Your SlideShare is downloading. ×
0
Selling LANDesk ®   Antivirus LANDesk® Software Confidential November 2007 Howard Bangerter Product Manager
Contents <ul><li>Pain Points </li></ul><ul><li>A Layered Solution </li></ul><ul><li>Product Description  </li></ul><ul><li...
Pain Points IT Manager and IT Administrator <ul><li>Keeping endpoints secure </li></ul><ul><ul><li>Enforce security config...
Blended Threats require Layered Solutions <ul><li>Force policy compliance </li></ul>3. Know your environment 6. Keep malwa...
A Layered Security Solution LDSS + LDAV <ul><li>LANDesk Patch Manager </li></ul>Patch Management OS and Applications Disco...
LANDesk Antivirus Product Description <ul><li>New “LANDesk Anti-Virus” SKUs </li></ul><ul><ul><li>1 st  AV “Built for the ...
LANDesk Antivirus NEW!  Extended Database for Potentially Malicious Software <ul><li>Customer Benefit </li></ul><ul><ul><l...
Key Sales Points <ul><li>World-class Protection They will be less secure with any other AV vendor </li></ul><ul><li>Cost  ...
Value for LANDesk Customers <ul><li>Layered Security  - An additional layer of security protection on the desktop   </li><...
Why did we choose Kaspersky? <ul><li>Kaspersky  is  considered  Best-of-Breed   (but is better known in Europe than in the...
Why did the leading management company  choose  ? <ul><li>Kaspersky </li></ul><ul><ul><li>most accurate and  hourly update...
Some Recent Wins:  <ul><li>March 2006 -  Computer Buyer  Best Buy  Award: </li></ul><ul><ul><li>“ . . .  top class virus c...
More Recent Wins: <ul><li>TopTenREVIEWS.com Antivirus 2006  </li></ul><ul><ul><li>“ By default, Kaspersky  updates their d...
Better Protection than the “Big Three” <ul><li>‘ The  most popular brands  of antivirus on the market… have an  80 percent...
Virus Definition File Updates <ul><li>LANDesk/Kaspersky </li></ul><ul><ul><li>Hourly basis </li></ul></ul><ul><li>McAfee <...
Competitor news (Feb 2007) <ul><li>Microsoft One Care fails VB 100 test </li></ul><ul><ul><li>Virus Bulletin VB100 test is...
Kaspersky’s International Award-Winning Tradition: <ul><li>2005 –  22  awards </li></ul><ul><li>2004 –  20  awards </li></...
<ul><ul><li>Leading real time protection </li></ul></ul><ul><ul><li>Leading manual scan protection </li></ul></ul>
Target Audience IT Organization <ul><li>Target established LANDesk accounts and talk to  IT organization </li></ul><ul><ul...
Remember: Key Sales Points <ul><li>A Layered Security Approach:   AV is part of a total security solution (a security best...
Backup
Changing AV Vendors:  “ Spend Less, Get More Secure” <ul><li>Reluctance to Change  – Historically, companies have been “fe...
Upcoming SlideShare
Loading in...5
×

LANDesk® Software Confidential Selling LANDesk® Antivirus

1,191

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
1,191
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
27
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • Why do so many companies want to “Fire” their current AV vendor? They are tired of being gouged for products that have really become a commodity Customers want: Serious (World-class) AV Protection At a reasonable (low) price That is manageable LDAV offers all of these in the renowned LANDesk management suite
  • http://www.zdnet.com.au/blogs/securifythis/soa/Why-popular-antivirus-apps-do-not-work-/0,139033343,139264249,00.htm
  • Transcript of "LANDesk® Software Confidential Selling LANDesk® Antivirus"

    1. 1. Selling LANDesk ® Antivirus LANDesk® Software Confidential November 2007 Howard Bangerter Product Manager
    2. 2. Contents <ul><li>Pain Points </li></ul><ul><li>A Layered Solution </li></ul><ul><li>Product Description </li></ul><ul><li>A New Paradigm: “Spend Less, Get More Secure” </li></ul><ul><li>Key Sales Points </li></ul><ul><li>Value to LANDesk Customers </li></ul><ul><li>Establish Kaspersky as a Reputable Vendor </li></ul><ul><li>Establish LANDesk as a Reputable Vendor </li></ul><ul><li>Target Audience </li></ul><ul><li>Summary </li></ul>
