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RSA Authentication Manager ExpressRSA SecurWorld University14 April 2011 Westcon Security Nederland
Hubert van StraelenProduct Manager
RSA Authentication Manager Express
General Session
Market Overview
Product Overview
Product Availability
How to sell AMX
Hubert van Straelen– Product Manager RSA
Authentication Market by the Numbers
124
45123456
1 Gartner Specialized SSL VPN Equipment, 20082 Forrester Enterprise And SMB Security Survey, North America And Europe, Q3 20083 http://igigi.baywords.com/rockyou-com-passwords-list/
Millions of SSL VPN users in 20121
Percent of companies still using passwords for remote access authentication2
Most commonly used password3
IT Staff Feels the Pressure
The Environment User Productivity
Management Has Demands
Constantly changing threat landscape
Supporting multiple groups of users and initiatives
Budget and headcount are always a consideration
Security is considered a “burden”Users cannot experience downtime
The push for mobility and collaborative tools means potentially exposing identities and Intellectual Property (IP) outside the organization
Overview• The Market: Authentication Market White Space still exists in large numbers• The Solution: We have a complete authentication portfolio with solutions for
every market
MULTI-FACTOR AUTHENTICATIONSTRONGER THAN A PASSWORD
INTRODUCING RSA AUTHENTICATION MANAGER EXPRESS
RSA Authentication: Innovation Through Time
Passwords Hardware tokens
Software tokens
SMS & text messaging
Understand the customer’s need to balanceCost Convenience Security
EnterpriseMore than 1,000 users
B2C ApplicationsMore than 10,000 users
Small & Mid-Size Organizations
Fewer than 2,500 users
RSA Authentication Manager Express
Risk-Based Authentication (B2C)
Convenient, user-friendly strong auth with lower TCO
Target Market for Authentication Manager Express• Customer profile
– Mid-market company (< 2,500 employees) currently using passwords for authentication
– Has not adopted strong authentication because existing market options were too expensive or inconvenient for the use case
• Customer requirements
– Lower TCO than hardware and software One Time Password Authenticators
– Footprint-less solution for employees, partners or customers
– Protection of web-based solutions only
Use Case: Web-Based Remote AccessFor Employees, Contractors, Partners and Clients
ManufacturingVendors accessing an Order Management System hosted by XenApp
GovernmentState and local agencies that must adhere to compliance regulations
Employees & Contractors
SSL VPN
Partners & Vendors
Clients
Web Portal
Citrix
OWA
Employee MobilitySSL VPN and web-based email for employees & contractors
HealthcareCommunity Health Clinics eliminating the “token necklace” for medical staff
Professional ServicesA Law Firm that exchanges sensitive information with clients using an online portal
RSA Authentication Manager Express
General Session
Market Overview
Product Overview
Product Availability
How to sell AMX
RSA Authentication: Three Platforms
TargetMarket
UseCase
Value Proposition
Protection of any application, portal or
network infrastructureUsers: Employees, partners, customers
Enterprise class features and scalability,
authenticator form factor options
Protection of SSL VPNs and web
applicationsUsers: Employees,
partners, clients
Convenient for end-users and IT staff
Lower TCO
Small and mid-size organizations Fewer than 2,500 users
Protection of web applications
Users: typically customers or clients
Scalable, convenient, cost-effective; Available
on-prem or hosted
RSA Authentication Manager Express
RSA Authentication Manager
RSA Adaptive Authentication
Maximum Flexibility and Optimization
Enterprise with More than 1,000 users
Enterprise-Consumer ApplicationsMore than 10,000 users
Introducing Authentication Manager ExpressMulti-factor authentication with zero footprint
Risk-Based Authentication On-Demand Authentication
AND
Easy to ManageAppliance Platform
On-Demand Authentication (SMS)
• One-Time Password (OTP) delivered via SMS or email
– Based on the RSA SecurID algorithm– Compatible with any mobile phone from any carrier– Open support for third party SMS gateways and
modems– No software to deploy or tokens to manage– Provides multi-factor authentication:
• Factor #1 – PIN• Factor #2 – Mobile device or e-mail account
Factor #1: Something You KNOW
