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AlienVault Partner Update: So Many Security Products to Sell to My Customers…So Why AlienVault? Why Now?

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The Evolving Security Market …

The Evolving Security Market
SIEM: The Failed Strategy
USM - Can 11,000 customers be wrong?
Architecting the Perfect Sale with AlienVault

Published in: Technology

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  • Most organizations look like this… there’s a myriad of security solutions in their environment all promising to deliver greater visibility.
  • Most organizations look like this… there’s a myriad of security solutions in their environment all promising to deliver greater visibility.
  • Most organizations look like this… there’s a myriad of security solutions in their environment all promising to deliver greater visibility.
  • PARTNER EXAMPLES:Top of pyramid: TelefonicaO2DeloitteMiddle of pyramid – our core segment:FishnetAccuvantWestconBottom of pyramid – SMB:Sword & ShieldGoGridEvryTerra Verde Services
  • As you know, it’s never easy to fight for budget, especially when that budget is shrinking. We hear from many customers who say that they’re looking to achieve more with less – less people, less time, less budget. The respondents in our survey echoed this refrain. Thanks to AlienVault, they’re getting a better handle on their environment, our solution was easy to deploy and more than half agreed that they’re now able to do more with less.
  • Transcript

    • 1. Channel Partner Training: “So Many Security Products to Sell to My Customers…So Why AlienVault? Why Now?” JUSTIN ENDRES SVP OF WORLDWIDE SALES
    • 2. BEFORE WE GET STARTED… * General Housekeeping * Today’s session is interactive! We have 1 hour together so please Ask Questions!!! We’ll try to provide answers in context as we go along * Today’s session is being recorded Recorded session will be sent to all attendees to distribute
    • 3. AGENDA • The Threat Landscape: Our NEW Reality • Are companies spending on IT Security? • SIEM: ”A Failed Strategy” • USM - Can 11,000 customers be wrong? • Architecting the Perfect Sale with AlienVault • Questions & Answers
    • 4. ARE CUSTOMERS SPENDING ON IT SECURITY? YES…and spending a lot. Some might suggest “Too Much” “Network Security spending to surge in 2014” – ZDNet - 62% of organizations expect to increase spend from 2013 to 2014 - 63% of organizations want to improve threat detection monitoring - 57% of organizations want to buy from 1 vendor to simplify management Despite the $67.2 Billion spent on IT security (Gartner) in the US alone each year – are we gaining on the problem?
    • 5. • More and more organizations are finding themselves in the crosshairs of various bad actors for a variety of reasons. • The number of organizations experiencing high profile breaches is unprecedented. • The “security arms race” cannot continue indefinitely as the economics of securing your organization is stacked so heavily in favor of those launching attacks that incremental security investments are seen as impractical. We must turn the tables. THREAT LANDSCAPE: “OUR NEW REALITY”
    • 6. • Organizations (mid-market AND enterprise) are demanding solutions that are scalable, cost effective, and manageable. • Enterprises are shifting spend toward consolidated solutions that offer better integration, manageability and economic leverage. (example UTM) • Organizations are looking to augment their own in-house expertise with a vendor who continues to offer their teams insight into issues across the threat landscape THREAT LANDSCAPE: “OUR NEW REALITY” ‘continued’ 84% of organizations breached had evidence of the breach in their log files…
    • 7. DESPITE THE BILLIONS SPENT… ** Mandiant MTrends 2013 Threat Report Source: Verizon 2013 Data Breach Investigations Report …VENDORS ARE FAILING CUSTOMERS
    • 8. IN THE PAST YEAR… • 90% of US businesses suffered some sort of hacking attack* • 77% of victims attacked more than once* • 198 US nuclear and power facilities attacked** • $120B in damages to US businesses due to cybercrime*** • $1 Trillion in intellectual property worldwide stolen* We’ve seen the stats; HOWEVER what’s lost of most is the SOPHISTICATION of these attacks …“BAD ACTORS” ARE MORE DANGEROUS THAN EVER * = http://www.clubcloudcomputing.com/2013/01/infographic-on-hacking-statistics/ ** = http://money.cnn.com/2013/01/09/technology/security/infrastructure-cyberattacks/ *** = http://mcaf.ee/1xk9a
