Becoming your customer's security partner in the digital age

www.exponential-e.com #digitalsecurity
BECOMING YOUR CUSTOMERS’
SECURITY PARTNER IN THE DIGITAL AGE
21ST SEPTEMBER 2017

AGENDA
10:00 - 10:10
Welcome and introduction.
Alp Kostem - Head of Channel, Exponential-e.
10:10 - 10.30
Acceleration of digital transformation in businesses.
Jonathan Bridges - Head of Cloud, Exponential-e.
10:30 - 10.50
Introducing the Exponential-e Security Portfolio for
partners.
Jeff Finch - Security Product Manager, Exponential-e.
10.50 - 11.10
Coffee break.
11:10 - 11.30
Creating margin, value and advocacy with your
customer base.
Alp Kostem - Head of Channel, Exponential-e.
11.30 - 11.45
Partner campaign: Ransomware - protection at the core
for endpoint security.
Niall Sheffield - Solution Engineer, SentinelOne.
11.45 - 12.00
Q&A.
12.00 - 13:30
Networking lunch.

WELCOME & INTRODUCTION
ALP KOSTEM - HEAD OF CHANNEL

MISSION STATEMENT
Achieve the status whereby
Exponential-e 3.0 is formally acknowledged
among our peers, competitors & clients as the
most advanced & innovative
business technology enabler in
The World.
A ‘world-class company . . . ’

15 SUCCESSFUL YEARS
OF TECHNOLOGY INNOVATION
2002
First UK company to
deliver Internet over
Ethernet.
2004
Intelligent
Internet Algorithm for
fast connectivity to major
European exchanges.
2006
Exponential-e launches
Europe’s first VPLS Network.
2008
Launch of
Smart Internet Business
Internet Service.
2010
Web-based Bandwidth
Management is launched.
2011
North America watches
the Royal wedding using
Exponential-e technology.
2012
Core Network upgrade to
100GigE. Investments in
Cloud & Data Centres.
2013
Launch of own private
Cloud & Data Centre.
2014
Desktop-as-a-Service (DaaS)
Launched.
2016
Full ICT portfolio and Channel
expansion
2015
The London Stock Exchange, Investec
100 & Megabuyte Awards.
Data Centre expansion to the Ark.

TRANSITIONING EE FROM 2.0 – 3.0
3.0
Accelerate up
the curve to 3.0
2.01.0

INVESTING IN CHANNEL - TEAM

ACCELERATION OF DIGITAL
TRANSFORMATION IN BUSINESS.
JONATHAN BRIDGES - HEAD OF CLOUD

By the end of 2017,
two-thirds of the CEOs of global
2000 companies will have digital
transformation at centre of
corporate strategy.
IDC FutureScape: Worldwide
Digital Transformation 2016
Predictions, 2015
ONLY 10%
of companies currently
describe themselves as fully
digital.
The Economist Intelligence Unit
Digital Evolution Report, 2016
47%
of companies haven’t
started to embark on digital
transformation.
Are Businesses Really Digitally
Transforming or Living in Digital
Denial, Progress, 2016
55%
of companies without
an existing digital transformation
programme say timeframe to
adopt one is a <year.
33%
of companies are
developing plans for digital
transformation, but won’t
execute in next 12 months.
85%
of enterprise decision makers
feel they have a timeframe of
two years to make significant
inroads on digital
transformation before
suffering financially and/or
falling behind competitors.
Are Businesses Really
Digitally Transforming or
Living in Digital Denial,
Progress, 2016
Biggest disruptive technologies
are Cloud (58%), mobility and
collaboration (54%) and data
(52%).
BT CIO Report, 2016

DIGITAL
TRANSFORMATION
CLOUD ADOPTION
COMPLIANCE
& SECURITY
INFORMATION LIFECYCLE
MANAGEMENT & DATA
SOVEREIGNTY
NETWORK TRANSFORMATION
& VIRTUALISATION
BIG DATA & CLOUD NATIVE
APPLICATIONS
DISASTER
RECOVERY
HYBRID CLOUD
DIGITAL TRANSFORMATION

PROMINENCE OF CLOUD IN DIGITAL
TRANSFORMATION
THINK BACK 10 YEARS…
GENERATION Z:
CONNECTED FROM BIRTH
BORN MID 1990s TO 2010
AND HOW THE LANDSCAPE HAS SHIFTED…
The biggest disruptive technologies
cited by global respondents are the
Cloud (58%), mobility and
collaboration (54%) and data (52%).
– BT CIO Report, 2016

