GTM Strategy Presentation - Partners 2014
-
Upload
maria-smith -
Category
Documents
-
view
65 -
download
0
description
Transcript of GTM Strategy Presentation - Partners 2014
-
2013 Websense, Inc. Page 1Proprietary and Confidential
TRITON STOPS MORE THREATS. WE CAN PROVE IT.
PARTNER SALES TRAINING
-
2013 Websense, Inc. Page 2Proprietary and Confidential
Global Customer Facing Presence
1600 Employees
5 Global
Support
Centers
110 Security
Labs
Engineers
Technical Support
- US
- UK
- Australia
- India
- China
Customer
Engineering
- 80 Dedicated Eng
Security Labs
- Global Response
Sales Engineering
- 100+ Engineers
-
2013 Websense, Inc. Page 3Proprietary and Confidential
Global Cloud Footprint
3
Current Data Centers (ISO 27001 Certified) US (3)
San Jose (WEM)
Ashburn (WEM)
Chicago (W)
Europe (6)
Heathrow (WEM)
Feltham (WEM)
Dusseldorf (WEM)
Paris (WE)
Frankfurt (E)
Geneva (E)
CALA (1)
Sao Paulo (W)
Africa (1)
Johannesburg (WE)
APAC (4)
Hong Kong (WE)
Sydney (WEM)
Mumbai (WE)
Singapore (WM)
-
2013 Websense, Inc. Page 4Proprietary and Confidential
Health CareBanking
APAC Customers That Trust Websense
4
RetailManufacturing/Oil/GasTelco/Media/IT
TransportationEducation / OtherProperty/Construction/Utilities
Government
-
2013 Websense, Inc. Page 5Proprietary and Confidential
Advanced
Threat
Classification
Global
Threat .
Awareness s
Web & Email Security Gateways
Snapshot of Websense protects Advance Threats
Dete
cti
on
&
Pre
ven
tio
nP
rote
cti
on Data
Security
Suite
TRITON ThreatScope
TRITON RiskVision
Integrated
DLP Engine
Dynamic
C&C
Detection
URL
Sandbox
Phishing Reporting &
Education Web & Email File Sandboxing & Forensic Reporting
Threat and Data Theft Monitoring and Forensic Reporting
Real-Time Protection Inline Analysis Composite Risk Scoring Advanced Threat Dashboard
-
2013 Websense, Inc. Page 6Proprietary and Confidential
TRITON STOPS MORE THREATS. WE CAN PROVE IT.
Websense Core Technologies
6
-
2013 Websense, Inc. Page 7Proprietary and Confidential
Composite Scoring
Predictive Analysis
Data Theft Prevention
ThreatScope Malware
Analysis Sandbox
Advanced Threat
Defenses
Spear Phishing
Protection
Forensic Reporting
Sandboxing
Enterprise DLP
MacOS & iOS1Web Security
Email Security
Data Security/DLP
Mobile Security
Unifies 900M+ endpoints
Analyzes 3-5B requests/day
Facebook Partnership
Largest Intelligence Network
Managed by:
TRITON Architecture
Global Threat
Awareness
Real-time
Threat Detection
Protection &
Deployment
Unified
Console
-
2013 Websense, Inc. Page 8Proprietary and Confidential
Real-time Threat & Content Analysis
Real-time Threat Engines
Security, Data, Content
Over 10,000 Analytics
Three Anti-Malware Engines
Commercial AV Engine
Heuristic Analysis Engine
Malicious PDF Engine
Spear-Phishing, Reputation and Web Link defenses
Composite Scoring Model
Behavioral Analytics
Websense ACE
-
2013 Websense, Inc. Page 9Proprietary and Confidential
Unbeatable Threat Intelligence
Websense ThreatSeeker Intelligence Cloud
ThreatSeeker
Intelligence Cloud- Connects 900M Endpoints
- Up to 5B Requests / Day
Websense Labs
Websense Customers Security and
URL Database
URL Requests Database Updates (real time)
-
2013 Websense, Inc. Page 10Proprietary and Confidential
Defenses & Analytics
ThreatSeeker Network Intelligence
Over 900M Endpoints, 3-5B Requests/day
Facebook Partnership
Websense Security Labs
Global locations working 24/7
Real-time Updates to ACE
Predictive Defense
Composite scoring inputs
Determine defense analysis
Convicts via prediction
-
2013 Websense, Inc. Page 12Proprietary and Confidential
Proven Daily
Five Top AV Engines
Results Posted Daily
Security Labs Site
AV Test Results
Real-time Updates
Requests Analyzed
Security Blog
-
2013 Websense, Inc. Page 13Proprietary and Confidential
Security Effectiveness Report
Web Security
Effectiveness
Test
Threat Stage
Testing
Data Theft
Defense
Validation
Forensic
Reporting
Review
Usability
& Policy
Comparison
Websense Blue Coat Cisco FireEye McAfee Palo Alto
2.2M
WBSN & FEAll Vendors All Except FE WSGA Only All Except FE
41 2 3 5
-
2013 Websense, Inc. Page 14Proprietary and Confidential
The most
effective anti-
malware
protection from
advanced
threats and
data theft.
