SaaS: Security as a Service

Cloud based security reaching mainstream

Richard Bowman
Director, Security as a Service
Agenda

• What's the Customer Problem? Why such growth?

• What does our solution do? Where does it fit?
• Customer Benefits – why should I buy it?
• Qualifying Questions – tips on how do I get the
conversation started
• Tips on common objections
• Competition (who to look out for in Australia)
• Licensing structures
• Summary
• Test Quiz
 What's the Customer Problem?
• The dependence on email and web platforms for business to communicate
has grown exponentially

• At the same time the risk, volume and complexity of the challenges to keep
these platforms up and running has grown exponentially

• The traditional approach of buying, running, operating and maintaining

expensive gateway based solutions is fast becoming archaic - WHY?

– Significant (often CAPEX) outlay every 3 years

– Capacity/effectiveness diminishes quickly – poor performance,
scalability leads to unplanned expenditure
– User experience and business performance often severely impacted
– Significant overhead to install, maintain, operate
– These are non-core, non-strategic tasks - tying up expensive
resource
– Complexity of threat is virtually impossible to stay ahead of – and why
invest 100’s of thousands of dollars in trying to?
– Organizations have no fixed cost control - completely at the mercy of
volume and threat landscape changes
What does our solution do?
Where does it fit?

• McAfee SaaS – Providing a guaranteed outcome at a single,

fixed and predictable cost.

• ‘Delivered via our massively scalable global datacenters, it

delivers world class security solutions without the need to buy,
install, manage and maintain hardware and software’

• Target market – from 5 users to 1,000,000 users and across all

verticals

• 43% of ASX 200 currently have their email scanned in the cloud

• 1 in 3 of all Australian business (50+ users) have their email

scanned in the cloud
What is Security-as-a-Service (SaaS)?

What is Security-as-a-Service?
Subscription-based service that provides access via the cloud to
commercially-available security software. Requires no software
nor hardware integration, and all responsibility of uptime,
upgrades and operational maintenance is shifted to the vendor
during the term of the subscription.

Source: Aberdeen Group, “Email Security in the Cloud”, April 2010

What does our solution do? Where does it
fit? SaaS market – massive growth
Worldwide Security SaaS Revenue by Segment, 2008-2013 (US$ Millions)

2008-
2008 2009 2010 2011 2012 2013 2013
CAGR%
SaaS Endpoint (TOPS Serv) 173 199.5 233.8 293.1 403.4 565.4 26.7
SaaS Email Scanning 555 700.4 925.9 1216.6 1544.8 1828.4 26.9
SaaS Web Scanning 78 115.5 190.9 295 400 513 45.7
SaaS VM/Website security 155 186.3 237.8 308.9 411.3 540.4 28.4

Source: IDC 2009 – These figures exclude Network Security SaaS and Identity/Access Management SaaS (not
SaaS per McAfee Classification)

Top Drivers for Security SaaS Investment, 2010

What does our solution do? Where does
it fit? McAfee SaaS Global Data Centers

• SaaS offering since 2000

• $100’s M USD 2010 SaaS

annual revenues

• Most recognizable Internet Trustmark

• Security brand and partner enablement tools

• Most widely deployed SaaS endpoint

product globally *updated Oct 6, 2010
Broadest Security-as-a-Service portfolio in the Industry
Real-time Protection with Global Threat Intelligence

Global Threat Intelligence™

McAfee SaaS Management Console

http://
!

Email Email Website PCI Vulnerability

Endpoint Web Email Continuity Archiving Certification Compliance Assessment

Multi-tenant , Scalable Service Platform

What does our solution do? Where does it
fit? SaaS Services Available today in APAC

Available in APAC In Country Data Data Centre Data Centre

today Centre Required Exists Forecast
SaaS Endpoint
Yes - all No No No
(TOPS Service)
SaaS Email Hong Kong,
Yes - all No NZ Nov
Scanning Sydney, NZ
SaaS Email Hong Kong,
Yes - all No NZ Nov
Continuity Sydney, NZ
SaaS Email
No Yes No No
Archiving
SaaS Web
Yes Yes Sydney, NZ HK FY11
Scanning
SaaS
VM/Website Yes - all No No No
security
 What does our solution do? Where does it
fit? McAfee SaaS: Endpoint Protection