CLOUD COMPUTING
AS A SERVICE REVENUE ($B)
0
5
10
15
20
25
30
35
40
45
50
2014 2015 2016 2017 2018 2019 2020
PaaS SaaS IaaS
PRIVATE CLOUD ADOPTION
2016 VS 2015
44%
19%
19%
15%
13%
13%
9%
33%
13%
13%
10%
8%
7%
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
Vmware vSphere / vCenter
OpenStack
Vmware vCloud Suite
Bare-Metal Cloud
Microsoft System Center
CloudStack
Microsoft Azure Pack
2015 2016
CLOUD CHALLENGES 2016 VS 2015
32%
29%
26%
26%
26%
24%
23%
15%
27%
28%
25%
25%
24%
26%
23%
17%
0% 5% 10% 15% 20% 25% 30% 35%
Lack of resources / expertise
Security
Compliance
Managing multiple Cloud services
Managing costs
Complexity of building a Private Cloud
Governance / Control
Performance
2015 2016

www.exponential-e.com
S ERVICES NEED TO S U PPO RT THE ANAL YTICS
L ANDS CAPE S HIF T
#digitalsecurity
DESCRIPTIVE DIAGNOSTIC PREDICTIVE PRESCRIPTIVE
WHAT HAPPENED
IN THE PAST?
WHY DID IT
HAPPEN?
WHAT WILL
HAPPEN?
WHAT WE
WILL DO?

TURNING MORE DATA INTO DEEPER INSIGHT
HARNESS DATA
ENABLING DEEPER QUERY
EXPONENTIAL-E ENTERPRISE CLOUD
STORAGE &
BACKUP
COMPUTE
NETWORK &
WAN
INTEGRATION
EXPONENTIAL-E PRIVATE CLOUD
STORAGE &
BACKUP
COMPUTE
NETWORK &
WAN
INTEGRATION
MANAGEMENT &
INTEGRATION SERVICES
• OS Management.
• App Management.
• Remote Access.
PLATFORM AS A SERVICES
• Public Services.
• Exponential-e Private.
• Exponential-e Multi-
tenant.
REAL TIME NEAR TIME BATCH
DATA LAKE
AND RICHER INSIGHT
ENGAGING & OPTIMISING
DATA SCIENCE PRACTICE
APPS DEVELOPMENT &
REFACTORING PRACTICE
CONSULTING
ETL, DATA QUALITY
ANALYTICS, VISUALISATION,
REPORTING
NLP, SEMANTICS, MDM,
MACHINE LEARNING
SERVICEMANAGEMENT&DELIVERY,SECURITY,CLOUDAUTOMATION&BROKERAGE
BUSINESSPROCESSAUTOMATION&CASEMANAGEMENT
SOFTWAREDEFINEDNETWORKING

RELEVENACE AND OPPORTUNITY
Scaleable secure, sovereign platforms needed to
enable digital transformation within your customers
Whilst SaaS grows, localisation of critical apps, close to end
user and DC services, continues to be a desired delivery model
SaaSification of applications, coupled with next generation data services, allows
new revenue growth, and new routes to market for our partner community
Data services have become more accessible than ever before. No longer are projects
high cost and high risk, but low cost and high yield
Simplify & orchestrate applications
and business landscapes
Enhanced catalogue of
deployable services
Drive customer intimacy and
experience, upselling to outcome
centric services
New revenue streams through IaaS,
PaaS and SaaS enablement

#digitalsecuritywww.exponential-e.com
DELIVERING
• Seamlessly integrated Cloud-Network
Platform.
• Multiple services over one pipe offering
superior design versatility.
• Frictionless migration to the Cloud in days not
weeks or months - No IP address changes
required.
• Platform for secure acceleration of new digital
content & applications.
• Own Network delivers 100% Uptime.
• Super low-latency for end-user delight.
• Gold standard Operational Support 24x7.
• Trusted & innovative partner working to
international standards - 7 ISOs.

