Winning the Cyber Security Small-Medium Business …ca.westcon.com/documents/53283/fireeye_smb_opportunity...SMBs are the new threat gateway, but they don’t know it. Market education

Winning the Cyber Security Small-Medium Business Opportunity

Steve Pataky VP, WW Channels & Alliances

Innovation Creates Perfect Platform of

Evil

Current Security Models Ineffective

New Models Required

Cyber Threats More Advanced & Complex

than Ever

NEW THREAT LANDSCAPE

Current State of Cyber Security

Copyright © 2014, FireEye, Inc. All rights reserved.

Data Exfiltration

111011101101

Lateral Spread

Exploit an application or OS

vulnerability

How the Bad Guys Work

Exploit detection critical

Every stage after the exploit can be hidden or obfuscated

Malware Download

Callback to Command &

Control

The High Cost of Being Unprepared

3 Months 6 Months 9 Months

229 Days Median # of days attackers are present on

a victim network before detection.

Initial Breach of Companies Learned

They Were Breached from an External Entity

of Victims Had Up-To-Date Anti-Virus

Signatures

THREAT UNDETECTED REMEDIATION

Source: M-Trends Report

A Very Real Threat for SMBs

Copyright © 2014, FireEye, Inc. All rights reserved.

Data is more valuable than you think

77% of global cybercrime is targeted at small and midsized businesses

77%

1 2 3 4 5 Cyber attacks are low risk/high return for criminals

A mere 10% of police-recorded cybercrime incidents result in a conviction.

10%

SMBs are an easier target than the enterprise

64% of SMBs do not have any data security policies.

64%

Many SMBs are unaware of the dangers

58% of management does not see cyber attacks as a significant risk.

58% Most SMB security tools are built for yesterday’s threats

SMBs are the new threat gateway, but they don’t know it. Market education is essential.

FireEye has great enterprise credentials which we are leveraging in the SMB market.

The FireEye platform is designed to supplement and complement traditional Firewall and AV security approaches and close the protection gaps that SMBs are exposed to.

Our decision maker is predominantly IT with business leaders and owners .

SMB Market Knowledge

Go-to-Market with Partners

SMB Go-to-Market Strategy

Product Portfolio &

SMB Bundles

Dedicated SMB Sales

Team

SMB Market

Education

Demand Gen

Campaigns

REAL TIME

The Objective: “Continuous Threat Protection”

THEFT OF ASSETS & IP

COST OF RESPONSE

DISRUPTION TO BUSINESS

REPUTATION RISK

Prevent

Time to Detect Time to Fix

FireEye’s Technology: State of the Art Detection CORRELATE ANALYZE

( 5 0 0 , 0 0 0 O B J E C T S / H O U R )

Within VMs Across VMs

Cross-enterprise

Network

Email

Mobile

Files

Exploit

Callback

Malware Download

Lateral Transfer

Exfiltration

DETONATE

FireEye Product Portfolio

SEG IPS SWG

IPS

MDM Host

Anti-virus

Host Anti-virus

MVX

Threat Analytics Platform

Mobile Threat Prevention Email Threat

Prevention

Dynamic Threat Intelligence

Network Threat

Prevention

Content Threat

Prevention

Mobile Threat Prevention

Endpoint Threat

Prevention

Email Threat Prevention

SMB Promotion Bundle – Web bundle

Medium NX 2400

+ 1-year 2-way DTI +

1-year Platinum Support

Promotional Web bundle

(50 Mbps)

Large NX 4400


1-year Platinum Support + 1-year

Continuous Monitoring*

Promotional Web

bundle (250 Mbps)

X-Large NX 7400




Promotional Web

bundle (1 Gbps)

Small NX 1400




(20 Mbps)

SMB Promotion Bundle – Web + Email

X-Small NX 1400 + EX 3400



Promotional bundle (20 Mbps)

Small-Medium NX 4400 + EX 3400




Medium NX 4400 + EX 5400




Promotional bundle

(250 Mbps)

Medium-Large NX 4400 + EX 8400




Promotional bundle

(250 Mbps)

Large NX 7400 + EX 5400




Promotional bundle

(1 Gbps)

X-Large NX 7400 + EX 8400




Promotional bundle

(1 Gbps)

Small NX 2400 + EX 3400




SMB Promotion Bundle – Web + ETP bundle

Medium NX 2400 + ETP




(50 Mbps)

Large NX 4400 + ETP




Promotional Web

bundle (250 Mbps)

X-Large NX 7400 + ETP




Promotional Web

bundle (1 Gbps)

Small NX 1400 + ETP




(20 Mbps)

FireEye Market Segment Sales Coverage

Commercial Account Manager

TM

SAM

Global Corporate Sales

GAM

SMB Opportunity

Targeting the SMB

SMB<500

IT Practitioner/Decision

Maker

Less likely to have IT security specialty

Need for more

education about both APTs and effects on business

SMB 500-2000

Business Decision Maker

Relies on IT Pro for

technical decsions

Needs education

about business

impacts of APTs

IT Professional

Already has awareness of

the new threat

landscape

Needs to show

Value/ROI of solution

16

SMB Collateral for Awareness & Market Education

Stage 1

Stage 2

Stage 3

5 Reasons You’re a Target

Understanding Cyber Enemies Spiceworks Infographic

WP-5 Reasons You’re a Target

Spiceworks Survey Report

Combatting Cyber Threats – 5 Point Battle Plan SMB Strategies

Use Case PDF The FireEye Advantage

Myth of Sandboxes

17

SMB Co-brandable Demand Gen Campaigns

• Understand SMB threat landscape and market drivers • Build your SMB cyber security value proposition and

solutions. Educate your customers • Engage your Westcon sales team • Execute SMB demand generation campaigns • Develop SMB account opportunities • Win the business!

Partner Actions

About FireEye • Innovator of Advanced Persistent

Threat (APT) protection solutions

• ~2500 Employees in 6 Continents, with HQ in Milpitas, CA

• 2000+ Customers, in every region, every industry

• 90% of business through partners

• IPO in September, 2013

• Launched on NASDAQ Stock Exchange under symbol FEYE

• Acquired Mandiant in Jan 2014

• Industry Innovator to Industry Consolidator Government

Infrastructure

High Tech

Healthcare

Financial Services, Insurance

Retail

Your Westcon Team A little about Westcon..

• Global company, headquartered in Tarrytown, NY • Approaching US$5 billion in revenues • Founded in 1985 • Present in 60 countries, across six continents • With over 100 offices, we ship to more than 100

countries • 25+ logistics/staging facilities • Backed by close to 3,000 associates • 20,000+ transacting customers globally

Jonathan Massey

Pre-Sales Solutions Engineer for FireEye [email protected]

303-566-2675

A little about the Security Team..

• 15+ Security Account Managers in NY & CO • 800-527-9516 • 4 Security Field BDM’s to grow with…

• Steve Brezniak – West • Ron Bachman – North Central • Ron Carter – South East • Lou Guiga – North East

• 3 Account Managers in the Developing Accounts Team – Kelly, Justin and Ryan

• FireEye is also in other business units at WGNA

Brad Wilkins Product Sales Manager for FireEye

[email protected] 303-566-2644

Reimagined Security

Thank You

Documents

Winning the Cyber Security Small-Medium Business …ca.westcon.com/documents/53283/fireeye_smb_opportunity...SMBs are the new threat gateway, but they don’t know it. Market education