    3. 3. Pain Points IT Manager and IT Administrator <ul><li>Keeping endpoints secure </li></ul><ul><ul><li>Enforce security configuration settings and security policy, (up-to-date AV engine/definitions, etc.) takes a lot of valuable resources </li></ul></ul><ul><li>Enforcing compliance </li></ul><ul><ul><li>Security policies at the endnode, per corporate mandate and best practice, is practically impossible resulting in security risk and regulatory non-compliance </li></ul></ul><ul><li>Infected machines </li></ul><ul><ul><li>Are connecting to and contaminating the corporate network causing network downtime and productivity loss </li></ul></ul><ul><li>Problem Visibility </li></ul><ul><ul><li>Clear perspective on where I’m vulnerable and being attacked </li></ul></ul><ul><li>‘ Super Tuesday’ </li></ul><ul><ul><li>Discover, download, test and apply patches/updates corporate wide is resource intensive and not automated </li></ul></ul><ul><li>Proliferation of malicious code </li></ul><ul><ul><li>Spyware, rootkits, adware, virus, causes downtime and helpdesk calls. </li></ul></ul><ul><li>Information leakage </li></ul><ul><ul><li>Due to poorly configured systems and slack access controls costs the company in terms of intellectual property loss, privacy breach, and undue publicity. </li></ul></ul><ul><li>Yet Another Console (YAC) </li></ul><ul><ul><li>Difficult to manage and expensive </li></ul></ul>
    4. 4. Blended Threats require Layered Solutions <ul><li>Force policy compliance </li></ul>3. Know your environment 6. Keep malware out 4. Stay patched = Lower TCO 7. Block unwanted applications 8. Track user configurations 2. Filter at perimeter 9. Centrally install software 10. Establish network policies 5. Protect critical data “ A layered approach to IT security that combines strong perimeter protection and other forms of blocking with general system ‘hardening’ is required to secure a modern IT environment from external and internal threats.” Source: Mark Nicolett, “Vulnerability Management Defined,” Gartner
    5. 5. A Layered Security Solution LDSS + LDAV <ul><li>LANDesk Patch Manager </li></ul>Patch Management OS and Applications Discovery <ul><li>Unmanaged Device Discovery </li></ul><ul><li>Extended Device Discovery </li></ul>Prevent Malicious SW <ul><li>Application Blacklisting </li></ul><ul><li>Application Whitelisting </li></ul><ul><li>AV enforcement </li></ul><ul><li>Antivirus/anti-spyware </li></ul><ul><li>Host-based Intrusion Prevention </li></ul><ul><li>(HIPS) </li></ul><ul><li>Executive Dashboard </li></ul><ul><li>Reporting </li></ul><ul><li>Single Console </li></ul>Knowledge & Verification <ul><li>Security Threat Assessment </li></ul><ul><li>Connection Control Manager </li></ul>Lockdown & Configuration <ul><li>Agent Watcher </li></ul><ul><li>Firewall Management </li></ul><ul><li>LANDesk Network Access Control (NAC) </li></ul>Network Access Control <ul><li>LANDesk Management Gateway </li></ul>Proactive Mobile Management
    6. 6. LANDesk Antivirus Product Description <ul><li>New “LANDesk Anti-Virus” SKUs </li></ul><ul><ul><li>1 st AV “Built for the Enterprise” </li></ul></ul><ul><ul><li>LDAV Add-on (LDMS, LDSS) </li></ul></ul><ul><ul><li>$10/Node MSRP </li></ul></ul><ul><ul><ul><li>includes ~$2.00 royalty payment to Kaspersky </li></ul></ul></ul><ul><li>LANDesk AV </li></ul><ul><ul><li>Fully integrated with: </li></ul></ul><ul><ul><ul><li>LANDesk Security Suite </li></ul></ul></ul><ul><ul><ul><li>LANDesk Management Suite </li></ul></ul></ul><ul><ul><li>Scanning and removal of Malicious Code </li></ul></ul><ul><ul><ul><li>Viruses, Trojans, Worms, Spyware </li></ul></ul></ul><ul><ul><ul><li>Rootkit detection </li></ul></ul></ul><ul><ul><ul><li>NEW! Riskware detection and removal </li></ul></ul></ul><ul><ul><ul><li>(“extended database”) </li></ul></ul></ul><ul><ul><li>Kaspersky engine and content </li></ul></ul><ul><ul><li>Quarantine of malicious files (on Host) </li></ul></ul><ul><ul><li>Pattern files updates </li></ul></ul><ul><ul><ul><li>Staged Pilot Deployment of updates </li></ul></ul></ul><ul><ul><li>Outlook Email Scanning </li></ul></ul><ul><ul><li>Reporting / Alerts / Dashboard </li></ul></ul>