INTRODUCING THE EXPONENTIAL -E SECURITY
PORTFOLIO FOR PARTNERS
JEFF FINCH - SECURITY PRODUCT MANAGER

Digitalisation Vs Digitisation

THE DISCUSSION
• Digitisation, Cyber Security and the Boundary
• Digitsation, Cyber Security and the Application
• Encryption, Encryption, Encryption
• AAA
• Direct connectivity with suppliers, partners, customers, and consumers.
• The Endpoint is the weakest link!
• Exponential-e Strategy and where we are going
Confidential

THE STRATEGY, THE
DIRECTION,
THE PARTNERSHIP
• Cyber Security Skills shortage:
• 1-2 million roles unfulfilled by end of 2019
(Information Age/intel).
• 40% information cyber security roles unfulfilled in
2016 (ESG Report).
• $1Tr in products and services 2017-21
(2nd Annual Cyber Investing Summit).
• Cyber Security budgets 25-30% of total IT Spend
(IDC).
• $6Tr is the estimated annual cost to businesses
globally of Cyber attacks by 2021.
• Protection of Sensitive Data (64%) and Compliance
(57%) two highest profile spending categories for
businesses (SANS Institute IT Security Spending
Trends).
• The Exponential-e Portfolio has grown
• The Network Edge
• The Transmission
• The Visibility
• The Configuration
• The Service
• The End Point
• Advise, Augment and Support

CYBER SECURITY
WITHIN EXPONENTIAL-E
SOC
MONITOR, MANAGE,
ANALYSE, ADVISE
PACKAGES & PROGRAMMES
SALES OVERLAY 1 SALES OVERLAY 2
SOLUTIONS SUPPORT
SECURITY PRODUCTS & SERVICES
NETWORK GRC &
TESTING
ENDPOINT CONSULTANCY
SECURITY CONSULTANCY
CONSULTANT 1 CONSULTANT 2
CHARGEABLE RESOURCE
OPERATIONS COMPLIANCE
Head of Cyber
Security Practice
Confidential

SOC SERVICES
Cyber Security Incident and Event Monitoring

Coffee break
• 21ST SEPTEMBER 2017

CREATING MARGIN VALUE AND ADVOCACY
WITH YOUR CUSTOMER BASE
ALP KOSTEM - HEAD OF CHANNEL

VALUE CREATING INVESTMENT &
INNOVATION 2017/18
£5 million
• Internet platform to 100GigE
• National DWDM
• Ark DC Spring Park
• SDN (WAN and DC)
£2 million
• Sales and Specialists
• Customer Portal
• UC-One Hub
• Skype Cloud PBX gateway
£3 million
• Capacity & new builds
• Cloud Management
Platform
£1 million
• Systems, automation and security
• People
NETWORK
CLOUD
UCC
OTHER

INVESTING IN PRODUCTS AND PORTFOLIO
MANAGED SECURITY
• Leading vendors and
network integration
• Securing the cloud,
securing your business
• Accredited testing and
consulting
• SIEM, SOC and managed
services
CLOUD EXCELLENCE
• Added options for IaaS
• All-flash high
performance storage
• Enterprise-class
Co-Location with Ark
• Ensuring peace of mind
for mission critical Data
Management.
NETWORK EXPANSION
• 40 new PoPs across UK
in 2016
• Including Belfast,
Edinburgh, Darlington,
Norwich, Bath,
Canterbury.
• Promotions and
planning
EMBRACING SDN
• Improve efficiencies on
Network capacity
• Remove barriers for a
seamless and secure
transition to the cloud
• 3 years of R&D
• SDN-Managed Hosting

DON’T JUST TAKE OUR WORD FOR IT…
"I was always fascinated by one of your
company’s missions “Peace-of-Mind-As-A-
Service” and we experienced it first hand in
the issues we faced last week. You put the
customer first, moved things at a rapid pace
and got us back in action by resolving the
issue for our end customer.
L. Ravichandran
COO, Tech Mahindra.
“We’ve increased individual client
revenue FIVE FOLD by adding
Exponential-e’s Cloud services to our
portfolio”
Stephen Harte
Head of Technology, Opus Technology.
“We have worked with Exponential-e
for 5 years and the partnership is based
on mutual trust, open dialogue, regular
communication and a common goal”
Matt Torrens
Director, Sprout IT.

