Symantec Portfolio - Sales Play

SYMANTEC: PORTFOLIO
Symantec Sales Play
Iftikhar Ali Iqbal
Presales Consultant
SYMANTEC: Portfolio Sales Play
Valid till Jan 2017

Agenda
Company Overview1
Cyber Security Threat Landscape & Market2
Why Symantec?4
What’s Next and Key Takeaways5
Portfolio & Competitive Analysis3

OVERVIEW: SYMANTEC

OVERVIEW: SYMANTEC
• Founded in 1982
• Headquartered in Mountain View, California, United States
• Fortune 500 company
• Development centers in Pune, Chennai and Bengaluru (India)
• Provides Software and Services
• Focus is on Consumer Security and Enterprise Security
• Symantec = syntax, semantics and technology
• 11,000 employees (July 2016)
• Operations in Americas, EMEA and APJ

OVERVIEW: SYMANTEC
• IPO on June 23, 1989
• Exchange: Ticker - NASDAQ: SYMC
• Fiscal Year Calendar: June to March
• Financial Data
FY2015 FY2014
$6,538 $6,701
($ in millions)
FY2016 FY2015
$3,600 $3,956
During fiscal 2016, the Company began presenting the
financial results of Veritas within discontinued operations. This
presentation reflects the financial results of Veritas within
discontinued operations for both fiscal years.
KSA GULF, PK
$30 ~$20-25
($ in millions)

OVERVIEW: DEMERGER
• On 1st October 2015, Symantec’s Information Management
business now operates as a separate privately held company
Veritas Technologies Corporation
• The sale completed 30 January 2016 when Veritas became a
privately held company.
• Solutions:
– Backup and Recovery
– Archiving and eDiscovery
– Business Continuity and Disaster Recovery
• Separate operations, partner programs, support, etc.

OVERVIEW: MAJOR MERGERS AND AQUISITIONS

OVERVIEW: MERGERS AND AQUISITIONS
• On June 13, 2016 it was announced that Symantec has acquired
Blue Coat for $4.65 billion.
• What is expected:
– Web and Cloud Security
– Encrypted Traffic Management
– Web Application Protection
• Blue Coat Threat Intelligence already integrated into Symantec

OVERVIEW: MANAGEMENT TEAM
Greg Clark
Chief Executive Officer
Michael Fey
President and Chief Operating
Officer
Nick Noviello
Executive Vice President and Chief
Financial Officer
Brian Kenyon
Chief Strategy Officer
Hugh Thompson
Chief Technology Officer
Michael Williams
Chief Marketing Officer

MARKET: CYBERSECURITY LANDSCAPE & MARKET

THREAT LANDSCAPE: THE NEWS

THREAT LANDSCAPE: THE BIG NUMBERS
• 3x – A large business attacked once in was likely to be attacked
• ½ - Of all targeted attacks were against small businesses
• 55% - Increase in the number of spear-phishing campaigns attacks
• ¾ - legitimate websites found to have unpatched vulnerabilities
• 125% - Increase in the number of zero-day vulnerabilities discovered
• 35% - Increase in crypto-ransomware (end-users to businesses)
• 9 – Mega breaches, a record, occurred in 2015
• 430 Million - new pieces of unique malware discovered
Internet Security Threat Report

THREAT LANDSCAPE: FUN FACT?
In 2009 there were
2,361,414
new piece of malware created.
That’s
1 Million 179 Thousand
a day.
In 2015 that number was
430,555,582

$1T
2017-2021
~$200B/Y
THREAT LANDSCAPE: MARKET PROJECTIONS/FORECASTS
By 2020
~170B/Y
$655B
2015-2020
~131B/Y
$500-700B
2017-2021
~$100-140B/Y
Various
Analysts
Corporations are
hesitant to
announce
breaches and
amounts of
security budgets
IT security services
are difficult to
fully size.
Tracking security
budget/cost
difficult they cut
across many
business areas
“Cybersecurity is the fastest growing tech sector. While all other sectors are
driven by reducing Inefficiencies and increasing productivity, cybersecurity
spending is driven by cybercrime. The unprecedented cybercriminal activity
we are witnessing is initiating so much cyber spending, it’s become nearly
impossible for the analysts to accurately track.”
Steve Morgan
Founder and Editor-In-Chief at Cybersecurity Ventures

