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Be Ready for the New Frontline. A new conversation for our channel partners. Peter Cooper, Head of Channel Sales, Kaspersky Lab 15 th July 2011. Channel partner facing deck NOT for onward distribution. Why are we talking about the New Frontline?.

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be ready for the new frontline

Be Ready for the New Frontline

A new conversation for our channel partners

Peter Cooper, Head of Channel Sales, Kaspersky Lab

15th July 2011

Channel partner facing deck NOT for onward distribution

why are we talking about the new frontline
Why are we talking about the New Frontline?

Our value proposition – your value proposition

  • Customers are focused on value
  • IT needs to be aligned to solving business issues and directives

We all face challenging times

We all must avoid fighting on price, or we risk commoditisation

Our sales conversations have be more strategic, we all want bigger customers, bigger deals

Which means we MUST change the way we go to market

Kaspersky Lab has a new value proposition

A new story to tell: based on what customers want to know about

New tools to help us all hit the numbers

We need to broaden our buying centre

Change the conversation

Be Ready for the New Frontline

our task together time to move up the value change
Our task together: time to move up the value change.

Focused on a different audience, and a different message

Frontline Target

C-Level

Business specific

Value

Management

Operationally specific

Current Target

IT

Product

Technology specific

Be Ready for the New Frontline

kaspersky lab has evolved more value to you
Kaspersky Lab has evolved: more value to you

TO

FROM

Technology features

Business impact and value

Talking malware messaging

Discussing customer challenges

Engaging technical implementers

Engaging business decision-makers

Not considered, no seat at the table

Valued opinion, shaping the projects

Commodity vendor

Strategic partner

Be Ready for the New Frontline

context what are customers thinking about
Context: what are customers thinking about?
  • The business:
  • Increase revenue and reduce operating costs
  • Increase efficiency whilst reducing long term fixed commitments
  • Moving capital expenditure to operational expenditure
  • Becoming more agile, responsive and resilient to volatile conditions

CEOboard

  • Technology leadership
  • Transformation through new technologies that create a more flexible, dynamic and efficient work environment
  • Deliver new working practices for greater productivity
  • Choosing new strategies that leverage today’s “sophisticated” end-user
  • New devices, corporate and personal, to connect, share and collaborate

CIO

CISO

So, where’s the project?

Be Ready for the New Frontline

context your customer s landscape
Context: your customer’s landscape
  • The business:
  • Increase revenue and reduce costs
  • Increase efficiency
  • Capex to opex
  • Agility
  • Technology leadership
  • Transformation
  • New working practices
  • New strategies
  • New devices

CEOboard

CIO

CISO

  • New strategies, new security concerns, new conversations
  • Mobility projects: Smartphones increase productivity – but as mobility increases, so to does the risk
  • Virtualisation: server virtualisation achieved huge cost savings, is the desktop the next cost saving potential? What are the security implications?
  • Consumerisation: do more with less by empowering employees to use their own devices. But, empowerment could come at a price...
  • Outsourcing to a cloud-based service: the need to focus on core business means nothing is sacred – but pushing corporate applications, and data, to the cloud bring a perceived risk

Be Ready for the New Frontline

| July 6 2011

broadening the buying centre
Broadening the buying centre
  • Broader c suite contacts e.g. sales
  • director , marketing director, finance
  • director, HR director

Where are conversations focussed now?

Typically within IT sphere of influence

  • Using a business need/driver led approach illustrates to senior management how a decision in IT can have a serious impact on overall business plans

Be Ready for the New Frontline

context opportunities for our partners
Context – opportunities for our partners
  • At Kaspersky Lab we recognise that its time to change the type of conversations we are having and broaden the range of people we are talking to within an organisation
    • By expanding our buying centre and using value propositions that talk to organisational business drivers, we can raise our profile within an account and start to become recognised as a strategic partner rather then a commodity vendor
  • Our partner community is crucial for us to be successful in this approach, we are working hard to provide you with tools that enable you to engage with a wider base of contacts as well as deliver you new ‘business need’ led messaging
    • Many interactions with existing and potential customers are centred on procurement and specific elements of IT. In order to sell a wider portfolio and resolve our customer’s operational and strategic business issues, we need to have new conversations with new people about new subjects and move up the decision making value chain
  • This approach will open up new opportunities within both your existing and potential base and provide you with exposure to new contacts and perhaps more importantly new budgets

Be Ready for the New Frontline

introducing be ready for the new frontline
Introducing: “Be ready for the New Frontline.”

Context:

Organisations are seeing an unprecedented change in their operating and IT environments – the security frontline has shifted

Our response:

At Kaspersky we take security to where the new battle lines are drawn, regardless of the platform, device or location.

