Grow Your Deal size by 80% by attaching Forefront to your Secure Messaging and Collaboration SolutionsScott Gosling

Infrastructure Practice Manager - Data #3

Robert Bannerman – Business Development Manager-Microsoft

Frederique Dennison

Security and Management Product Manager – Microsoft

Agenda

• Customer Pain Points• Market Opportunity• The Microsoft Solution• Scott Gosling – Data#3 • Looking Forward• Summary

Messaging and Collaboration Security Challenges

*2005 Electronic *2005 Electronic Monitoring & Surveillance Survey from American Management Association (AMA) and the ePolicy Institute & Surveillance Survey from American Management Association (AMA) and the ePolicy Institute

Control: Increasing regulations and compliance

Varying levels of compliance across organization Concern for loss of sensitive information Need to restrict inappropriate content

Need uninterrupted access to their inbox Mobile and remote access are critical for

productivity Security measures sometimes add hassle

Threat: Security threats continue to grow Spam, viruses and phishing still plague inboxes Network attacks still prevalent

Access: Growing Mobility

Secure Messaging and Collaboration

Secure CollaborationSecure CollaborationSecure MessagingSecure Messaging Secure CollaborationSecure Collaboration

Market Opportunity

Market Size

The Microsoft Solution

Internet

MalwareInappropriate Content

Extranet

Indexing Server

SQL Back End

MalwareInappropriate Content

Management

FirewallExternal SharePoint Users

InternalSharePoint Users

Forefront Security for Exchange or SharePoint Protection Scenarios

Web Front End

ISA Server & Intelligent Application Gateway

• Rapid response to new threats

• Fail-safe protection through redundancy

• Diversity of antivirus engines and heuristics

Response time1 (in hours)The Microsoft

multiple-engine solution

WildList Number

MalwareName

Forefront

Set 1

Forefront Set 2

Forefront Set 3

Vendor A* Vendor B* Vendor C*

01/08 agent_itw14.ex_ 0.00 0.00 0.00 0.00 268.65 65.3301/08 autorun_itw180.ex_ 0.00 0.00 0.00 1023.47 0.00 1123.9801/08 autorun_itw92.ex_ 0.00 0.00 0.00 275.67 0.00 731.4301/08 ircbot_itw227.ex_ 0.00 0.00 0.00 1083.70 640.45 557.5301/08 ircbot_itw236.ex_ 0.00 0.00 0.00 0.00 711.47 1148.2701/08 ircbot_itw238.ex_ 0.00 0.00 0.00 563.13 521.73 452.1301/08 ircbot_itw295.ex_ 0.00 0.00 0.00 40.08 226.02 37.3201/08 ircbot_itw301.ex_ 387.98 387.98 404.13 558.98 678.73 514.5501/08 ircbot_itw305.ex_ 387.98 387.98 404.13 484.80 485.77 487.3801/08 ircbot_itw308.ex_ 0.42 0.42 0.42 101.02 12.03 2.1001/08 ircbot_itw314.ex_ 0.00 0.00 0.00 808.48 355.20 802.0301/08 ircbot_itw317.ex_ 0.00 0.00 0.00 12.45 506.28 6.5701/08 pushbot_itw2.ex_ 0.00 0.00 0.00 0.00 700.27 696.1701/08 rbot_itw2555.ex_ 0.00 0.00 0.00 1083.70 0.00 1082.2801/08 rbot_itw2579.ex_ 0.00 0.00 0.00 386.60 306.83 422.2701/08 rbot_itw2582.ex_ 0.00 0.00 0.00 1117.85 0.00 138.8301/08 rbot_itw2583.ex_ 0.00 0.00 0.00 1112.17 3.67 1110.7501/08 sdbot_itw2584.ex_ 0.00 0.00 0.00 961.78 344.62 795.3501/08 sdbot_itw2596.ex_ 0.00 0.00 0.00 301.77 415.20 89.5001/08 sdbot_itw2636.ex_ 0.00 0.00 0.00 0.00 247.47 699.3302/08 autorun_itw245.ex_ 0.00 0.00 0.00 1321.35 0.00 1025.3002/08 ircbot_itw318.ex_ 0.00 0.00 0.00 100.02 619.72 223.4202/08 ircbot_itw320.ex_ 0.00 0.00 0.00 157.67 120.12 669.1502/08 ircbot_itw336.ex_ 0.00 0.00 0.00 181.08 811.67 17.4702/08 ircbot_itw337.ex_ 0.00 0.00 0.00 701.95 901.80 54.6802/08 ircbot_itw338.ex_ 0.00 0.00 0.00 97.73 763.30 81.0202/08 rcbot_itw342.ex_ 0.00 0.00 0.00 1360.62 78.92 260.15

* Includes beta signatures** 0.00 denotes proactive detection

1 Source: AV-Test.org 2008 (www.av-test.org)

Other single-engine solutions

= Less than 5 hours

= 5 to 24 hours

= More than 24 hours

The Forefront Multiple Engine Advantage

.