SYMANTEC: PORTFOLIO

PORTFOLIO: SOLUTIONS/PRODUCTS

PORTFOLIO: NUTSHELL
Cyber Security Services
• Monitoring , Incident Response, Simulation, Adversary Threat Intelligence
Threat Protection
ENDPOINTS DATA CENTER GATEWAY
• Threat Prevention, Detection, Forensics & Resolution
• Device, Email, Server, Virtual & Cloud Workloads
• Available On-premise and Cloud
Unified Security Analytics Platform
• Big data security analytics; available to customers in self-service mode
Telemetry
Incident
Management
Protection
Engines
Global
Intelligence
Threat
Analytics
Information Protection
DATA ACCESS
• Identity and Data Loss Protection
• Cloud-based Key Management
• Cloud Security Broker
Users
Data
Apps
Cloud
Devices
Network
Data Center

OPPORTUNITY # 1
PROTECT MY ORGANIZATION FROM TARGETED ATTACKS
AND ADVANCED THREATS

PLAY 1: MALWARE PROTECTION
• THE PLAY:
– More complex multidimensional threat outbreaks
– Protect the endpoint, secure web and email gateways and provide
advanced threat protection
– Traditional malware security to Advanced Threat Protection
• THE SOLUTIONS:
– Endpoint Protection
– Mail Security for Exchange, Messaging Gateway, Email Security.Cloud
– Web Security.Cloud
– Advanced Threat Protection
– Protection Engine

OPPORTUNITY # 2
HELP ME SECURE MY BUSINESS-CRITICAL SYSTEMS FROM
CYBER THREATS

PLAY 2: DATA CENTER SECURITY
• THE PLAY:
– Mission critical servers require more than antimalware
– Protect physical, virtual and cloud servers in heterogeneous environments
– Protect IoT infrastructure/devices
– Be able to cover legacy Operating Systems
– Agent-less antimalware for VMware Infrastructure
• THE SOLUTIONS:
– Critical System Protection
– Data Center Security: Server
– Data Center Security: Server Advanced

OPPORTUNITY # 3
HELP MITIGATE RISK OF IP LOSS FROM CYBER THREATS

PLAY 3: DATA LOSS PREVENTION
• THE PLAY:
– Protect information against loss and theft, comply with data privacy
regulations, and safeguard their reputation.
– Prevent leakage of information from Endpoint, Network, Storage, Mobile and
Cloud
– Encrypt data at rest or transit
– Ensure required data/resources are accessed by authorized employees with 2-
FA or multi-factor authentication
• THE SOLUTIONS:
– Data Loss Prevention
– Encryption
– Validation and ID Protection

OPPORTUNITY # 4
I REQUIRE VISIBILITY AND SECURE MANAGEMENT
ACROSS DEVICES, PLATFORMS AND APPLICATIONS

PLAY 4: ENDPOINT MANAGEMENT
• THE PLAY:
– Provisioning and migration of endpoints
– Make sure that operating systems, Microsoft and non-Microsoft software
are up to date
– Software and license management
– Inventory and management of endpoint hardware and applications
• THE SOLUTIONS:
– Client Management Suite
• Deployment Solution
• Patch Management Solution
• Software Management Solution
• Inventory Management Solution

OPPORTUNITY # 5
HOW CAN I BUILD TRUST WITH EACH CUSTOMER?
HOW CAN I SECURE USER ACCESS AND COMMUNICATIONS
IN MY ORGANIZATION?

PLAY 5: PUBLIC KEY CERTIFICATES
• THE PLAY:
– Businesses and organizations of all kinds rely on websites, intranets, and
extranets to exchange confidential information and enable eCommerce.
– SSL/TLS Certificates, Code Signing Certificates and Digital Certificates
– SSL/TLS - Encrypt transmission and establish identity
– Digital Certificates - Authenticate devices and users
• THE SOLUTIONS:
– SSL
– Managed Public-Key Infrastructure

93%
Lack of
Resources,
Support and/or
Time
<15%
Work in Security
Awareness, Full-
Time
60%
Level of Executive
Support
Security Awareness
practitioners have a
communication
background
4%

46%
Shortage of
Cybersecurity
skills
9%
No cybersecurity
skill deficiencies
86%
Difficult to recruit
cybersecurity
professionals
Cybersecurity skills,
most beneficial to
employees and
organization
44%