The most
advanced email
defenses
against blended
and targeted
attacks.
Enterprise DLP
with proven
risk reduction
in 5-6 weeks.
Features user &
destination
awareness.
The best
protection for
web & email for
any location at
the lowest TCO
and easiest
deployment.
Uniquely
effective
protection for
mobile data
from theft, loss,
malicious apps
and web
threats.
TRITON Security Platform
WEB EMAIL DATA CLOUD MOBILE
-
2013 Websense, Inc. Page 15Proprietary and Confidential
Analysts Recognize Websense
2012 Global Web Content Filtering
Competitive Landscape: Sole Market
Leader
2012 Global Web Content Filtering
Market Share Leader
2013 Content-Aware Data Loss
Prevention MQ: Leaders Quadrant
Secure Web Gateway Software
2012 Worldwide Market Share Leader
2013 Secure Web Gateway MQ:
Leaders Quadrant
2013 Secure Email Gateway
MQ: Visionaries Quadrant
Hosted Message Security
Services Radar Report:
Value Leader
Best Hybrid Strategy Award
Integrated Content Security
Gateways
CY12 Worldwide Market Share
Leader
2013 Corporate Web Security
Market Quadrant: Top Player
2012 IDC MarketScape: WW Web
Security Products:
Leader
Web Security Software
2012 Worldwide Market Share Leader
2012 WCF Vendor Landscape:
Champion
2012 DLP Vendor Landscape: Champion
& Trend Setter Award
2012 Email Content Security
Wave: Leader
2013 Content-Aware Data Loss
Prevention Market Quadrant: Top
Player
-
2013 Websense, Inc. Page 16Proprietary and Confidential
TRITON STOPS MORE THREATS. WE CAN PROVE IT.
Websense Solutions For a New World
16
-
2013 Websense, Inc. Page 17Proprietary and Confidential
The most
effective anti-
malware
protection from
advanced
threats and
data theft.
The most
advanced email
defenses
against blended
and targeted
attacks.
Enterprise DLP
with proven
risk reduction
in 5-6 weeks.
Features user &
destination
awareness.
The best
protection for
web & email for
any location at
the lowest TCO
and easiest
deployment.
Uniquely
effective
protection for
mobile data
from theft, loss,
malicious apps
and web
threats.
TRITON Security Platform
WEB EMAIL DATA CLOUD MOBILE
Advanced Threats
Data Theft & Loss
Threat Dashboard
Malware Sandbox
Forensic Reports
Forensic Data
SSL Inspection
Social Media
App Controls
Video Controls
Hybrid Solution
Spear-Phishing
URL Sandboxing
Advanced Threats
Data Theft & Loss
Anti-Spam
TLS Encryption
Advanced Encrypt.
Cloud Archiving
Image Analysis
Cloud Cleansing
Hybrid Solution
Content Aware DLP
Data Discovery
DLP Gateway
DLP Endpoint
MacOS & Windows
Off-Network Prot.
Portable Decrypt.
1,700+ Policy/Temp.
Drip DLP Detect.
OCR of Image Text
Geo-Location
Web & Email
URL Sandboxing
Advanced Threats
SSL Inspection
Social Media
Video Controls
Easy to Provision
Cloud On-Ramps
Lower TCO
Cloud Ops Centers
ISO 27001
Cloud Service
Web Security
Malicious Apps
Mobile Email DLP
App Controls
Device Mgmt.