    7. 7. LANDesk Antivirus NEW! Extended Database for Potentially Malicious Software <ul><li>Customer Benefit </li></ul><ul><ul><li>“ Extended Database” allows users to scan and remove other potentially malicious programs created by hackers, spammers, and other cyber criminals </li></ul></ul><ul><li>Scanning and removal of Potentially Malicious Programs: </li></ul><ul><ul><li>Adware – banners, redirectors </li></ul></ul><ul><ul><li>Proxy-programs – “zombie” transfers of malware and spam </li></ul></ul><ul><ul><li>Pornware – Porn-dialer, Porn-downloaders and Porn-Tool programs </li></ul></ul><ul><ul><li>Riskware – Remote admin utilities; Client-IRC, dialer, and downloader programs; activity monitors; password utilities; internet tools such as FTP, Web, Proxy and Telnet </li></ul></ul><ul><ul><li>Exception file/folder list </li></ul></ul>
    8. 8. Key Sales Points <ul><li>World-class Protection They will be less secure with any other AV vendor </li></ul><ul><li>Cost “LDAV is a no-brainer from a cost perspective </li></ul><ul><li>Integration Consolidating on a single vendor and toolset for security management is extremely important (YAC) </li></ul>
    9. 9. Value for LANDesk Customers <ul><li>Layered Security - An additional layer of security protection on the desktop </li></ul><ul><li>Two Layers of Spyware Removal – With SP1, LDAV + LDSS provides two layers of spyware protection </li></ul><ul><li>1 st “Made For The Enterprise” Solution – The only AV solution created with the enterprise in mind. (No consumer “shrink-wrap” product available, not even standalone.) Features tailored to supply maximum manageability from the enterprise perspective </li></ul><ul><li>Pilot Program – Gives administrators a way to rapidly test virus definition files, reducing the risk of accidentally deploying files that could have a pejorative effect on the enterprise </li></ul><ul><li>Better Protection than the “Big Three” – “[The . . . reason why the top selling antivirus applications don't work [detecting new malware] is because malware authors are specifically testing their Trojans and viruses to make sure they can bypass these applications [i.e. Symantec, McAfee, Trend] before releasing them in the wild.” (ZDNet Australia, 21 July 2006) </li></ul>
    10. 10. Why did we choose Kaspersky? <ul><li>Kaspersky is considered Best-of-Breed (but is better known in Europe than in the USA) </li></ul><ul><li>Kaspersky Labs uses a number of techniques to block threats: </li></ul><ul><ul><li>Several types of heuristics </li></ul></ul><ul><ul><li>Scanning of re-packagers and archives </li></ul></ul><ul><ul><li>Spyware and Rootkit detection </li></ul></ul><ul><ul><li>Kaspersky Lab gets the biggest kudos for its signature database . </li></ul></ul><ul><ul><ul><li>Signatures: the most accurate way to detect or properly clean threats </li></ul></ul></ul><ul><li>Kaspersky Lab is renowned for the speed with which it releases signatures for newly discovered threats, delivering hourly updates </li></ul><ul><li>To reduce the impact on the network, Kaspersky engineers are committed to keeping these constant updates very small, usually in the neighborhood of 50KB each </li></ul><ul><ul><li>(eWeek.com, Oct 10 2005) </li></ul></ul>
    11. 11. Why did the leading management company choose ? <ul><li>Kaspersky </li></ul><ul><ul><li>most accurate and hourly updates </li></ul></ul><ul><ul><li>Very small updates </li></ul></ul><ul><ul><li>Over 100 Awards won </li></ul></ul><ul><li>www.virus.gr Shootout (April ’05), 91202 virus samples: </li></ul><ul><ul><ul><li>1. Kaspersky - 99.28% </li></ul></ul></ul><ul><ul><ul><li>2. AVK - 97.93% </li></ul></ul></ul><ul><ul><ul><li>3. F-Secure - 97.55% </li></ul></ul></ul><ul><ul><ul><li>4. eScan - 96.75% </li></ul></ul></ul><ul><ul><ul><li>5. Norton Corporate - 91.64% (missed 7624 viruses) </li></ul></ul></ul><ul><ul><ul><li>6. Norton Professional - 91.57% </li></ul></ul></ul><ul><ul><ul><li>7. McAfee - 89.75% (missed 9348 viruses) </li></ul></ul></ul>