67%
Incident Repose
more difficult
than 2 years ago
74%
Regularly ignore
some security
alerts
80%
Increase spending
on IR over 2 years
Specific incident
response training
for IT operations
staff
35%

77%
Threat
Intelligence is
valuable to
security mission
70%
Too
voluminous/com
plex for
actionable
intelligence
27%
Effective in utilizing
data to pinpoint
cyber threats
Paid fees provides
more more
actionable
intelligence
46%

56%
Unlikely or highly
unlikely be able
to detect a
sophisticate
attack
53%
Lack of skilled
resources as a
barrier to value
creation
63%
Budget constraints
for IS to contribute
to organization
Have formal
process and
advanced detection
function
9%

OPPORTUNITY # 6
HOW CAN MY ORGANIZATION BE CYBER INTELLIGENT,
VIGILANT, RESPONSIVE AND READY?

PLAY 6: CYBER SECURITY SERVICES
• THE PLAY:
– Security-as-a-Service
– To address the lack of security expertise
– Intelligence on threats and adversaries
– Timely response to security incidents
• THE SOLUTIONS:
– Managed Security Service
– DeepSight Intelligence
– Incident Response Services
– Security Simulation

PORTFOLIO: SERVICES
Support
Services
Consulting
Services
Education
Services
Essential
(24x7)
Basic
(9x5)
Business Critical
Services
Help me
DESIGN it,
INSTALL it,
ENHANCE it
Help me LEARN
about it & USE it
Help me UNLOCK
VALUE &
OPTIMIZE it
Help me FIX it
Advisory
Design
Implement
Optimize
On-site
Specialist
Classroom
Virtual
Academy
Remote
Specialist
Residency

SYMANTEC: COMPTETIVE ANALYSIS

COMPTETIVE ANALYSIS: PORTFOLIO
Threat Protection
Telemetry
Incident
Management
Protection
Engines
Global
Intelligence
Threat
Analytics
DATA ACCESS
Users
Data
Apps
Cloud
Devices
Network
Data Center
Monitoring , Incident Response, Simulation, Adversary Threat Intelligence

COMPTETIVE ANALYSIS: COMPETION BY PORTFOLIO
Information ProtectionThreat Protection

SYMANTEC: WHY SYMANTEC?

SYMANTEC: THE TEAM
- approx. 550 employees
- security engineers, virus hunters,
threat analysts, and researchers
- Monitoring 130 million systems
- Data from 240,000 network sensors
- 200+ countries
- Tracking vulnerabilities
- Affecting 55,000 technologies
- 8,000+ vendors
- 7.5 million signatures
- 200 different network protocols
- 400 different behaviors
- 2.5 billion good/bad files
- 175 million participating users
• 15 Years Delivering Security Monitoring and
Log Management
• 248+ Years of Forensic Investigation
• Average Experience of 15 Years
In-Field Active Investigation
• Hand Picked Security Professionals from
Government Agencies and Organizations
Around the World
EXPERIENCE
• 500+ Certified Cyber Security Professionals,
SOC Analysts 100% GIAC-GCIA Certified
• Leading Experts in Incident Response, Security
Monitoring and Intelligence
• Worlds Largest Cyber War Games Program
• Skilled in Cyber Security, Forensic Investigation,
Analysis, Data Science and Research
EXPERTISE
SECURITY TECHNOLOGY AND RESPONSE TEAM (STAR) CYBER SECURITY TEAM

SYMANTEC: GLOBAL INTELLIGENCE NETWORK (GIN)
One of the largest civilian cyber intelligence networks
3.7 Trillion rows of security-relevant data
175M
Consumer and
Enterprise
endpoints
protected
57M
attack sensor
in 157countries
182M
web attacks
blocked last year
Discovered
430 million
new unique pieces
of malware last year
2 Billion
of email traffic
scanned/day
1 Billion
web requests
scanned daily
12,000+
Cloud applications
protected

SYMANTEC: ANALYST RELATIONS
Threat Protection
Telemetry
Incident
Management
Protection
Engines
Global
Intelligence
Threat
Analytics
DATA ACCESS
Users
Data
Apps
Cloud
Devices
Network
Data Center

Threat Protection Information Protection

SYMANTEC: WHAT’S NEXT?