BYOD Policy
Corporate Policy
Reporting/Inventory
Cloud Ops Centers
ISO 27001
-
2013 Websense, Inc. Page 18Proprietary and Confidential
Web Security On-Site/Hybrid
TRITON Console
Web Security*
IPv6 / CC EAL2+ / FIPS
Social Web Controls
Adv. Threat Dashboard
Data Theft Defenses
Web Proxy + SSL
Web Channel DLP
Hybrid Deployment
ACE RT Defenses
Web Security
Gateway Anywhere
(WSGA)
TRITON Console
Web Security*
IPv6 / CC EAL2+ / FIPS
Social Web Controls
Adv. Threat Dashboard
Data Theft Defenses
Web Proxy + SSL
ACE RT Defenses
Web Security
Gateway (WSG)
TRITON Console
Adv. Application Controls
YouTube for Education
Custom/Allow Deny Lists
RT Security Updates
Web Security* (WS)Appliance or Software
Appliance or Software
Hybrid
Web Security & Filtering
File Sandboxing
RiskVision
Adv. Threat Dashboard
Web DLP
ACE
ThreatScope
ThreatScope Add-OnTRITON IntegrationIncluded
Appliance
Best Enterprise Security Award
Readers Trust Award Best Web Content ManagementBest Corporate Security Blog
-
2013 Websense, Inc. Page 19Proprietary and Confidential
Web Security - Cloud
ISO 27001 Certified Cloud Operation Centers W = Web, E = Email, M = Mobile
Europe: Heathrow (WEM), Feltham (WEM), Duesseldorf
(WEM), Paris (WE), Frankfurt (E), Geneva (E)
US: Ashburn (WEM), Chicago (W), San Jose (WEM)
APAC: Hong Kong (WE), Mumbai (WE), Sydney (WEM),
Singapore (WM)
Africa: Johannesburg (WE)
South America: San Paolo (W)
Cloud Web Security (Cloud)
Cloud Web Security
Gateway(Cloud)
TRITON Console
Web Filtering
RT Security Updates
Web Security Filters
Cloud End Point
TRITON Console
Web Filtering
RT Security Updates
Web Security Filters
Social Web Controls
SSL Interception
Cloud End Point
ACE RT Defenses
VPN to the Cloud
i-Series Appliance
TRITON IntegrationIncluded
-
2013 Websense, Inc. Page 20Proprietary and Confidential
Email Security - On-Site/Hybrid
TRITON Console
Anti-Spam (99% SLA)
ACE RT Defenses
TLS Server Encryption
TruEmail DLP
Mobile Email DLP
TruHybrid
Email Security
Gateway Anywhere (ESGA)
Email Security
Gateway (ESG)
Email Security
(WES)
Software
Appliance
Hybrid
Image Analysis
Advanced Email Encryption
TRITON Console
Anti-Spam
ACE RT Defenses
TruEmail DLP
Mobile Email DLP
TLS Server Encryption
Image Analysis
Email Security Console
Anti-Spam
ACE RT Defenses
Content Controls (DLP)
TLS Server Encryption
Virtual Image Agent
Email URL Sandboxing
File Sandboxing
Optional Extra Charge Add-OnThreatScope Add-OnTRITON IntegrationIncluded
File Sandboxing
-
2013 Websense, Inc. Page 21Proprietary and Confidential
Email Security - Cloud
TRITON Console
Anti-Spam (99% SLA)
ACE RT Defenses
Content Controls (DLP)
TLS Server Encryption
Cloud Email Security &
Content Control (CES & CC)
Cloud Email Security
(CES)
Cloud Anti-Spam
Image Analysis
Advanced Email Encryption
Anti-Spam (99% SLA)
Image Analysis
TRITON Console
Anti-Spam (99% SLA)
ACE RT Defenses
Image Analysis
TRITON Console
Email URL Sandboxing
Email URL Sandboxing
Phishing Ed. & Reports
Phishing Ed. & Reports
Optional Extra Charge Add-OnThreatScope Add-OnTRITON IntegrationIncluded
ISO 27001 Certified Cloud Operation Centers W = Web, E = Email, M = Mobile
Europe: Heathrow (WEM), Feltham (WEM), Duesseldorf
(WEM), Paris (WE), Frankfurt (E), Geneva (E)
US: Ashburn (WEM), Chicago (W), San Jose (WEM)
APAC: Hong Kong (WE), Mumbai (WE), Sydney (WEM),
Singapore (WM)
Africa: Johannesburg (WE)
South America: San Paolo (W)
-
2013 Websense, Inc. Page 22Proprietary and Confidential
Data Security/DLP Solutions
TRITON Console
Data ID & Risk Mgmt.
