Evolve to become an MSSP with Cyberoam
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Transcript of Evolve to become an MSSP with Cyberoam
Evolve to become an MSSP with Cyberoam
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
Securing You
The Security Reseller DilemmaThe Security Reseller Dilemma
How can I grow my business with the expertise I already have and move up in the value chain?
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
Securing You
Partner’s revenue today
– Margin from appliance sales + subscription sales / renewal
Your current business modelYour current business model
Reseller person selling Cyberoam appliance to a customer
Cyberoam Reseller
Customer # 1 Customer # 2
Customer # 3 Customer # 4
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Securing You
How do I grow faster and smarter?
Limited revenue per customer
Find new customers constantly
Face competition in current and prospective accounts
Zero revenue support liability to maintain customer relationship
Averting risk in tough economic times
Challenges with current business modelChallenges with current business model
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
Securing You
Products moving towards services e.g. Software as a Service
Now it’s time for Network Security to move to Services model
How to meet the challenges?How to meet the challenges?
product
Services
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Securing You
Why become an MSSP?Why become an MSSP?
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Global Managed Security Services (MSS) market : USD 4.5 billion
(e.g. MSS market in Europe = USD 2.1 billion (in 2010))
Expected compounded annual growth rate : 14 %
Demand of Managed Security Services is on the rise
Why get into Managed Security Services business?Why get into Managed Security Services business?
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
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Market opportunitiesMarket opportunities
Customers willing to outsource than ever before
Looking for both an outsourcer and a strategic partner to help transform their security capabilities
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
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Drivers for employing Managed Security Services (MSS)Drivers for employing Managed Security Services (MSS)
Source: Forrester Research
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
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Becoming an MSSP with Cyberoam’s offeringsBecoming an MSSP with Cyberoam’s offerings
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Challenges of MSSPChallenges of MSSP
Providing best quality of services to clients with least effort and cost- Provide higher coverage of managed security services- Centralized control of client network’s security
Policy setting, Modification, Monitoring Performance, Reacting to situations in time, Pro-active security management
Have a system that- Is simple to configure and manage- helps meet the SLA’s- Help customers to display compliance
Ability to offer flexible security plans to clients
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
Securing You
Cyberoam UTM
Virtual CCC (Virtual Cyberoam Central Console)
Cyberoam iView
Product Training
Cyberoam products that help you become MSSPCyberoam products that help you become MSSP
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
Securing You
Reduced complexity - All-in-one approach simplifies product selection, integration and support
Easy to deploy- Customers, VARs, VADs, MSSPs can easily install and maintain the
products
Remote Management - Remote sites may not have security professionals – requires plug-and-
play appliance for easy installation and management
Better Man Power Management- Reduction in dependency and number of high end skilled Human
resources
Managed Services- Security requirements & day to day operations can be outsourced to
MSSPs
Benefits of UTM AppliancesBenefits of UTM Appliances
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CCC Features & BenefitsCCC Features & Benefits
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iView - Cyberoam’s Logging and Reporting TooliView - Cyberoam’s Logging and Reporting Tool
MSSPs can aggregate the reports of various customers Free (Open Source) Aggregation of logs and data from multiple CR appliances as
well as competitor appliances, Squid, Access Gateway etc Centralized storage of reports and log data View reports of specific devices Real-time Monitoring and Alerting Over 1000+ Drilldown Reports Reports in HTML, PDF, & CSV formats & Email Alerts Role based user access of iView Compliance Reports
www.cyberoam.com © Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved.
Securing You
Become an MSSP with Cyberoam’s offeringsBecome an MSSP with Cyberoam’s offerings
Boston
Dubai
New York
Group: Customer2
Boston
Dubai
New York
Group: Customer1
MSSP Network
Customer
Appliances
Boston
Dubai
New York
Group: Customer3
Convert existing and prospect client opportunities to Managed Security Services (MSS)
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Dedicated technical support team to assist MSSP
Cyberoam; a one stop solution provider to become MSSP UTM for Gateway level security
Virtual CCC for centralized security management
iView for centralized reporting
Existing relationship with Cyberoam
Training on Cyberoam products to know and use Cyberoam products better
Benefits of Cyberoam products for MSSPBenefits of Cyberoam products for MSSP
Cyberoam products MSSP
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Move up the value chain without infrastructure investment
Strengthening relationship with Cyberoam and clients
Serve customers at lesser cost Charge support/services to the
customer Reduced need to visit customer site for
any support issue
Overall BenefitsOverall Benefits
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Securing You
How to become an MSSP?How to become an MSSP?
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Lack of understanding of how the MSSP business works
What to offer as an MSSP? – possible business models
How and when to break-even?
Challenges in becoming an MSSPChallenges in becoming an MSSP
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Securing You
Complete MSSP services
Including product, MSSP services
Partial MSSP services
Client buys product on their own
MSSP only provides services
Other types of services
Charge fee per security subscription management
Onsite and/or Offsite
Flavors of Managed Security ServicesFlavors of Managed Security Services
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Securing You
Let’s take a scenario
You are not an MSSP currently and want to get into this business
Opportunity of customers willing to outsource their security management 5 Customers with 2 sites each (40 people per office)
Hence, 10 sites /locations (1 UTM appliance per location) – 10 UTMs
A sample cost calculation exerciseA sample cost calculation exercise
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Evaluating each cost centerEvaluating each cost center
Note: The Cyberoam appliance cost includes 3 year security subscriptions of AV, AS, IPS, Web & App Filtering, Support, Warranty and has been assumed for sake of calculations only and can vary based on different factors
Cost of onsite visit required to customer sites - travel, lodging etc• Safe Assumption: Engineer visit required to 10% of sites per year for maintenance• For 10 sites, 1 visit is required = EUR 500
EUR
500Cost of maintaining spares for replacement• Spares (replacement rate - 8% per yr, 1 unit)• Industry average 3% replacement per year & Safe Assumption 10% replacement rate• For 10 sites, 1 spare UTM appliance is required = EUR 800 (does not include subscription costs)
EUR
800
Lease cost (by leasing company) • Considering 10% Interest rate per year• For 10 Cyberoam UTM appliances, lease cost of appliances = EUR 1200
EUR
1200
Cost of setting up Security Operations Center (SOC)• One time infrastructure cost (LCD, Server, Ticketing Software etc) = EUR 12000/-• Maintenance cost of infrastructure 2nd year onwards (10%) - EUR 1200 per year
EUR
12000
Cost of manpower• One Person can monitor and manage 50 sites• Salary of person per year - EUR 40,000• For 10 sites, manpower cost = EUR 8000
EUR
8000
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10 sites /locations (1 UTM appliance per location)
Annual cost– Year 1 = EUR 34500– Year 2 = EUR 11700– Year 3 = EUR 11700
• Monthly cost per site– Year 1 = EUR 288– Year 2 = EUR 98– Year 3 = EUR 98
Total costTotal cost
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• 10 sites /locations (1 UTM appliance per location)• Charge MSS fee = EUR 300 per month /site
Revenue and Profit with MSSP servicesRevenue and Profit with MSSP services
Year 1 Year 2 Year 30
5000
10000
15000
20000
25000
30000
35000
40000
45000
CostRevenue
in EUR Cost RevenueYear 1 34500 36000Year 2 11700 39000Year 3 11700 39000
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Typical MSS contract with customerTypical MSS contract with customer
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• 3 years contract with customer• Combination of Onsite and Offsite services• Separate installation cost• Liability (only till 1st year. No cost after 1 year as breakeven done
in 1st year)• Exit clause for Customer (charge a fee)• Deliverables
Typical MSS contract pointsTypical MSS contract points