    12. 12. Some Recent Wins: <ul><li>March 2006 - Computer Buyer Best Buy Award: </li></ul><ul><ul><li>“ . . . top class virus checker – detecting all of the malware as well as all of the viruses – and it uses minimal resources without compromising the level of protection it provides”. ( Computer Buyer Reviewers) </li></ul></ul><ul><li>February 2006 - PC World Brazil Best Buy award . </li></ul><ul><ul><li>“ The product demonstrated top malicious program detection rates . . . low resource requirements on PCs, combined with high performance and reliable protection of user data.” </li></ul></ul><ul><li>December 2005 - Virus Bulletin VB 100% </li></ul><ul><ul><li>“ Kaspersky . . .was awarded the VB100% status, once again confirming the reputation of Kaspersky Lab products on the international IT market. In their review, editors particularly stressed the product's high performance and its traditionally outstanding levels of malicious program detection. </li></ul></ul>
    13. 13. More Recent Wins: <ul><li>TopTenREVIEWS.com Antivirus 2006 </li></ul><ul><ul><li>“ By default, Kaspersky updates their definitions on an hourly basis , which blows away the competition . This leaves a very small window for a virus to be created and infect your machine.” </li></ul></ul><ul><ul><li>“ Besides being very thorough and reliable , it only took eight minutes for us to scan an 80 GB hard drive.” </li></ul></ul><ul><ul><li>“ This anti-virus software is so fast you won't have to set aside hours to scan your computer or set it up to run at night.” </li></ul></ul>
    14. 14. Better Protection than the “Big Three” <ul><li>‘ The most popular brands of antivirus on the market… have an 80 percent miss rate … So if you are running these pieces of software, eight out of 10 pieces of malicious code are going to get in. . .’ </li></ul><ul><li>“ Kaspersky , . . in the same tests managed to block around 90 percent of new malware .” </li></ul><ul><li>“ Most large firms already use more than one antivirus application but I wonder how many use two of the Symantec, McAfee and Trend trio? If you do then I suggest investing in yet another -- but whatever you do, stay well away from the bestseller shelf .” </li></ul><ul><li>(Munir Kotadia, “Why popular antivirus apps 'do not work‘” , ZDNet Australia, 21 July 2006, quoting Graham Ingram, GM Australia Computer Emergency Response Team (AusCERT)) </li></ul>
    15. 15. Virus Definition File Updates <ul><li>LANDesk/Kaspersky </li></ul><ul><ul><li>Hourly basis </li></ul></ul><ul><li>McAfee </li></ul><ul><ul><li>Daily basis </li></ul></ul><ul><li>Trend – PC-cillin </li></ul><ul><ul><li>Daily basis </li></ul></ul><ul><li>CA - eTrust </li></ul><ul><ul><li>Daily basis </li></ul></ul><ul><li>Symantec </li></ul><ul><ul><li>Weekly basis </li></ul></ul>
    16. 16. Competitor news (Feb 2007) <ul><li>Microsoft One Care fails VB 100 test </li></ul><ul><ul><li>Virus Bulletin VB100 test is a gold standard for AV products. </li></ul></ul><ul><ul><li>To pass, a product must </li></ul></ul><ul><ul><ul><li>Detects all In the Wild viruses during both on-demand and on-access scanning. </li></ul></ul></ul><ul><ul><ul><li>Generates no false positives when scanning a set of clean files. </li></ul></ul></ul><ul><ul><li>Microsoft One Care failed as did McAfee Enterprise v8i. </li></ul></ul><ul><ul><li>Kasperky passed </li></ul></ul><ul><li>Trend AV security flaw </li></ul><ul><ul><li>Critical flaw which allows complete takeover of target computer </li></ul></ul>
    17. 17. Kaspersky’s International Award-Winning Tradition: <ul><li>2005 – 22 awards </li></ul><ul><li>2004 – 20 awards </li></ul><ul><li>2003 – 10 awards </li></ul><ul><li>2002 – 10 awards </li></ul><ul><li>2001 – 17 awards </li></ul><ul><li>2000 – 22 awards </li></ul><ul><li>1999 – 19 awards </li></ul><ul><li>1998 – 10 awards </li></ul><ul><li>24-time awarded Virus Bulletin VB100% </li></ul><ul><li>100 percent detection of In the Wild test samples and no false positives </li></ul><ul><li>http://www.virusbtn.com/vb100/index </li></ul>
    18. 18. <ul><ul><li>Leading real time protection </li></ul></ul><ul><ul><li>Leading manual scan protection </li></ul></ul>