SYMANTEC: PORTFOLIO
Threat Protection
Telemetry
Incident
Management
Protection
Engines
Global
Intelligence
Threat
Analytics
DATA ACCESS
Users
Data
Apps
Cloud
Devices
Network
Data Center

File
URL
Whitelist
Blacklist
Certificat
e
Machine
Learning

DLPSecure Web
Gateway
Risk
Insight
Secure Mail
Gateway
Web Application
Firewall
Advanced Threat
Protection
Malware
Analysis
Cyber Security
Services
IT System
Management
Endpoint
Protection
EDR
Endpoint
Cloud
VIP
Identity
Local
Intelligence
File
URL
Whitelist
Blacklist
Certificate
Machine
Learning
SIEM Integration
Data Center
Security
EncryptionContent
Analysis
Performance
Optimization
Cloud
Secure Web
Gateway
Cloud
DLP CASB
Managed
PKI
Email
Security
Data
Center
Security
Cloud
Sandbox
Website
Security
Encryption
Compliance
Management
Encrypted
Traffic
Management
Security
Analytics
SOC Workbench
Third Party Ecosystem
ONPREMISESCLOUD
Cloud Data
Protection

SYMANTEC: RESOURCES

RESOURCES: SALES
• Websites:
– Licensing Programs - https://www.symantec.com/support-center/buying-programs
– Partner Portal - https://www.symantec.com/partners
– Industry Analyst Reports - http://www.symantec.com/about/industryanalysts/analystreports.jsp
– Third-Party Tests Reports - https://www.symantec.com/products/performance-center
– Sales Support Cases – https://support.symantec.com/en_US/mysymantec.html
• Starting Point:
– Licensing Program (Express, Government, Rewards, etc)
– Opportunity Registrations (Opportunity Registration Rebate and Margin Builder)
– Support Types (Essential and Basic)
– Renewals
– Software Activation
– Price List
– Know What You Can Sell and Earn (Partner Program - Secure One)
– Independent Reports
– After-Sales Licensing Support

RESOURCES : PRODUCT EDUCATION - SALES
• Websites:
– Online Technical Training - https://education.symantec.com/Saba/Web/sena
– Symantec Community - http://www.symantec.com/connect/
• Product Material:
– Data Sheets/Brochures
– Licensing Guides
– Cheat Sheets/Sales Guides/ Sales Presentations
• Training and Certification:
• Symantec Sales Expert (SSE) – Overview and Positioning
• Symantec Sales Expert Plus (SSE+) – Simple Design and Demo (presales mindset)

RESOURCES : PRODUCT EDUCATION - TECHNICAL
• Websites:
– Online Technical Training - https://education.symantec.com/Saba/Web/sena
– Documentation and Support - https://support.symantec.com/en_US.html
– Symantec Community - http://www.symantec.com/connect/
– Technical Support Cases – https://support.symantec.com/en_US.html
• Product Material:
– Data Sheets/Whitepapers
– Licensing Guides
– Symantec eLibrary (Online Technical Training)
– Product Guides and Articles (Documentation and Support)
• Training and Certification:
• Symantec Sales Expert Plus (SSE+) – Simple Design and Demo (presales mindset)
• Symantec Certified Specialist (SCS) – Design, Deploy and Administer

SYMANTEC: AREA OF FOCUS
• Portfolio covers a broad range of technologies/services:
– Endpoint, Mail and Web Security with Content Analysis
– Network Forensics and Web Application Firewall
– Advanced Threat Protection and Malware Analysis
– Data Loss Prevention, Encryption and Encrypted Traffic Management
– SSL, 2 FA, Single-Sign On and Managed PKI
– Cloud Access Security Broker (CASB)
– Network Performance Optimization
– Advanced Security for Virtual and Physical Servers/Environments
– Client, Server, Asset Management and Help Desk
– Malware Protection for NAS and Web Applications
– IT Risk and Compliance
– Technical and Adversary Intelligence
– Managed Security Services
– Incident Response
– Security Simulation

SYMANTEC: ENDING NOTE

Thank you!
Copyright © 2017 Symantec Corporation. All rights reserved. Symantec and the Symantec Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in
the U.S. and other countries. Other names may be trademarks of their respective owners.
This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied,
are disclaimed to the maximum extent allowed by law. The information in this document is subject to change without notice.
Thank you!
Iftikhar Ali Iqbal
Pre-sales Consultant
iftikhar_iqbal@mindware.ae

Symantec Portfolio - Sales Play

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