Scan & Remediate
Monitor & Respond
Mobile Email DLP
Data Security Gateway
Data Discover
Data Endpoint
Data Security Suite (DSS)
TRITON Console
Data-in-Use ID
Monitor & Respond
Off Network Protection
Application Data Controls
LAN Storage Control
USB Portable Decrypt.
Data Endpoint (DE)
TRITON Console
Data-in-Motion ID
Monitor & Respond
Mobile Email DLP
Data Security
Gateway (DSG)
TRITON Console
Data-at-Rest ID
Data Discover (DD)Software
Appliance or Software
Software
Appliance or Software
Scan & Remediate
TRITON v7.7 Innovations:
Advanced Machine Learning Criminal Encryption Detection Password File Detection Optical Character Recognition (OCR) Drip (Cumulative) DLP Destination Geo-Location
PLUS:
1,700+ Policies &
Templates by Region
and Industry
Best Regulatory
Compliance Solution
TRITON IntegrationIncluded
-
2013 Websense, Inc. Page 23Proprietary and Confidential
Mobile Security
TRITON Console
RT Security Updates
Web Security & Filtering
Web Proxy + SSL
MDM Controls
Mobile App Controls
Malicious App Protect.
ACE RT Defenses
TRITON
Mobile Security
Cloud
Mobile Malware Prot.
Exchange
Email Server
ActiveSync*
Enterprise email
** iOS, Android
*Any ActiveSync
compatible device
Mobile Security
ACE + ThreatSeeker Network
Malicious Mobile App Tracker
Management + Reporting
+ MDM
EnterpriseDLP controls
VPN**
WiFi/3G
Mobile Security
Mobile Email DLP
Web Security
-
2013 Websense, Inc. Page 24Proprietary and Confidential
The Right Appliance for Your Needs
X10G
V10K
V5K
Pe
rfo
rma
nce
Remote 2000 7500 50,000+
Proxy/Cache
HTTPS/SSL
Explicit/Transparent
WCCP, ICAP
NIC Bonding
SOCKS Proxy
Proxy Chaining
Inline RT Defenses
Integrated DLP
Allow/Deny Lists
Port Monitor/Control
Client IP Preservation
Multiple AUTHs
Realm Sequencing
CC EAL2+
FIPS 140-2 (Aug.)
IPv6 Proxies
Over 9,000
Shipped to Date
Proxy
-
2013 Websense, Inc. Page 26Proprietary and Confidential
TRITON Solution Suites
TRITON
Enterprise (TE)
TRITON
Secure Gateway
AnyWhere (TSGA)
Hybrid
Hybrid
TRITON
Secure Gateway (TSG)*Appliance
WSGA TruWeb DLP
ESGA TruEmail DLP
DSS
WSGA - TruWeb DLP
ESGA - TruEmail DLP
WSG
ESG - TruEmail DLP
Websense foresaw that web security, email security, and data loss prevention are inextricably linked. And the integrated Websense TRITON technology was built to address all three as content security, said Phil Hochmuth, program manager of Security Products at IDC. The companys web security leadership has been solidified by continued innovation and commitment to security effectiveness. IDC February 2012
*Upgrade for web and
email customers only.
-
2013 Websense, Inc. Page 27Proprietary and Confidential
TRITON STOPS MORE THREATS. WE CAN PROVE IT.
Introducing TRITON RiskVision
-
2013 Websense, Inc. Page 28Proprietary and Confidential
RiskVision Provides
Detailed Behavioral Analysis on Files
Easy Access to Forensic Data
Insight into Previously undetected Threats
Dashboard View into Current Threat Levels
Non-intrusive, Flexible Deployment
-
2013 Websense, Inc. Page 29Proprietary and Confidential
Global Threat
Intelligence
File/Object
Sandboxing
Advanced Threat
DefensesData Loss/Theft
Detection
TRITON RiskVision provides advanced threat and data exfiltration
visibility as a network monitor appliance solution.