    19. 19. Target Audience IT Organization <ul><li>Target established LANDesk accounts and talk to IT organization </li></ul><ul><ul><li>Talk about AV with EVERY CUSTOMER </li></ul></ul><ul><ul><li>Show how they can save money on AV, which in-turn they can use to help finance a migration to LDMS or LDSS. </li></ul></ul><ul><ul><li>Use the “Add AV and save 20%” promotion </li></ul></ul><ul><ul><li>Tout double layer of spyware protection (LDAV + LDSS) </li></ul></ul><ul><li>Pitch to IT is usually something like: </li></ul><ul><ul><li>“ Who is your current AV vendor?” </li></ul></ul><ul><ul><li>“ When does your current AV expire?” </li></ul></ul><ul><ul><li>“ Would you like to save a little money on AV?” </li></ul></ul><ul><ul><li>“ Would you like to consolidate to a single vendor/console?” </li></ul></ul><ul><ul><li>“ What do you use to protect from spyware?” </li></ul></ul><ul><ul><li>“ Would you like to be able to easily and automatically “Pilot” or test virus definition files before they are rolled out to the entire organization?” </li></ul></ul><ul><ul><li>Do you need additional licenses to accommodate your employees/contractors who bring in their own equipment? </li></ul></ul><ul><li>Security Managers won’t change AV Vendors based on PRICE alone. </li></ul><ul><ul><li>But: They will change on Price IF the AV vendor is considered best-of-breed (Note: LANDesk, with Kaspersky, is best-of-breed) </li></ul></ul>
    20. 20. Remember: Key Sales Points <ul><li>A Layered Security Approach: AV is part of a total security solution (a security best-practice) </li></ul><ul><li>Cost: Customers are looking to reduce their annual subscription costs (They feel locked in) </li></ul><ul><li>Integration: Consolidating on a single vendor and toolset for security management is extremely important </li></ul><ul><li>Reputable Vendor: The “Best of the Best of the Best” </li></ul><ul><ul><li>(Kaspersky + LANDesk is an ideal marriage of Top Malware Detection and Top Management ability). </li></ul></ul><ul><ul><li>Once you have established Kaspersky + LANDesk as a “Reputable Vendor” or best-of-breed, then always refer to the product as “LANDesk Antivirus” (i.e. get Kaspersky out of the picture and push our brand) </li></ul></ul><ul><ul><li>Bottom Line: LANDesk AV is a “Best-of-breed”, “World-class” Reputable Vendor . LDAV is even BETTER than Kaspersky, because we have added value to it by putting our Best-of-breed console around a solid AV engine </li></ul></ul><ul><li>“ Pilot” Pattern File Deployment Program: No other vendor has anything like this. </li></ul><ul><li>Two Layers of Spyware Protection : LDAV “extended database” + LDSS Spyware solution </li></ul><ul><li>LANDesk AV Competitive Advantages: </li></ul><ul><ul><li>Hourly Updates! (vs. Weekly or Daily for competition) – a very small window for 0-day threats </li></ul></ul><ul><ul><li>Small update file size (avg. 44k) – easier on network resources, distributed using Peer Download technology </li></ul></ul><ul><ul><li>Thorough and Reliable – top virus finder </li></ul></ul><ul><ul><li>Fast! </li></ul></ul><ul><ul><li>Complete IT Control on the desktop – can grant or pull back user functionality </li></ul></ul><ul><ul><li>Updates available “In-the-Wild” </li></ul></ul>
    21. 21. Backup
    22. 22. Changing AV Vendors: “ Spend Less, Get More Secure” <ul><li>Reluctance to Change – Historically, companies have been “fearful” of changing AV vendors, thinking that the security risk of changing didn’t outweigh potential cost benefits </li></ul><ul><li>A New Paradigm – Gartner now tells us that with the commoditization of AV, organizations are less fearful of change – but they still won’t change if they believe they will compromise their security by changing. </li></ul><ul><ul><li>(Neil McDonald, “Spend Less, Get More Secure - Where can ‘good enough’ security capabilities provided at low or no cost enable you to spend less and get more?”, Gartner IT Security Summit, 2006, Washington, DC) </li></ul></ul>
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×