Their result

Customers can make the business transformation they need, but without the risk

MOBILE

VIRTUALISATION

CONSUMERISATION

CLOUD

Be Ready for the New Frontline

securing your customer s mobile workforce
Securing your customer’s mobile workforce

Customer scenario:

Financial services business has an increasingly distributed and mobile workforce: key driver to ensure maximum staff productivity, no matter where they are

IT has lost the battle for control: the business users now employ different devices – carrying with them valuable, sensitive and costly information

The challenge:

Huge risks exist around loss of unsecured devices, growing threats around mobile malware and how to manage it efficiently

Our proposition:

We treat a mobile end-point like any other: securing it and securing your business

We provide mobile protection across different devices and platforms – all easy to manage through a single dashboard

FACT:

Over 1bn mobile devices will have access to the internet by 2013

FACT:

There was a 33% increase in malware infections aimed at smartphone users in 2010

FACT:

When surveyed, two thirds of employees on the move wanted a smartphone as their mobile tool of choice, only one third wanted a laptop

Be Ready for the New Frontline

making desktop virtualisation a secure environment
Making desktop virtualisation a secure environment

Customer scenario:

European food retailer faces a price war – IT is tasked with saving 30% budget savings within 9 months

Previous server virtualisation saved over $8m, with over 50,000 seats, implementing desktop virtualisation is now top of the priority list

The challenge:

The virtualisation project has to happen, but the CISO may not understand the security vulnerabilities generated by this new environment

Our proposition:

We understand the unique complexities in securing a virtualised desktop, and can deploy full security with minimal impact – this is ‘Real Security in a Virtualised World’

FACT:

By 2015, 40% of the security controls used within enterprise data centers will be virtualized up from less than 5% in 2010.

(Gartner)

FACT:

By moving to virtualised services CIOs can see a 20-50% cost saving for their organisation as well as increased flexibility and speed of service (Gartner)

FACT:

28% of installed applications are currently running on VM, by 2012 this is set to rise to 48% (Gartner)

Be Ready for the New Frontline

consumerisation embracing consumer technology in the workplace while minimising risk
Consumerisation: embracing consumer technology in the workplace while minimising risk

Customer scenario:

Pharmaceutical company has grown quickly through acquisition, but needs to stay fleet of foot despite its size – competitive pressure focuses on the need for fast innovation

The business needs faster and better collaboration – with staff taking the initiative by using their own tools and devices

The challenge:

How can the business foster collaboration and empower employees, without exposing itself to significant risk?

Our proposition:

We allow organisations to turn IT consumerisation into a harvestable opportunity – rather than a threat

We manage and secure consumer devices in the corporate environment: just like any other end-point

FACT:

40% of information workers today use some form of self provisioned technology in the workplace

FACT:

By 2012 IT departments will have to support an average of 3.3 smartphone or tablet platforms

“Either you take control of this or its going to take control of you” Philip Cox (System Experts)

Be Ready for the New Frontline

what is it consumerisation
What is IT consumerisation?

Our view:

The cost benefits of consumerisation to an organisation are potentially huge, and workforces are using their own devices – whether they like it or not. However, the result is that there are now a vast number of end-points and subsequent security risks – these require management.

As the industry experts on end-point security, Kaspersky are ideally placed to protect businesses and save them money.

CIOs face mounting pressure to facilitate the adoption of “consumer applications” at work while balancing the risks and opportunities.Forrester, 2010

FACT:

1 in 4 employees use personal smartphones at work, despite their organisation forbidding it

FACT:

Citrix’s use of the “bring your own computer” scheme has shown average cost savings of 15-20% versus traditional desktop deployment

Be Ready for the New Frontline

keeping customers safe in the cloud
Keeping customers safe in the cloud

Customer scenario:

Global business faces immediate pressure for $2bn cost savings

Needs to move significant capex into opex – reducing its risk profile and achieving ‘pay as you go’ financial flexibility

A number of applications are seen as ‘non differentiating’ – so migrating them to the cloud would free up tens of millions...

The challenge:

Concerns around where the data is stored – but the endpoint is where the risk lies

Our proposition:

We can help businesses become ‘cloud safe’ – we as Kaspersky use the cloud to monitor threats and have a real depth of understanding.

We make it easy to secure end-point – so whilst the data is in the cloud, the access to it is not at risk

FACT:

Cloud services will be worth $44bn by 2013

FACT:

Loss or theft of customer data costs businesses £1bn per year.

“There are some real Achilles’ heels in cloud infrastructure that are making big holes to get into”

Eugene Schultz,

Emagined Security

Be Ready for the New Frontline

spotting opportunities what you need to ask
Spotting opportunities: what you need to ask

MOBILE

Are you having to manage the consequences of a more mobile workforce?

Are you aware of the increased security risks as the end-points multiply and get harder to pin down?

What’s the best plan of attack to keep your employees safe, when you’re faced with multiple devices and multiple platforms?

Be Ready for the New Frontline

spotting opportunities what you need to ask1
Spotting opportunities: what you need to ask

MOBILE

Are you considering or already undertaking a desktop virtualisation project?

VIRTUALISATION

Are you aware of how this changed environment potentially opens up new security risks – and have you considered how you are going to manage this?

How secure do you need your virtual environment to be?

Be Ready for the New Frontline

spotting opportunities what you need to ask2
Spotting opportunities: what you need to ask

MOBILE

As the lines blur between business IT and consumer technologies, have you got a plan of attack?

VIRTUALISATION

How can you give your staff freedom of choice and reaps the benefits, without compromising your data?