RiskVision Defenses
WWW
-
2013 Websense, Inc. Page 31Proprietary and Confidential
Websense TRITON ThreatScope is an add-on serviceto provide additional defenses for
the most advanced, targeted zero-day threats and APTs
that may attack through web or email channels
TRITON ThreatScope
File sandboxing for web
File sandboxing for email
Email URL sandboxing
Detailed forensic reporting
Phishing education and reporting
-
2013 Websense, Inc. Page 32Proprietary and Confidential
GTM StrategyWhite Space and New Business Sales Plays
-
2013 Websense, Inc. Page 33Proprietary and Confidential
TRITON STOPS MORE THREATS. WE CAN PROVE IT.
Defining Opportunities
-
2013 Websense, Inc. Page 34Proprietary and Confidential
White Space vs. Migration vs. New Product
White Space: Compare to Cross Selling
Someone owns a product in a product silo, and we want to sell them something in another silo, or a complimentary product.
Migration: Compare to Up Selling
Someone owns a product in a product silo, and we want to REPLACE it with another product.
New Product: Compare to Net New, New Logo
Someone who does not own any Websense product.
Resulted in 100 more
orders of French Fries
per day per Restaurant,
or $218K per Year per
Restaurant!!!
Source: Inspiringchampions.com
-
2013 Websense, Inc. Page 35Proprietary and Confidential
Wheres The Money?
White Space Migration Net New
Web
Email
Data
Mobile
-
2013 Websense, Inc. Page 36Proprietary and Confidential
White Space and Migration Opportunities - Websense
5 Prod.0%
4 Prod.0%
3 Prod.1%
2 Prod.11%
1 Prod.88%
Number of Products Owned
TRITON3%
Web Gateway
18%
Legacy Web57%
Email Gateway
7%
Hosted Email13%
Data Security
2%TMS0%
Legacy vs. TRITON
-
2013 Websense, Inc. Page 37Proprietary and Confidential
TRITON STOPS MORE THREATS. WE CAN PROVE IT.
Key Sales Plays 2014
-
2013 Websense, Inc. Page 38Proprietary and Confidential
So Many Opportunities!
WF
WS
WSG WSGA
CWS CWSG
Threat
Scope
Risk
Vision
WES ESG
ESGA/
CES
DSS
TMSv2
Encrypt.
Archiving
Image
Analyzer
Web
Data
Em
ail
Legacy TRITON
-
2013 Websense, Inc. Page 39Proprietary and Confidential
Web Migration Key Benefits
WF WS WSG WSGA
CWS CWSG
Lowered Infection Levels Less Time Re-Imaging Global Threat Awareness
Advanced Threat Protection
Real Time Protection Single Console
Data Loss Protection Remote User Protection Optional Sandboxing
Advanced Threat Protection Real Time Protection
Lowered CAPEX/OPEX Global Threat Awareness
-
2013 Websense, Inc. Page 40Proprietary and Confidential
Example Pain Points - Web
Cost/Time Commitment for re-imaging of infected machines.
Existing Security solution is not effective in detection of threats.
Productivity gained from Web Filter is consumed by re-imaging of machines due to infections.
The risk of data theft is too high.
Company could suffer as a result of data breach.
Remote users are not appropriately protected and open to attacks.
-
2013 Websense, Inc. Page 41Proprietary and Confidential
Web Play # 1: Security Focused Play
WS Message:
Think Beyond Compliance and Productivity
WSG Message:
Think about real-time security and advanced threat protection.
WF
WS
WSG
-
2013 Websense, Inc. Page 42Proprietary and Confidential
Web Play # 2: Advanced Threat Protection Play
WSG Message:
Think Real Time, Inline Security and Advanced Threat protection.
WSGA Message:
Outbound data theft defenses improve security. Also offers remote user protection
WS
WSG
WSGA
ThreatScope
-
2013 Websense, Inc. Page 43Proprietary and Confidential
Web Play # 3: Cloud Play
CWSG Message:
Upgrade to Real-Time Security without hardware.
i500 Message:
For additional protocol/application control and/or latency reduction
WS / WF
CWSG
+i500
Appliance+TMSv2Coming Soon
-
2013 Websense, Inc. Page 44Proprietary and Confidential
Web Play # 4: Data Loss Protection Play
WSGA Message:
Add Web Channel DLP to your gateway for better protection.
