messages
16 BILLION Daily Web Requests
MILLIONS Of Telemetry Agents
4 Global Data Centers
Over 100 Threat Intelligence Partners
250+ Full Time Threat Intel
Researchers
Global
scanning
30 years building
the world’s networks
Time to respond becomes critical Umbrella Branch
(OpenDNS)
StealthWatch Learning
Network License
Quickly detect and stop threats
Scales to handle dramatic threat increase
51% increase of companies
reporting a $10M loss
or more in the last
3 YEARS
The network touches every element of the digital enterprise – every business
process, device, customer, employee – and therefore has the unique ability to detect,
analyze, and prevent new forms of attack by flagging unusual network behavior.
85%
54%
60% of data is stolen in
HOURS
of point-of-sale intrusions
aren’t discovered for
WEEKS
of breaches remain
undiscovered for
MONTHS
Integrated Architectural Approach
Best of Breed Portfolio
Report Identifies Ransomware Biggest Cost to Be Business Downtime
Big-Name Sites Hit by Rash of Malicious Ads Spreading Crypto Ransomware
New malvertising campaign may have exposed tens of thousands in the past 24 hours.
Ransomware: Coming to a Business Near You
Ransomware Is Targeting US Companies of All Sizes
SECURITY
A Top Cybersecurity Firm Says Ransomware Attacks Are Getting Worse
FBI Says
Ransomware
Threats Expected
to Grow
How Cisco Protects Customers
OpenDNS Umbrella Next-Gen Firewall AMP
OpenDNS blocks the request
NGFW blocks the connection
AMP for Endpoint blocks the file &
communication back to home OpenDNS blocks the request
NGFW blocks the connection
Email Security w/AMP
blocks the file
AMP for Endpoint blocks
the file & communication
back to home
OpenDNS Umbrella Next-Gen Firewall AMP
Architectural Force Multiplier Cisco Protects from the Network to the Endpoint to the Cloud
Umbrella Security from the cloud
Blocks 95% of threats before they
cause damage
AMP See a threat once, block it everywhere
Most effective solution for known and
emerging advanced threats
Next-Gen Firewall Prioritizes threats
Automates response
Improved malware protection
Fully integrated management
Email Security On Promise or In the Cloud
Blocks 99% of Spam, 1 in 1 million
false positive rate
• Everyone of your customers is being breached
• 100% focus on prevention is no longer enough
• Simple, open and automated security is required
• Learn more at cisco.com/go/security
Conclusion
Build your profitability http://www.cisco.com/web/partners/specializations/security-arch.html
ESS - NGFW
ESS - Web
ESS - Email
Express Security
Specialization
Security Specialization Portfolio – FY17
Specialization / Market Segment
Express Advanced/Enterprise Master
Co
st/
Tim
e/C
om
ple
xit
y
Master Security
Specialization
Advanced Security Architecture
Specialization
ESS - NGIPS
Specialization Requirements Overview Express Security Advanced Security Architecture Master Security
Focused Areas
• Next–Generation Firewall
• Web
• Next–Generation IPS
• All Cisco Security Portfolio • All Cisco Security Portfolio
Min Roles requirements
• 1 Account Manager
• 1 Engineer
• 1 Account Manager
• 1 Engineer
• 1 Field Engineer
• 1 Account Manager
• 1 Engineer
• 1 Field Engineer
Pre-Requisite
None • Selling Business Outcomes (AM)
• CCDA or CCDP or CCDE or CCNA-Sec or CCNP-Sec or CCIE-Sec (SE)
• CCNP or CCIE Security (FE)
• Partner level:
Advanced Security Architecture Specialization (ASAS)
• Individual level:
(1) CCIE Security, (1) CCNP Security (new), (1) Fire Jumper (new), (1) Project Management Certification: PMI (PMP) or Prince 2
• On-site audit
• Check updated requirements on Partner Central
Deal Registration
Programs
Hunting, TIP => Security Ignite
TMP
Hunting, TIP => Security Ignite
TMP
Hunting, TIP => Security Ignite
TMP
Back-end Rebate Program VIP Express Security (4%) VIP Security (up to 10%) VIP Security (+ 3%)
Specialization Role Sharing Rules
Express NGFW Express
iPS Express Web Express Email
AM AM1 AM1 AM1 AM1
ENG EN1 EN1 EN2 EN2
Express Security Specializations (Independent to Advanced Technology or Advanced Architecture or
Other Specializations):
- 1 Account Manager can fulfill the same role (AM) across 4 below Security specializations
- 1 Engineer can fulfill the same role (SE) across 2 below Security specializations