MARGIN OPPORTUNITY
• Internet
• Unified Communication
• Online Backup
• Colocation
DOOR OPENERS: THE ENABLERS
• WANs
• Cloud
• VDC
• Professional Services
• Managed Services
THE OPPORTUNITY

PARTNER CAMPAIGN:
RANSOMWARE - PROTECTION AT THE CORE
FOR ENDPOINT SECURITY
NIALL SHEFFIELD
SOLUTION ENGINEER, SENTINELONE

30© 2017 SentinelOne All Rights Reserved. Confidential
RANSOMWARE
NIALL SHEFFIELD
Protection at the core for endpoint security

EXCLUSIVE PARTNERSHIP EXPONENTIAL-E & SENTINELONE
SentinelOne is a
certified replacement
for Antivirus
Exponential-e is one
of the UK’s most
accredited providers
The #3 cloud hosting provider
The #1 retailer
The #1 internet television network
The #1 online travel chain
The #2 financial exchange
124 law firms
1 in 3 AIT accountancy firms
800 channel partners
2nd largest hotel group
Partner with world’s leading
companies

Endpoints are your organization’s
weakest link.
Endpoint platforms are diverse, and often drift from
standard configuration with frequent exposure to
unsecured networks.
95% OF BREACHES
ORIGINATE AT THE ENDPOINT
Endpoints are primary targets. This
is where sensitivity data lives.

AV IS NO MATCH FOR THE
NEW THREAT LANDSCAPE
Malware
Exploits
Live
Attacks
 Document-based exploits
 Browser-based exploits
 Ransomware, trojans,
worms, backdoors
 File-less / Memory-based
malware
 Script-based: Powershell,
Powersploit, WMI, VBS
 Credentials: credential-scraping,
Mimikatz, Tokens

390K
New Malicious code
samples per day
(According to AV-Test.org)
(1 Sample = 1 Signature)
TRADITIONAL AV
SOLUTIONS CANNOT KEEP
PACE

95%
Of Malware types showed up
for less than 30 days
4 out of 5
Malware variants lasted less
than 1 week
LEGACY AV VENDORS
CANNOT RESPOND FAST
ENOUGH

NGEP OFFERING ARE BASED ON DIFFERENT
PHILOSOPHIES, TECHNOLOGIES
 Prevention focused
 Includes HIPS, Anti-Exploit,
Application control
CAUTIONS:
 Multiple agents, multiple tools
 Same AV-related deficiencies
 Scan file system and crunch
metadata to predict the
existence of threats
CAUTIONS:
 Still limited to file-based
malware
 Algorithm requires constant
tuning by experts
 Threat detection based on
behavior and/or IOCs, coupled
with mitigation and forensics
CAUTIONS:
 No prevention
 Requires specialized personnel
operating in SOC capacity
Legacy AV + Add-ons
Scan-based
Predictive Analysis
EDR

Complete Visibility
Into all endpoint activity without any
performance drag
REAL-TIME, UNIFIED ENDPOINT PROTECTION
Advanced Static Prevention +
Dynamic Behavior Detection
To protect against threats across all
major vectors
Fully Automated
Threat mitigation and remediation
Go beyond prevention with a total protection platform. SentinelOne is the only platform that
defends every endpoint against every type of attack, at every stage in the threat lifecycle.
Certified Antivirus
replacement
Visionary
2017 Magic Quadrant for Endpoint Protection Platforms

2016 TO 2017
A DRAMATIC LEAP FORWARD

MULTI-LAYERED APPROACH ADDRESSES THE
ENTIRE THREAT LIFECYCLES
On ExecutionPre-Execution
Cloud Intelligence +
Whitelisting / Blacklisting
Post-Execution
Mitigation Remediation
Forensics
Dynamic Malware
Detection
Dynamic Exploit
Detection
Advanced
Static Prevention
11010
101010
11001

SENTINELONE ENDPOINT PROTECTION PLATFORM
Dynamic
Whitelisting /
Blacklisting
Cloud
Intelligence
PREVENTION
DETECTION
RESPONSE
360-degree
Attack View
Forensics
Mitigation
Remediation
Rollback
Auto-immunize
Blocked files
& applications
File-based malware
APTs
File-less / Memory-only malware
Exploits & script-based attacks
Common
threats
Nation-grade
APTs
Advanced
Static
Analysis
PRE-EXECUTION POST-EXECUTIONON-EXECUTION
STATIC
PROTECTION
DYNAMIC
PROTECTION
Dynamic
Behavior
Detection
Single Autonomous
Agent
LIGHTWEIGHT
Memory Footprint
Single
Management
Console
Cloud
or
On-Premise
Deployment