Add ESGA/DSS
Message: Provide better DLP through email channel, endpoints, etc
WSG
WSGA
+ESGA
= TSGA+ESGA+DSS
= TE
+ThreatScope
-
2013 Websense, Inc. Page 45Proprietary and Confidential
Email Play #1: Cross-sell to WSGA or TRITON Bundle
Why: Customer has experience with Websense
Message: Extend the value of your Websense investment.
Web Security
ESGA/CES
TSGA/TE
-
2013 Websense, Inc. Page 46Proprietary and Confidential
Rules of Email Club
Rule 1: Best time to talk about email security is at time of renewal
Rule 2: In larger companies email security (messaging group) and
web security (security group) can have different owners
Rule 3: You achieve success simply by learning when the current
email security solution expires (see Rule 1)
-
2013 Websense, Inc. Page 47Proprietary and Confidential
Top 3 Criteria for Effective Email Security
1 How do you effectivelyprotect against linked threats?
Example
Spear-Phishing using social
engineering via LinkedIn
Questions
1. How does your current solution
protect against malicious links?
1. Are you concerned about activating
malicious links from mobile
devices?
2. Do you perform User Awareness
and Education for Phishing?
3. How effective is this training?
2 How do you effectivelyprotect against attached threats?
Example
Malicious attachment evades
signature/heuristic detection
and compromises user device
Questions
1. What % of your email contains
attached malware? And just how
big is the risk?
2. How effective are your current
defenses against zero hour file-
based threats?
1. Do you know what these attached
files are doing on your users
devices?
3 How do you effectivelyprotect againstdata exfiltration?
Example
Malware sends confidential
encrypted data in small
chunks to evade detection
Questions
1. Can you see malware thats trying to exfiltrate confidential data?
1. What ways are the bad guys trying
to steal this data? And is it working?
2. Are your data policies and reporting
integrated with your mail gateway?
-
2013 Websense, Inc. Page 48Proprietary and Confidential
Email Migration/White Space Exercise
Think of one of your existing Web Customers
and Answer the Following Questions:
1. What additional information do you need to
start an email security conversation?
2. What questions would you ask to determine
pain points with their current email security
solution?
3. How would you explain the value of
Websense email security to address the pain
points?
-
2013 Websense, Inc. Page 49Proprietary and Confidential
DLP Play #1: Intellectual Property Play
Why:
Customer concerned with IP protection
Message:
Protect high value IP
Prevent Malicious Data Theft
Enable adoption of Cloud Infrastructure
WSGA
TE
-
2013 Websense, Inc. Page 50Proprietary and Confidential
DLP Play #2: Mobile Endpoint Play
Why:
Employees laptops on and off network exposing company to data loss and theft
Employees corporate email sent to mobile devices
Message:
Protect malicious data theft at endpoint
Enable business partnerships
Drive employee productivity
WSGA
DLP
Endpoint
-
2013 Websense, Inc. Page 51Proprietary and Confidential
Mobile Endpoint Finding the Pain
Mobile Endpoint Pain Points: Employees using laptops on & off network
exposing company to data loss & theft
Employees sending corporate email to their mobile devices
Questions: What percentage of your users are using laptops
today?
Do you users have to be connected to the network to interact with sensitive data?
How likely is it that they work with sensitive information while off network?
How many of your users have MacOS devices?
-
2013 Websense, Inc. Page 52Proprietary and Confidential
DLP Migration/White Space Exercise
Think of one of your WSGA Customers and
Answer the Following Questions:
1. What data theft protection needs can
Websense address with DLP?
2. Which Play would you suggest and why?
3. What questions can you ask to bring out
unrecognized pain?
4. What questions can you ask the customer to
consider a Migration?
-
2013 Websense, Inc. Page 53Proprietary and Confidential
TRITON STOPS MORE THREATS. WE CAN PROVE IT.
THANK YOU! QUESTIONS?
-
2013 Websense, Inc. Page 54Proprietary and Confidential
Introducing the New POV
-
2013 Websense, Inc. Page 55Proprietary and Confidential
TRITON Overview The POV Extension
-
2013 Websense, Inc. Page 56Proprietary and Confidential
TRITON Overview The POV Extension