Secure Messaging and Collaboration

• Deep integration with Exchange Server• Scanning innovations and performance controls• Maintains uptime and optimizes performance

Comprehensive Comprehensive ProtectionProtection

Integrated Integrated SecuritySecurity

Simplified Simplified ManagementManagement

• Easily manage configuration and operation• Automated signature updates• Reporting, notifications and alerts

• Multiple antivirus engines• File Filtering and premium anti-spam protection• Secure remote access to mail, attachments, and IM

Valid through Sep 30, 2008. Act Now!

Increase Your First SSA Claim By 50%

Regular SSA FeesUp To 30%

SSA Jumpstart50% Of Eligible Fees

https://partner.microsoft.com/securitysoftwareadvisor

Accelerated Revenue GrowthMicrosoft Security Software Advisory (SSA) program for Forefront solutions

New ‘SSA Partner Jumpstart’ Promotion

Secure Communications

14

Exchange Enterprise CAL,

Forefront Security Suite, or

Microsoft Enterprise CAL

Secure MessagingSecure Messaging Secure CollaborationSecure Collaboration

Internet Security and Acceleration Server

Intelligent Application Gateway

Internet Security and Acceleration Server

Intelligent Application Gateway

Forefront Security Suite

or

Microsoft Enterprise CALAND AND

Licensing Made Simple

Forefront Best Practice

Scott Gosling National Practice Manager – Data #3

Attach and ExpandEvery Sale of MOSS, Exchange and OCS is a Forefront opportunity

• Position Forefront as the “Natural” protection Platform

• Use FSS and FSE to lead FCS

• Increase value with Forefront Server Security Management Console (FSSMC)

Cross Over Organizational SilosUse MOSS, Exchange and OCS to talk Infrastructure and Security beyond Forefront

• Use Forefront for MOSS as an entryway into Infrastructure and Security discussion

• Use the Infrastructure Optimization model−Learn more about your customer−Create a framework for future communications

and activities

• Use Rights Management Services (RMS) to discuss Security Policy and Posture with Compliance group

Increase RevenueAdd additional services and SSA rebates to MOSS, Exchange, and OCS

• Forefront adds 1-3 weeks to the deployment in services per server

• Sign up for SSA rebates to earn up to 30% margin

• Forefront, IAG, RMS differentiates you from other partners in RFP responses and competitive bids

Typical 3000 seat Customer Customer Upgrading to Exchange 2007

• Positioning of FSE adds ~2 weeks of services to the deployment in services− $14,000

• Deployment of FCS Adds 4 weeks of services− $24,000

• SSA rebates of 30% on license sales− FSE: ~$13,500− FCS: ~$12,000

Looking Forward

• Small Business Server 2008− FSE 120-day trial

• Windows Essential Business Server− FSE 1 year license

• Threat Management Gateway• Next Generation of Forefront Security for Exchange Server• Forefront Codename “Stirling”• More opportunity to sell FSE to more customers!

Dynamic ResponseDynamic Response

Network EdgeNetwork EdgeServer Server ApplicationsApplications

Client And Server Client And Server OSOS

vNext

vNext

An Integrated Security System

Network firewall

Application firewall

Internet access protection (proxy)

Basic OWA & SharePoint publishing

IPsec VPN (remote & site to site)

Web caching, HTTP compression

Web anti-virus, anti malware

URL filtering

Email anti-virus, anti-malware

Intrusion prevention

TMG Feature SummaryISA 2006ISA 2006 TMGTMG

NewNew

NewNew

NewNew

NewNew

Integration with codename “Stirling” NewNew

Enhanced UI, management, reporting NewNew

Exchange publishing (RPC over HTTP)

Windows Server 2008, Native 64-Bit NewNew

TMG in TMG in CentroCentro

NewNew

NewNew

NewNew

How To Win!

• Established technology−Multi-engine advantage− Integrated with existing Infrastructure

• Single Vendor− Identity and Security−Support

• Licensing−Value Packed Suites

• Strategy and Roadmap

Partner Commitment

Enroll in Microsoft Partner Program

Sign up for Security Software Advisor (SSA) Program and Attain Security Solutions Competency

Build Forefront, IDA and System Center into Messaging and Collaboration Offerings

Engage with Microsoft and participate in Global Customer Campaigns

Make more money!

1.1.

2.2.

3.3.

4.4.

5.5.

For More Information

• Forefront: Forefront: www.microsoft.com/forefront

• Identity and Access:Identity and Access: www.microsoft.com/ida

Q&A

© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after

the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.