01
Superior Protection Against Advanced
Threats without Performance Overhead
BENEFITS
02
Automated Threat Mitigation at Machine
Speed
03
Visualize Attacks with Real-time Forensics
05
Protect User Endpoints and Data Center
Servers with a Single Platform
06
Manage User Endpoints and Data Center
Servers using a Single Server (or Console)
07
Easily Deployable Across Enterprise-scale
Environment
04
Seamlessly Adapt Against the Latest Threats
08
Cut TCO by up to 5x over Multi-solution
Approaches

MULTI-SOLUTION VS. UNIFIED APPROACH
Advanced Static Prevention
+ Whitelisting / blacklisting
Pre-Execution
Mitigation
Remediation
Post-Execution
Forensics
Dynamic Malware Detection
Dynamic Exploit Detection
On Execution
Multi-Solution Approach
EndpointProtectionPlatform
Unified Approach
 Single,
lightweight
agent
 Single
management
console
 Fewer FTEs
 Reduced TCO
 Multiple
agents
 Multiple
management
consoles
 More FTEs
 > 4x TCO of
SentinelOne

BEST-IN-CLASS NEXT-GEN ENDPOINT PROTECTION
Certified Proven Recognized
Visionary - 2017 MQ
for Endpoint Protection Platforms
The #3 cloud hosting provider
The #1 retailer
The #1 internet television
network
The #1 online travel chain
The #2 financial exchange
Our customers include:SentinelOne is a certified
replacement for Antivirus

PROTECTION FROM RANSOMWARE. WARRANTED
 SentinelOne detects and remediates ransomware
attacks AND financially backs its products
 With the SentinelOne Cyber Warranty:
 Customers will be compensated for any
successful ransomware attack
 Up to $1,000 per affected endpoint
 Up to $1M total

2017 GARTNER MAGIC QUADRANT
FOR ENDPOINT PROTECTION PLATFORMS

“…SentinelOne has had stellar growth in the enterprise
EPP market, and expects it to continue for the next
couple of years as it maintains a reputation as a leading
NGAV vendor.”
A Visionary
Gartner 2017 Magic Quadrant Endpoint Protection Platform
Gartner, Magic Quadrant for Endpoint Protection
Platforms,
30 January 2017
Gartner does not endorse any vendor, product or service
depicted in its research publications, and does not advise
technology users to select only those vendors with the
highest ratings or other designation. Gartner research
publications consist of the opinions of Gartner's research
organization and should not be construed as statements of
fact. Gartner disclaims all warranties, expressed or implied,
with respect to this research, including any warranties of
merchantability or fitness for a particular purpose.
A VISIONARY ON
THE GARTNER MQ

2016 TO 2017
A DRAMATIC LEAP FORWARD

NSS LABS
2017 AEP TEST REPORT

SENTINELONE EARNS ‘RECOMMENDED’ RATING
FROM NSS LABS
2017 AEP REPORT HIGHLIGHTS:
 100% block rate rating for malware and exploits
across six categories
 Leading TCO rating
 99.8% security effectiveness rating

SENTINELONE EPP: TOP TCO PER PROTECTED
ENDPOINT

AV-TEST.ORG
DECEMBER 2016

AV-TEST (MACOS) REPORT (DEC 2016)
100% MacOS malware detection
>99% MacOS X PUA
>99% Windows malware detection
0% FPs
6/6 Performance score

AV-TEST (MACOS) REPORT (DEC 2016)
LOWEST
PERFORMANCE IMPACT:
242 sec.
(for copying 27.3 GB of files
and downloading test files)

AV COMPARATIVES
NOVEMBER 2016

AV COMPARATIVES TEST REPORT (NOV 2016)
RTTL (AMTSO real-time threat list)
AVC (500 most recent, prevalent samples)
WPDT (real-world testing)
FPs (false positives)

AV COMPARATIVES TEST – EXPLOIT PROTECTION
(NOV 2016)
TESTS:
 10 RIG EK (Rig-E, Rig-V, Rig standard)
 2 Sundown EK
 3 Metasploit
 1 Powershell Empire
 1 Metasploit Macro
 1 Locky macro
 1 Dridex macro
 1 Dridex OLE

THANK YOU

Q & A
• 21ST SEPTEMBER 2017

Becoming your customer's security partner in the digital age

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