Industry’s First Integrated Security SaaS Solution

Smart protection through product integration

• Automatic updates and upgrades
• McAfee Global Threat Intelligence

Quick deployment to all users, regardless of location

• Deploy over the Internet to save time and resources

Simplified management through an online console

• Customize security policy
• Analyze reports
• Manage users from any web-browser
 What does our solution do? Where does it
fit? McAfee SaaS: Vulnerability Assessment

A Better Way to Protect your Network

No hardware or software to deploy or maintain

• Online service is easy to deploy
• Includes tools and services Level 2-4 merchants
need to validate PCI compliance

Scan for vulnerabilities with actionable reporting

• Daily perimeter and web application scanning
• Benchmarked against the world’s most widely
adopted network perimeter standard
What does our solution do? Where does it
fit? McAfee SaaS: Web Protection

100% Cloud-based Deployment Reduces Complexity and Costs

Web 2.0 Threat Protection

• In-the-cloud Web filtering
• Real-time reputation-based filtering
• Transparent user authentication
• Filtering for remote users
• SafeSearch

Easy-to-use Online Management

• Intuitive interface
• Per-user policies and reporting
What does our solution do? Where does it
fit? McAfee SaaS: Email Protection

Blocks over 99% of Spam In-the-Cloud

Comprehensive Email Security

• Highest spam blocking
• Patented worm and fraud defenses
• Deep content and attachment inspection

100% Cloud-Based
• Simplest deployment possible
• Virtually “instant on” capabilities
• No need to install hardware or software
What does our solution do? Where does it fit?
How it works - Evolution of Email Protection
Remote User

Appliance
Firewall & SoftwareCustomer
Email
Server

Server
Software

McAfee SEWS
Quarantine Email User
Customer Benefits –
why should I buy it?
Let’s focus on SaaS Email scanning – the most likely engagement in
Australia today….but true of all SaaS

Having your email scanned in the cloud…..

• Mitigates complexity of risk

• Drives risk further away from network/users
• Frees resource for more critical security projects

• Gets rid of a huge burden/hassle

• Less complaints/abuse from users
• Platform agnostic
• Easy/quick to set up

• For a fixed predictable cost (often, but not always OPEX)

• Whilst lowering internal management costs
• Delivering better protection lowers risk to brand
• Freeing up peoples time - better use of internal resource
Qualifying Questions – how do I get
the conversation started?

The reality – 40% will be open to SaaS, 40% will be frosty

and 20% will be neutral

Key point – nearly 100% think they know all about it but most
actually don’t really understand it

Before questioning, think laterally – indicators of potential

good sales cycles:-
• What other SaaS do they use? A SalesForce client is going to be very open!
• Are they outsourced/have they outsourced functions?
• Are they under pressure to reduce CAPEX?
• Are they resource constraint?
• Do they view themselves as progressive with technology?
• Have they bought software/hardware solutions in the past and seen them
become redundant/ineffective..
 Qualifying Questions
Security related - Key questions
Area of key focus- can they honestly say they have the
skill set, time and funding to be world experts in stopping
some of the most sophisticated threats their organisation
faces? And why would they want to be as a Law
Firm/Manufacturing firm etc

• How confident are you at being able to combat the rising threat to your
organization via email and the web in the coming years?

• What service level/accuracy contractual commitments do you get from

your current software/hardware provider?

• What are the most critical security project priorities for you over the coming
2 years? (we are looking for them not to say email and web – this is a
resource angle)
 Qualifying Questions
Finance related - Key questions

Core motivations are minimizing unpredictable capex

expenditure and having a guaranteed outcome in relation
to solving what are big risks to the organisation.

•How much control do you have over the cost of keeping your core
communication tools up and running?

• To what extent is the organisation driven to reduce unpredictable capital

expenditure?

• How ‘core’ to your businesses strategy do you consider the task of blocking
SPAM and unwanted content from you network?
 Qualifying Questions
IT Admin related - Key questions
The key angle here is uncovering potential pain and
frustration around what can be seen a menial task for a
well qualifies IT professional
• What do you consider the most interesting and important areas of you role?

• How much time over the past years have you spent deploying, managing
and troubleshooting in relation to email and web protection?