Note: Role sharing across roles is not permitted (e.g. AM cannot be Engineer )
Example:
Partner Cost Of Entry, mandatory or recommended Training & Exam
Find all requirements, courses + exams
(links to e-Learning or ILT registration) +
cost + duration…
on PARTNER CENTRAL:
• ESS NGFW
• ESS Email
• ESS Web
• ESS NG IPS
Security Ignite Increases Profitability and Protection
+8% OIP/TIP
% Gold Discount
+6% Ignite (+6% On top of OIP/TIP) Security
Ignite
Security Ignite will automatically be applied to approved
Hunting or Teaming Deals based on your specialization level
GDR (Guided Deal Registration)
Security Ignite Migration: ASA refresh Partner Specialization Discount for FPS Discount for ASA Firewall
Advanced or Master Security or
Express NGFW Up to 60%+ Up to 53%+
Non Security Specialized or
ESS IPS, ESS Email and ESS Web Up to 55%+ Up to 50%+
Security Specialized Partners
Security Ignite
Gold Discount
Huntin
g
(OIP)
Teami
ng
(TIP)
Security Ignite
Migration:
ASA, AnyConnect,
ISE, NGIPS
OR +8%
ASA HW +2%
FP SW +9%
+6%
Incremental
Discounts
Non-Security Specialized Partners or
ESS Email, Web, NGIPS
Base Discount
Huntin
g
(OIP)
Teamin
g
(TIP)
Security Ignite
Migration:
ASA, AnyConnect,
ISE, NGIPS
OR
xx%
+8%
ASA HW +3%
FP SW +10%
AnyConnect +10%
ISE HW +2%
ISE SW +9%
Incremental
Discounts
Security BOOST – the program for acceleration
Security. The vital element of a connected world
Build your Profitability – Specialisation and
Certification
Security @ TD Azlan
Threat Scan PoV
Threat Scan Proof of Value (POV)
Objective
Provide your customer with a Security Risk assessment
Proof of Value definition
Install an ASA5506 in monitor mode on your customer’s network
After 1 week, generate a report that profiles the security
Outcome
• The POV highlights security risks
• Generates a discussion on how to address the security
• Results in sales for hardware, software and consulting
Requirements to participate
• Commitment to run POVs with your target end users
• Attend the required training hosted by Tech Data
Marketing Collateral and Threat Scan request page
© 2016 Cisco and/or its affiliate. All rights reserved.
Your Threat Scan PoV Marketing Assets on Distribution Central https://www.ciscodistributioncentral.com/programs-and-promotions/program/cisco-threat-scan-proof-value-programme
Personalised landing page
Customisable web banners. For you. . .
. . . and your Partners
© 2016 Cisco and/or its affiliate. All rights reserved.
HTML emails Step-by-step guide PPT for you, your Partners and their Customers
Infographic for you, your Partners and their Customers
Social Media Kit for you and your Partners
Your Threat Scan PoV Marketing Assets on Distribution Central https://www.ciscodistributioncentral.com/programs-and-promotions/program/cisco-threat-scan-proof-value-programme
Proof of Performance
• For each POV a copy of the title page from the Attack report with the end user and reseller name must be submitted - provide a PDF titled POV ”name of the partner”
• Submit an excel file which lists of all POVs submitted for the period (download the template from Distribution Central)
Threat Scan POV activity reporting
End user name
Reseller name Distributor name ABC
Country Germany
# POVs 1
Quarter 2
Year 2016
Reseller name XXX Ltd
End user name Tesco
Next steps
Next steps 1. Register to participate in the Threat Scan POV programme:
http://www.ciscothreatscan.com
Only 1 person per country needs to register
Participation is mandatory for Advanced Accredited distributors
An approval email will be sent within 24 hours
2. Register for the technical training
Webex course dates are 24th and 26th February, 1st, 2nd and 3rd March
A link to register will be included in the approval email
3. Set up a Threat Scan POV request page for resellers
Create the POV request page using the recommended template
Alternatively, work with Cisco’s agency to host your Threat Scan POV landing page
4. Contact your target resellers to participate in the Threat Scan programme
Agree a list of end users to target
Provide the resellers with the POV technical training
5. Deliver 1 POV in Q3
The normal number of Threat Scan installations will be required from Q4 onwards
ACCELERATION
TIME
DISTANCE
© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Security BOOST
… to be continued