CONSUMERISATION

How can you treat every new technology as just another end-point?

Be Ready for the New Frontline

spotting opportunities what we need to ask
Spotting opportunities: what we need to ask

MOBILE

Are you currently considering, or already reaping the benefits of, moving specific services to the cloud?

VIRTUALISATION

Are you aware of the real risks and vulnerabilities to your business?

CONSUMERISATION

Could your end-point now be your biggest point of weakness?

CLOUD

Be Ready for the New Frontline

scoping the opportunity how big is the new frontline
Scoping the opportunity: how big is the New Frontline?

FRONTLINE:

The average cost of a data breach is now $7.2 million, an increase on 18% from 2009. The average cost per compromised record is $214 (Ponemon study)

CONSUMERISATION:

In 2012, IT teams will have to support an average of 3.3 smartphone or tablet platfroms being used by their workforce (Aberdeen group)

VIRTUALISATION:

By 2015, 40% of the security controls used within enterprise data centres will be virtualised, up from less than 5% in 2010 (Gartner)

FRONTLINE:

27.3% of organisations reported information theft in the last 12 months, an increase of 9.3% from 2009 (Secureview)

MOBILE:

297 million smartphones were sold in 2010, with over 80% running on operating systems other than Apple’s IOS (buysellads.com/Gartner)

CLOUD:

Cloud services will be worth $44bn by 2013 (Forrester)

Source:

Gartner (May 2011)

Be Ready for the New Frontline

proof the new frontline in the news
Proof: The New Frontline in the news

Be Ready for the New Frontline

proof what the experts are saying
Proof: What the experts are saying

“Expect the importance of device management and security options to increase among SMB IT decision makers with the continued growth in the wireless industry despite the current economic situation”

IDC

“68% consider security services including remote lock/wipe as essential criteria when choosing a mobile operator”

IDC

“Of the total smartphone market as at May 11:

27.4% ran on Symbian,

36% ran on Android,

12.9% ran on Blackberry OS”

Gartner

“By 2013, 80% of organisations will need to support a workforce using tablets”

Gartner

“The worldwide market for corporately purchased converged mobile devices (CMDs) by SMBs is expected to grow to 38 million devices by 2012”

IDC

Sources:

Gartner: Forecast Analysis: IT Outsourcing, Worldwide, 2009-2014

IDC’s 2007 Information Protection and Control Survey

Be Ready for the New Frontline

proof the new frontline is top of customer concerns
Proof: The new frontline is top of customer concerns

Source:

Forrester, The State Of Enterprise IT Security And Emerging Trends, 2010

Be Ready for the New Frontline

focusing our efforts we can support over 80 of the smartphone market
Focusing our efforts:We can support over 80% of the smartphone market

Worldwide Smartphone sales to end users by operating system in 1Q11

Source:

Gartner (May 2011)

Be Ready for the New Frontline

focusing our efforts we can support over 80 of the smartphone market1
Focusing our efforts:We can support over 80% of the smartphone market

Worldwide Smartphone sales to end users by operating system in 1Q11

Source:

Gartner (May 2011)

Be Ready for the New Frontline

partner relationship dynamics
Partner Relationship Dynamics

New Frontline provides 2 wins – new customers and new opportunities for partners

Vendor

3. Partner Support & Programs/Promos

Distributor

Reseller

2. Brand Pull

1. Demand creation

Client (end-user)

Be Ready for the New Frontline

why kaspersky lab for our channel partners
Why Kaspersky Lab for our channel partners
  • Deal Registration
  • Earn up to 14% additional margin by registering your deals
  • Buy Back Scheme
  • Available where we are displacing the competition on multi year deals
  • Base Discounts
  • Some partners are eligible for a maximum base discount of 25%, discount is linked to partner status

Extra Incentives

In some cases free home user keys will be offered to end users, up to 20% of the overall amount of licenses on the order

You could be entitled to an additional 10% margin if a renewing customer stays with Kaspersky Lab

Be Ready for the New Frontline

why kaspersky lab for our channel partners1
Why Kaspersky Lab for our channel partners?

One of the world’s fastest growing endpoint security company (Source: Gartner)

The best for detection

100% focused on channel partners, not direct

Detection rate: proactive malware prevention

  • We provide:
  • Training
  • Pre-sales support
  • Market development, resource
  • Thought leadership

50%

80%

Kaspersky

Industry average

196m

Malicious programmes detected

1.3bn

Network attacks prevented

1.5m

Spam emails analysed per day

Launching new channel partner programme

Be Ready for the New Frontline

resources to support you in the field
Resources to support you in the field

Tools under development

Customer facing Frontline deck/pitch

Frontline branded solutions sheets/collateral set

Video & Static Case studies

Analyst papers

  • Thought leadership tools available now
    • Could the smartphone be the weakest link of your corporate IT network? (Kaspersky Lab Whitepaper)
    • Kaspersky Lab: Consumerisation in the work place (ppt)
    • Kaspersky Lab: Are we high in the clouds? (ppt)
    • Kaspersky Lab: The computer in your pocket (ppt)

Be Ready for the New Frontline