G DATA was not always a security-software-only company. And by the time we started focusing on security solutions for businesses, this market was already quite mature and highly competitive. A major element contributing to the fact that we did succeed to become an established player in this market was the research from the G DATA SecurityLabs. The specific case of Uroburos, a very complex and sophisticated piece of malware that was discovered by our research team, is used to illustrate this. --- Jan van Haver is Director Strategic Projects at G DATA --- Find more about the G DATA Security Summit #GDATA30Y at https://www.gdatasoftware.com/30ysummit

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SECURITY RESEARCH IS GOOD FOR
BUSINESS
JAN HAVER – DIRECTOR STRATEGIC PRODUCTS

3. FROM UTILITY TO SECURITY
 Offering information and services for free on a massive scale
 Result: The business model behind a lot of the G DATA product
portfolio just vanished
 Solution: focus on AntiVirus, the product we invented
G DATA | 30Y ANNIVERSARY SECURITY SUMMIT | BOCHUM, SEPTEMBER 24, 2015
Then came… the internet.
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G DATA Software has been selling a wide range of utility software products in the course of it’s
30 years of existence - some very useful, some very exotic…

4. CONSUMER MARKET
 At that point, being a security pioneer, G DATA already had a lot of experience with security
software
 The number of vendors offering security software was relatively limited
 Result: it was relatively easy for G DATA to become a leading player in the market of security
solutions for consumers
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5. SECURITY FOR BUSINESSES
 New challenge: offering security for business customers
 We decided for in-house development of a product that could adequately serve the needs of
the market
 Today’s business solutions are technically much more complex than consumer products
 The market for business solutions was much more mature and much more densely populated
by the time G DATA was ready to enter it
 Result: it was much harder for G DATA to successfully enter the market of security solutions for
businesses
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6. NOT EASY… BUT WE DID IT
 For a number of years, the G DATA business solutions can perfectly compete with the leading
brands in the market, offering security for businesses of any size
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 Across the globe our business solutions
are by now in use with a wide variety of
companies and organizations, in different
market segments

7. SOME EXAMPLES
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8. AIRPORT MÜNSTER - OSNABRÜCK
 German airport with 100 servers and 500 clients
 G DATA Endpoint Protection Business
 Opted for G DATA because of
 Very easy to manage
 Level of protection (both cyber crime and espionage)
 Low impact on system performance
 “As a German company, G DATA is bound by the strict
German security laws. As such we are sure that no
sensitive date will end up in the wrong hands.”
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9. LONDON ACADEMY
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 Secondary school in UK with virtualized Windows server
and over 1500 clients
 G DATA Endpoint Protection Business
 Opted for G DATA because of
 Level of protection against malware
 Interesting pricing
 “G DATA ranked at the top of independent malware
detection tests. The figures spoke for themselves.”

10. REMAINING CHALLENGE
 Winning high profile business customers
 Heavily targeted by all competitors
 The bigger the network, the more complex the situation
 “Never touch a working system”
 Great products and a great team are extremely helpful, but not always enough
 Expertise in security research has proven to be the decisive factor in helping our sales team to
win some high profile deals
 Good example is Uroburos
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11. UROBUROS
 Highly complex espionage software with Russian roots
 Can hide itself completely (rootkit)
 Discovered by the experts of our G DATA SecurityLabs in
early 2014
 Name comes from ancient mythology
 Depicts a serpent or dragon eating its own tail
 This revelation lead to a lot of attention in the press
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12. MASSIVE PRESS COVERAGE
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13. HOW TO GIVE MALWARE A NAME
 As the experts from G DATA SecurityLabs were the first to report on this malware, they also
had to give it a name
 ‘Uroburos’ was chosen because of a string found in the malware’s code
 Other names used in the press: Snake and Turla
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14. WHAT ANALYSIS CAN REVEAL
 Level of complexity suggest very high investment, making it more likely that not an individual or
private organization, but a country (or government agency) is behind it
 The link to Russia was assumed because of indications found in the code
 Further (and still ongoing) analysis reveals links to other malware – quite similar to newer
versions of a software product being released
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15. GOOD FOR BUSINESS
 Do the high profile business deals come flying in automatically once you start establishing such
a reputation of expertise?
 If only the life of a sales team were that easy (even just 1 day per year)
 BUT: that reputation of expertise is what can get you on the shortlist of the relevant decision
makers
 Uroburos most probably did just that in a specific case of a 4000+ user deal in a vital
government agency of a Western European country
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16. NEED SOME OF THIS MATERIAL?
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17. GOOD FOR YOUR BUSINESS
 Is there a case where the help of the G DATA SecurityLabs can be helpful for one your
customers?
 Is there a case where their expertise is needed?
 G DATA also has a team for malware analysis, that can help with incidents happening at your
customers (or their customers)
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18. MALWARE ANALYSIS BUSINESS
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 Analysis of (possible) incidents,
including detailed reporting
 Contact via your G DATA contact
person or securitylabs@gdata.de

19. G DATA | 30Y ANNIVERSARY SECURITY SUMMIT | BOCHUM, SEPTEMBER 24, 2015 19
… THANK YOU!