    • 9. TRADITIONAL SECURITY COMPLEX, EXPENSIVE GIVEN THE 10 MOST RECOMMENDED TECHNOLOGIES AND THE PRICING RANGE, AN ORGANIZATION COULD EXPECT TO SPEND ANYWHERE FROM $225,000 TO $1.46M IN ITS FIRST YEAR, INCLUDING TECHNOLOGY AND STAFF. SOURCE: THE REAL COST OF SECURITY, 451 RESEARCH, APRIL 2013 FACTOR INTO THIS: INITIAL LICENSING COSTS IMPLEMENTATION / OPTIMIZATION COSTS ONGOING MANAGEMENT COSTS RENEWAL COSTS INTEGRATION OF ALL SECURITY TECHNOLOGIES TRAINING OF PERSONNEL/INCOMING PERSONNEL
    • 10. HAS SIEM DELIVERED SECURITY “VISIBILITY”? 77% of organizations DON’T believe that SIEM solutions are delivering the value promised. These same companies believe it’s the product/vendor. Is it possible that neither are to blame? Could it be the approach?
    • 11. SO WHY ARE SIEM SOLUTIONS FAILING? • High price-tag makes SIEM cost-prohibitive for most. -- Ok, but what about those who can afford it? • Events alone do not provide enough context to combat today’s threats. -- Continuous threat data is needed, more context needed • Complex usability directly contribute to high costs associated to ongoing management -- Dedicated resources are needed for all SIEM vendor solutions. Remember the target market. • Integration of multiple technologies challenging -- Ok, but once they are all integrated; that shouldn’t be a concern right?
    • 12. THE “BIGGEST” REASON SIEM SOLUTIONS FAIL? • CORRELATION is left up to the end user to own. SIEM vendors DON’T help here. What’s worse – they CAN’T. Remember this Graph? During the evaluation the vendor does: • The deployment of the SIEM • Integration of all the data sources • Builds the correlation rules for the customer • Develops the reports for the customer • Leverages ‘point in time’ threat data • Manages the system So what’s wrong with that? Nothing…as long as the vendor remains onsite; otherwise the cycle continues.
    • 13. “PLEASE…NOT ANOTHER SECURITY PRODUCT.”
    • 14. PRODUCT OVERVIEW Unified Security Management The complete set of integrated tools, crowd-sourced threat intelligence & proprietary security research Security made unified, simple and affordable
    • 15. UNIFIED SECURITY MANAGEMENT Unified Security Management 5 Essential Capabilities for Unified Security Management Asset Discovery Vulnerability Assessment Threat Detection Behavioral Monitoring Security Intelligence • All of this value combined into one solution • Priced for any budget • Designed for any type of user • Continually updated with the latest threat intelligence • Supported by a community of security peers and experts Security Intelligence through integration we do, not your end-user
    • 16. Security Intelligence Asset Discovery Vulnerability Assessment Threat Detection Behavioral Monitoring powered by AV Labs Threat Intelligence USM • Active Network Scanning • Passive Network Scanning • Asset Inventory • Host-based Software Inventory • Continuous Vulnerability Monitoring • Authenticated / Unauthenticated Active Scanning • Log Collection • Netflow Analysis • Service Availability Monitoring • SIEM Event Correlation • Incident Response • Network IDS • Host IDS • Wireless IDS • File Integrity Monitoring USM PRODUCT CAPABILITIES
    • 17. OTX: WORLD’S LARGEST OPEN THREAT EXCHANGE 8,000 collection points in 140+ countries 100,000 malicious IPs validated every day 500,000 malware samples analyzed per day
    • 18. • Sell through large MSSPs (Telcos) Enterprise Class Full Security Staff Enterprise Class Mid Market and Departmental Enterprise Limited Security Staff • MSSPs • Cloud providers SMB No Security Staff AlienVault Community  Engaged community of customers, open source users and threat sharing contributors WE SERVE ALL MARKETS: ENTERPRISE PRODUCT AT AN AFFORDABLE PRICE There are millions of mid-market organizations around the world • $50M to $500M in revenue • 500 to 5,000 employees We also serve organizations of any size that lack: ⇾ Sufficient staff ⇾ Security expertise ⇾ Technology ⇾ Budget
    • 19. CUSTOMERS MSSPs End-User Customers
    • 20. OUR COMPANY Experienced Management Team $66.4M in Financing Our Mission To build security products for the underserved mid-market
    • 21. Engage AlienVault Early/Often Inside of a Deal Cycle: • Register deals early to lock in additional margins • Leverage AlienVault Pre-Sales Engineers to support your demo • Leverage AlienVault Pre-Sales Engineers to conduct evaluations Other Engagements: • Training for your internal sales team • Marketing events in your region • Webcasts/Joint-Webcasts to support lead generation within your customer base • Online Marketing campaigns/templates partners@alienvault.com
    • 22. partners@alienvault.com www.alienvault.com 30-Day Free Trial (Fully featured)
    • 23. THANK YOU