• If we could completely solve all the challenges you face in relation to

stopping unwanted email content, how interested would you be in exploring
how we can do this for you?
 The pain – how do I handle
objections?

We have millions of users, across some of the most risk

averse organisations on our SaaS platform. Have
confidence!

If 43% of ASX have adopted, there is good reason.

Trust of a third party – can you read my email etc etc?!?!

• Response – do you encrypt all your email today?

– If not, then it is like sending a postcard in the post..

– Bouncing around ISP’s, no SLA’s, anyone can read it
– We are one more ‘hop’
– For the split second we have the mail – safest part of journey
– We scan in memory – don’t store unless they want us to
 The pain – how do I handle
objections?

Do I lose control over my traffic/environment?

• Response – No. Secure online Portal allows complete control,
management, policy, reporting, searching, trouble shooting
– One of our strongest areas is our intuitive management process and
tools
– There will always be a few customers who feel they have very
bespoke requirements. If we can’t meet these – we stack up the
benefits of SaaS vs potential downside and sell hard.

Will you add latency to my traffic?

• Response – How long does it take you to send and receive email today?
– They will not know! It is different for all mail from all locations
– Could be 2 seconds, could be 2 minutes
– We take milliseconds to scan. Even if we added 10 seconds latency
to an email, what business impact would it have?
 Competition in Australia
Who are you most likely to come up against?

Firstly – the majority of clients will still be ‘in house’

• Use the SaaS vs In House proposition

SaaS Competition – you will mainly come across…

• MessageLabs (Symantec Hosted Services)
• Websense
• MailGuard (local Australian provider)
• Webroot
How do I price it? – very easy
McAfee SaaS Email Protection
EPD LICENSE: Per User Email Account. DELIVERABLE: activation email only [Assurance]. PRODUCT CONTENT: Security-as-a-Service that
scans and filters spam, viruses, worms and unwanted content in incoming email and filters outbound email.

Standard Offering
1yr Subscription License with 1yr Gold Software Support
A 5-25 MFE SaaS Email Prot 1:1 GL EPDECE-AA EPDECE-AA-AA 41.40

B 26-50 MFE SaaS Email Prot 1:1 GL EPDECE-AA EPDECE-AA-BA 40.21

C 51-100 MFE SaaS Email Prot 1:1 GL EPDECE-AA EPDECE-AA-CA 39.02

D 101-250 MFE SaaS Email Prot 1:1 GL EPDECE-AA EPDECE-AA-DA 34.71

E 251-500 MFE SaaS Email Prot 1:1 GL EPDECE-AA EPDECE-AA-EA 31.23

F 501-1000 MFE SaaS Email Prot 1:1 GL EPDECE-AA EPDECE-AA-FA 27.81

G 1001-2000 MFE SaaS Email Prot 1:1 GL EPDECE-AA EPDECE-AA-GA 22.55

Example:- 500 users, SaaS Email Scanning, 12

months

500 x $31.23 = $15,615

That is it!
Nothing extra, all 24x7 support and updates included
Single management console
Summary

• The market for SaaS security solutions is growing much faster than
Software and Appliances

• We have a competitive swap out opportunity with nearly 4 out of 10 of all

your customers in ANZ

• ANZ is one of the most mature markets for SaaS globally – a huge
opportunity for us all. Your customers are buying now!

• Until this year, little focus and presence of SaaS outside the SaaS
Endpoint Space in Australia

• Sydney and Auckland datacenters now fully live for Email and Web
Scanning

• We have a great solution – deliver a great service to your customers and

help them reduce their costs
McAfee Tools & Resources

McAfee SaaS Product Specialists

SaaS Solution Brief, Datasheet, Articles,
Case Studies
SaaS Online Demos
• http://mxlogic.com/sales/eds/demo1.htm
• www.mcafee.com/tpdemo
• www.mcafee.com/scdemo
• www.mcafee.com/tpinstall
• www.mcafee.com/tp_dashboard
SaaS Total Cost of Ownership Calculator
• http://tco.mcafeesaas.com/
SaaS Next steps and Resources

So easy to create a compelling event through a Trial

Available on all SaaS solutions

SaaS Lead APAC – Richard Bowman

+6594888186

www.mcafee.com/saas