winning the cyber security small-medium business...
TRANSCRIPT
Winning the Cyber Security Small-Medium Business Opportunity
Steve Pataky VP, WW Channels & Alliances
Innovation Creates Perfect Platform of
Evil
Current Security Models Ineffective
New Models Required
Cyber Threats More Advanced & Complex
than Ever
NEW THREAT LANDSCAPE
Current State of Cyber Security
Copyright © 2014, FireEye, Inc. All rights reserved.
Data Exfiltration
111011101101
Lateral Spread
Exploit an application or OS
vulnerability
How the Bad Guys Work
Exploit detection critical
Every stage after the exploit can be hidden or obfuscated
Malware Download
Callback to Command &
Control
The High Cost of Being Unprepared
3 Months 6 Months 9 Months
229 Days Median # of days attackers are present on
a victim network before detection.
Initial Breach of Companies Learned
They Were Breached from an External Entity
of Victims Had Up-To-Date Anti-Virus
Signatures
THREAT UNDETECTED REMEDIATION
Source: M-Trends Report
A Very Real Threat for SMBs
Copyright © 2014, FireEye, Inc. All rights reserved.
Data is more valuable than you think
77% of global cybercrime is targeted at small and midsized businesses
77%
1 2 3 4 5 Cyber attacks are low risk/high return for criminals
A mere 10% of police-recorded cybercrime incidents result in a conviction.
10%
SMBs are an easier target than the enterprise
64% of SMBs do not have any data security policies.
64%
Many SMBs are unaware of the dangers
58% of management does not see cyber attacks as a significant risk.
58% Most SMB security tools are built for yesterday’s threats
SMBs are the new threat gateway, but they don’t know it. Market education is essential.
FireEye has great enterprise credentials which we are leveraging in the SMB market.
The FireEye platform is designed to supplement and complement traditional Firewall and AV security approaches and close the protection gaps that SMBs are exposed to.
Our decision maker is predominantly IT with business leaders and owners .
SMB Market Knowledge
Go-to-Market with Partners
SMB Go-to-Market Strategy
Product Portfolio &
SMB Bundles
Dedicated SMB Sales
Team
SMB Market
Education
Demand Gen
Campaigns
REAL TIME
The Objective: “Continuous Threat Protection”
THEFT OF ASSETS & IP
COST OF RESPONSE
DISRUPTION TO BUSINESS
REPUTATION RISK
Prevent
Time to Detect Time to Fix
FireEye’s Technology: State of the Art Detection CORRELATE ANALYZE
( 5 0 0 , 0 0 0 O B J E C T S / H O U R )
Within VMs Across VMs
Cross-enterprise
Network
Mobile
Files
Exploit
Callback
Malware Download
Lateral Transfer
Exfiltration
DETONATE
FireEye Product Portfolio
SEG IPS SWG
IPS
MDM Host
Anti-virus
Host Anti-virus
MVX
Threat Analytics Platform
Mobile Threat Prevention Email Threat
Prevention
Dynamic Threat Intelligence
Network Threat
Prevention
Content Threat
Prevention
Mobile Threat Prevention
Endpoint Threat
Prevention
Email Threat Prevention
SMB Promotion Bundle – Web bundle
Medium NX 2400
+ 1-year 2-way DTI +
1-year Platinum Support
Promotional Web bundle
(50 Mbps)
Large NX 4400
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional Web
bundle (250 Mbps)
X-Large NX 7400
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional Web
bundle (1 Gbps)
Small NX 1400
+ 1-year 2-way DTI +
1-year Platinum Support
Promotional Web bundle
(20 Mbps)
SMB Promotion Bundle – Web + Email
X-Small NX 1400 + EX 3400
+ 1-year 2-way DTI +
1-year Platinum Support
Promotional bundle (20 Mbps)
Small-Medium NX 4400 + EX 3400
+ 1-year 2-way DTI +
1-year Platinum Support
Promotional bundle (250 Mbps)
Medium NX 4400 + EX 5400
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional bundle
(250 Mbps)
Medium-Large NX 4400 + EX 8400
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional bundle
(250 Mbps)
Large NX 7400 + EX 5400
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional bundle
(1 Gbps)
X-Large NX 7400 + EX 8400
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional bundle
(1 Gbps)
Small NX 2400 + EX 3400
+ 1-year 2-way DTI +
1-year Platinum Support
Promotional bundle (50 Mbps)
SMB Promotion Bundle – Web + ETP bundle
Medium NX 2400 + ETP
+ 1-year 2-way DTI +
1-year Platinum Support
Promotional Web bundle
(50 Mbps)
Large NX 4400 + ETP
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional Web
bundle (250 Mbps)
X-Large NX 7400 + ETP
+ 1-year 2-way DTI +
1-year Platinum Support + 1-year
Continuous Monitoring*
Promotional Web
bundle (1 Gbps)
Small NX 1400 + ETP
+ 1-year 2-way DTI +
1-year Platinum Support
Promotional Web bundle
(20 Mbps)
FireEye Market Segment Sales Coverage
Commercial Account Manager
TM
SAM
Global Corporate Sales
GAM
SMB Opportunity
Targeting the SMB
SMB<500
IT Practitioner/Decision
Maker
Less likely to have IT security specialty
Need for more
education about both APTs and effects on business
SMB 500-2000
Business Decision Maker
Relies on IT Pro for
technical decsions
Needs education
about business
impacts of APTs
IT Professional
Already has awareness of
the new threat
landscape
Needs to show
Value/ROI of solution
16
SMB Collateral for Awareness & Market Education
Stage 1
Stage 2
Stage 3
5 Reasons You’re a Target
Understanding Cyber Enemies Spiceworks Infographic
WP-5 Reasons You’re a Target
Spiceworks Survey Report
Combatting Cyber Threats – 5 Point Battle Plan SMB Strategies
Use Case PDF The FireEye Advantage
Myth of Sandboxes
• Understand SMB threat landscape and market drivers • Build your SMB cyber security value proposition and
solutions. Educate your customers • Engage your Westcon sales team • Execute SMB demand generation campaigns • Develop SMB account opportunities • Win the business!
Partner Actions
About FireEye • Innovator of Advanced Persistent
Threat (APT) protection solutions
• ~2500 Employees in 6 Continents, with HQ in Milpitas, CA
• 2000+ Customers, in every region, every industry
• 90% of business through partners
• IPO in September, 2013
• Launched on NASDAQ Stock Exchange under symbol FEYE
• Acquired Mandiant in Jan 2014
• Industry Innovator to Industry Consolidator Government
Infrastructure
High Tech
Healthcare
Financial Services, Insurance
Retail
Your Westcon Team A little about Westcon..
• Global company, headquartered in Tarrytown, NY • Approaching US$5 billion in revenues • Founded in 1985 • Present in 60 countries, across six continents • With over 100 offices, we ship to more than 100
countries • 25+ logistics/staging facilities • Backed by close to 3,000 associates • 20,000+ transacting customers globally
Jonathan Massey
Pre-Sales Solutions Engineer for FireEye [email protected]
303-566-2675
A little about the Security Team..
• 15+ Security Account Managers in NY & CO • 800-527-9516 • 4 Security Field BDM’s to grow with…
• Steve Brezniak – West • Ron Bachman – North Central • Ron Carter – South East • Lou Guiga – North East
• 3 Account Managers in the Developing Accounts Team – Kelly, Justin and Ryan
• FireEye is also in other business units at WGNA
Brad Wilkins Product Sales Manager for FireEye
[email protected] 303-566-2644