Factor #2: Something You HAVE
Factor #3: Something
You DO
Step Up: Something You KNOW
or HAVE
Risk-Based AuthenticationMulti-Factor Authentication without replacing Passwords
The RSA Risk Engine• Proven, sophisticated risk engine
– Protecting more than 350 million online identities today
– Dozen of characteristics used to calculate the riskiness of each authentication
• Optimized for the enterprise organization
• Self learning so it adapts to your user population over time
• Plug-and-play integration building upon existing SecurID agents
– Works with many existing RSA Secured Partner Solutions
RSA Risk Engine
Example End-user Scenario
Access SSL VPN pageRedirected to the Secure Logon pageEnter Username and Password
Typical behavior from registered
machine
Unusual behavior from unregistered
machine
Security Questions
or
On-demand Authentication
Typical behavior – user is authenticated OR Challenge presentedSuccessful completion of challenge results in authentication complete
Authentication Successful
Authentication Successful
Authentication characteristics are sent to the risk engine for score calculation
OR
RSARisk Engine
RSA Secured Partner SolutionsPlug-and-Play Integration and Certified Interoperability
• Certified interoperable and fully supported by RSA
• Implementation Guides with illustrated step-by-step instructions
• Leverages the SecurID agents built into hundreds of 3rd party products
• Risk-Based and On-Demand Auth– SSL-VPNs – Checkpoint, Cisco, Citrix, Juniper– Web Servers/Portals – Citrix, IIS, Apache, OWA
• SMS Aggregators and Modems– Clickatell– KPN SMS Gateway– Logix Mobile– Multitech MultiModem iSMS Server– Sybase 365– Talariax sendQuick Alert Plus– AT&T, mBlox, StrikeIron, Syniverse, and more
(coming soon) Visit www.rsasecured.com for a current list of supported solutions or to request integration with a specific product
RSA Authentication Manager Express
General Session
Market Overview
Product Overview
Product Availability
How to sell AMX
“We Want It…When Can We Get IT?”
March 18: Order taking beginsShipment expected in Q2
Sales and Marketing Tools• Collateral
– Datasheet– Solutions brief– Updated Authentication
Decision Tree– Web page– Micro site
• Demo– Flash demo
• Sales Tools– Quick Reference Guide– FAQ
• Case Studies – coming soon!• Not for Resale Demo kit for
25 users – available trough Distribution
• Training available trough RSA Partner Central
Authentication Manager Express Micro Site
www.rsa.com/clearthehurdles
• Product Information• White papers• Press• Videos and Podcasts• Games & Prizes!
RSA Authentication Manager Express
General Session
Market Overview
Product Overview
Product Availability
How to sell AMX
• Scenarios that Compel Action
– Purchase or deployment an SSL VPN in need of authentication
– Development of a new business plan to launch an online portal for partners,
customers or employees
– Emergence of new or renewed government/industry regulations
– Awareness of emerging threats
– Incidents of breach, loss, or fraud
– Reconsideration of strong authentication solutions based on awareness of
new options including AMX
– Appearance of a new security officer/executive
Where is the AMX Opportunity? Customer Challenges
Why RSA Authentication Manager Express?
• RSA Authentication Manager Express Delivers the Fastest Path to Multi-Factor Authentication– Proven multi-factor authentication technology– Seamless transition from passwords
to strong authentication– Convenience for end-users
• Standard password authentication in typical situations
– Simplicity for IT organizations• Nothing to deploy to end users• Out-of-the-box integrations• Convenient appliance platform
What Makes Us BetterKey Unique Differentiators
• Self-Learning Risk Engine
– Dozens of risk indicators
– Proven: 350 million users protected with RSA risk-engine
– “Tell me about how your current authentication solution adapts based on the authentication attempt?”
• Risk-based authentication and ODA (SMS) on a plug-and-play appliance platform
– Unique combination of a risk-engine with On-demand and Security Questions simplified for mid-market organizations
– Fastest path to two-factor authentication
– Convenient to install, manage and deploy to users
– Seamless migration from passwords to strong authentication
– “Describe to me how your current IT staff could manage an alternative technology?”
