Datart Internet Security Service Sales Training December 2009

1. Datart Internet Security ServiceSales Training December 2009 Radovan Bartko – Account Service Manager @ F-Secure Corporation radovan.bartko@f-secure.com

2. Agenda • Security Threats • Protection Service for Consumers • Datart Internet Security • Conclusion

3. Hobbyists Professionals Specialists Background & history Brief malware history Destroy Distribute Control Non-profit For-profit 1986 2003 2005 Now

4. Background & historyWho writes malware? 1/2 • The past: hobbyists • Wrote malware for fame and fortune • Malicious intent to destroy files/data

5. Background & historyWho writes malware? 2/2 • Today: criminals • Infect quietly, keep a low profile • Want to stay unnoticed • Use the victim's computer and steal their credit card and other info Alexander PetrovDenis StepanovIvan Maksakov

6. The growth of social media Million users Million users • Including • online banking • online shopping • online dating • online gaming Million users THEY ALL ATTRACT ONLINE CRIME

7. According to statistics Based on F-Secure Health Check & Online Scanner statistics Q3/2009 and F-Secure consumer research 2008.

8. Agenda • Security Threats • F-Secure Protection Service for Consumers • Datart Internet Security • Conclusion

9. Our mission

10. F-Secure service provider partners Altogether over 200 ISP partners worldwide

11. F-Secure offers tested protection Highest award in On-demand detection and malware removal

12. Agenda • Security Threats • F-Secure Protection Service for Consumers • Datart Internet Security • Conclusion

13. Datart Internet Security

14. Service Subscriber(Consumer) Subscriber Subscriber F-Secure Service Hosting Environment Datart Update Server Internal Systems CC & 1st Level Helpdesk 2nd Level Helpdesk Service Concept Subscription key : XXXX-YYYY-ZZZZ-CCCC-BBBB Get Subscription Update Channel (Updates, Reports) Keeping record of subscriptions

15. Antivirus Protection Anti Spyware RootkitProtection Personal Firewall Anti-Spam Parental Control Browsing Protection Automatic Updates Automatic Upgrades Single integrated product

16. Powerful and non-intrusive protection Instant protection on new threats Low impact on system resources Protects your computer against hackers Stay free from spam and phishing attempts

17. Completely new – inside and out Windows 7 support Performance Browsing Protection User Experience • Full OS support • Full Windows 7 support • Windows Vista • Windows XP • Safe PC usage • Automated decisions • Responsive • Based on extensive customer research • 100% safe browsing • Link safety ratings • Exploit shield • Instant detection of threats thanks to in-the-cloud approach • Low impact product • 60% Faster • 70% Lighter • Quicker Boot-up • Quicker Shutdown • Easier and faster malware removal

18. Datart – available subscription packages

19. Datart - sales channels • Sales Channels • Datart shops– prodej 12 měsíční licence (do konce března 14 měsíců za cenu 12 měsíců • Datart shops– prodej průběžné licence – leden/únor 2010 • Datart e-shop – od cca února 2010 • Datart shops– prodej „krabice“ – termín bude stanoven • Sales competition – tbd(?)

20. Service provisioning • End user can buy Datart security service with new PC from Datart or later • End user can download the installer from Datart web pages: • www.copmcare.cz/ • End user gets 14-days trial service with new (or existing) PC from Datart • Service is installed in the Datart shop • End user can install the software herself at alter stage • After installation, software automatically connects to the F-Secure system and asks end user to type in the subscription key. • End user can activate the software using the subscription key from the notification email (or SMS). • Client software will be automatically updated when the computer is connected to the Internet. • If any questions, end user can contact Datart support at: • 810328278

21. Agenda • Security Threats • F-Secure Protection Service for Consumers • Datart Internet Security • Conclusion

22. Conclusion

23. HOW TO SELL - WHY TO BUY Sales argumentation How to handle objections and why freeware is not enough

24. Content • Typical objections • Do I really need security? • I already have antivirus software • Unique selling points • But what is understandable to the general public?

25. Typical objections

26. Content • Typical objections • Do I really need security? • I already have antivirus software • Unique selling points • But what is understandable to the general public?

27. Computer crime: Big business Objection 1: Do I really need Security? F-Secure Labs: 20,000 virus samples per day 30% have insufficient computer protection 20% have malware on computer Yes, we all need security.

28. What level of protection do I need? Minimum protection Complete protection

29. Content • Typical objections • Do I really need security? • I already have antivirus software • Unique selling points • But what is understandable to the general public?

30. “It was already installed on the PC when I bought it” Objection 2: I already have an antivirus package “I downloaded it free from the Internet” “I already purchased a license from a shop”

31. “I already purchased a license from a shop” Service Continuous subscription Preconfigured Automatic upgrades Valid until cancel Monthly billing Customer service Automatic hotfixes

32. “It was already installed on the PC when I bought it” Free trial Purchase license Expire “license from a shop”

33. “I downloaded it free from the Internet” Quality Customer service Research and Development Automatic upgrades Rogue AV Investments Expertise Automatic hotixes

34. Content • Typical objections • Do I really need security? • I already have antivirus software • Unique selling points • But what is understandable to the general public?

35. Unique selling points Service, not a product Subscribe / unsubscribe at all times Operator support

36. Content • Typical objections • Do I really need security? • I already have antivirus software • Unique selling points • But what is understandable to the general public?

37. But what is understandable to the general public? • F-secure has exceptionally high rates of detecting known malware and cleaning PCs. • Well, so could freeware at the moment of software release, though admittedly they will become out of date quickly. • F-Secure offer “predictive Software” for when normal signature based systems are circumvented. • Good – and freeware simply can’t compete here. • But perhaps not something to “lead” with, as it takes some explaining. • F-Secure is the best at responding quickly to new virus outbreaks. • Again, good. But perhaps its not the speed with which we respond that matters, but how quickly the end user is updated….. • F-Secure updates users more frequently than others. • Great – so this, combined with (3), is key for end users. “{Operator Name} minimises the time you are vulnerable.” • Understandable for everyone. Fairly quick to articulate. Can be supported with evidence.

38. Wrap up & Quiz

39. Conclusion – Datart Internet Security

40. Quiz • What is the name of the securityservice? • What are the 5 main components of security service? • Whatare the availablesubscriptionpackages and howmuchdotheycost? • How long is the subscriptionvalid? • Wherecan the customersubscribe to the service? • Whatdoes the userhave to do to startusing the service? • Wheredoes the endusergetsupportif he hasanyquestions?

41. Thank you radovan.bartko@f-secure.com