Non-Unique Comparative Differentiators• Out-of-the-box integration with 3rd party devices
– Juniper, Citrix, Cisco and CheckPoint SSL VPNs
– Reduces deployment costs and resources
– “Tell me about what would happen if a security solution did not integrate into your existing environment or a system in the future?”
• Low acquisition and operating costs (TCO)
– Single-SKU perpetual license is reasonably priced when compared to competitive offerings
– “Tell me about how you would make the decision between a less secure solution and AMX at comparable price points?”
Non-Unique Comparative Differentiators• Works anytime, anywhere
– Strong authentication from any device, anywhere, anytime with nothing to carry, manage, or install
– Accessibility drives productivity, user compliance and collaboration
– “What would happen if senior executives could not access corporate resources because the authentication solution didn’t work?”
Our Weaknesses• Acquisition cost is higher than single-point solutions
– Express is more expensive than SMS-only competitors (Ex. SMS Passcode, SecurEnvoy, Etc.)
– Customers looking for the cheapest option may choose point-solution vendor
– “Tell me about why you want to sacrifice security, reliability and convenience just to save a little money?”
AMX vs. Other Options
******
Password• Introduce strong authentication while still using passwords
• Easier for end-users to adopt• Simple to deploy and administer
SMS Competitor • Change the conversation to a layered approach• Better security and higher confidence• Improved end-user experience• Predictable and lower SMS costs
• Simple administrative functionality• Lower TCO• Ability to expand to 2,500 usersAuthentication
Manager
The Choice Between AMX and AM
AMX AM
Types of Users Remote relationship or internal
Internal, connected users
Number of users Fewer than 2,500 10 to 1,000,000
IT Organization Resources Limited Medium to Large
Applications to protect Web-only Diversity of applications
Authentication method
RBA+ODA or Security Questions, ODA only
Hardware tokens, Software tokens, On Demand
Licensing, Configuration and Pricing• Platform: Version 1.0 is offered on a Hardware Appliance only (same h/w as the SecurID
Appliance 130)• Licensing: Single SKU perpetual licensing per user includes software and all authentication
features• Pricing: Volume based pricing tiers (similar to RSA Authentication Manager)
– Appliance bundles are available
• Maintenance:– Annual software maintenance is 21% of license fee– 3-year AHR is included with the h/w appliance
• Years 4 and 5 optional and additional
• Configuration:– Supports up to 1 replica– Can be deployed in multiple ways for different user bases:
• RBA + ODA or Security Questions step-up• On-demand Authentication only
List Pricing ExamplesPricing Includes: 1 Appliance, AMX License and
1-year S/W Maintenance
# of Users List Price
25 $6,377
100 $13,879
500 $42,314
1,000 $65,304
2,000 $110,074
What’s in it for you?!
• Training and exams for Sales and Technical are available through RSA Partner Central (https://education.emc.com/rsa) at no charge
• Course Introduction to Selling RSA Authentication Manager Express required to maintain Sales Accreditation for RSA Authentication and to keep the ability for deal registrations (Affilliate and Affiliate Elite partners)
• Course New: RSA Authentication Manager Express required to maintain Technical Certification for RSA Authentication
• Authentication Manager Express will be part of the RSA Authentication accreditation by end of Q2
• Deal registration for AMX will be available through RSA Partner Central on March 18th. Promotional Deal Registration discount of 15% valid through end of Q2
Training and Deal Registration
Attacking New Opportunities
1. Become an AMX Expert
2. Attack the White Space
En-ter-
prise
MMH MML SMB -
10 20 30 40 50 60 70 80
Thou
sand
s
3. Look forOpportunitiesfor All Products
Thank you very much.
Two-Factor User AuthenticationIt’s Just Like…
Banking Chip ‘n PIN
“Something you have” = TOKEN
+
“Something you know” = PIN
RSA SecurID Products
• RSA SecurID Authenticators– Hardware Tokens– Software Tokens– Smart Cards/USB Tokens
Factor #1: Something You KNOW
Factor #2: Something You HAVE
Factor #3: Something
You DO
Step Up: Something You KNOW
or HAVE
Risk-Based AuthenticationMulti-Factor Authentication without replacing Passwords
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