APJ Security Perfect Pitch Contest...APJ Security Perfect Pitch Contest Audio • All participant...
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Creating the story APJ Security Perfect Pitch Contest
Transcript of APJ Security Perfect Pitch Contest...APJ Security Perfect Pitch Contest Audio • All participant...
Creating the story
APJ Security Perfect Pitch Contest
Audio
• All participant will be muted on entry
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Questions
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• Welcome and Contest Overview
• Judging Criteria
• Creating your pitch: Tips and Insights
• Contest Details and Next Steps
• Q&A
AGENDA:
Welcome & Contest Overview
Diwakar Dayal, Security Channel Leader – APJ &GC
Judging Criteria
Judging Criteria
• Knowledge of LOB
challenge (40%)
• Link Cisco Security
solutions to resolve
the LOB challenge:
(40%)
• Creativity and
Delivery (20%)
The pitch duration is 10 minutes with no more than 15 slides, the contestant must be able to pitch Cisco Security solutions to a new customer, or for an existing customer, up-sell, cross-sell and refresh. The pitch should include at least 3 of the 5 key selling points of Cisco Security solutions:
• INTEGRATED ARCHITECTURAL APPROACH
• EFFECTIVE SECURITY
• UNMATCHED VISIBILITY
• REDUCED TIME-TO-DETECTION
• RETROSPECTIVE SECURITY
Creating your pitch: Tips and Insights
Lu Li
Partner Engineering EN & Security
Creating your pitch
Examples, Resources
APJ Partner Organization
Agenda• Judging Criteria
• Perfect Pitch Goal
• Key Selling Points & Examples
• Resources
The contestant must be able to pitch Cisco Security solutions to a new customer, or for an existing customer, up-sell, cross-sell and refresh.
Judging Criteria - Goal
• Integrated Architectural Approach
• Effective Security
• Unmatched Visibility
• Reduced Time-to-Detection
• Retrospective Security
Selling Points (WHAT & SO WHAT)
WHAT SO WHAT
Reduce Complexity, Continuous Control
Simple to Use
Detect Potential Risk
Reduce Risk
Advanced Threat Protection
Examples
Integrated Architectural Approach
BEFOREDiscover
Enforce
Harden
AFTERScope
Contain
Remediate
Attack Continuum
Network Endpoint Mobile Virtual Cloud
Detect
Block
Defend
DURING
Point in Time Continuous
MAC
AMP for
Networks
PC
AMP for
Cloud Web Security
& Hosted Email
CWS
Virtual
AMP on Web &
Email Security
Appliances
Mobile
AMP on ASA
Firewall with
FirePOWER
Services
AMP for Endpoints
AMP Private Cloud
Virtual Appliance AMP Threat Grid
Dynamic Malware Analysis +
Threat Intelligence Engine
Effective Security – Advanced Malware Protection (AMP)Meeting an organisations security requirements
Effective Security - AMPCisco AMP Is a Leader in Security Effectiveness and TCO and Offers Best Protection Value
Best Protection Value
99.2% Breach Detection Rating, the
highest of all vendors tested
Lowest TCO per Protected-Mbps
Other Products Do Not Provide
Retrospective Security After a Breach
Cisco® Advanced Malware Protection
Se
cu
rity
Eff
ective
ness
TCO per Protected-Mbps
NSS Labs Security Value Map (SVM) for Breach Detection Systems
Retrospective Security & Visibility - AMP
Antivirus
Sandboxing
Initial Disposition = Clean
Point-in-time
Detection
Initial Disposition = Clean
Cisco AMP
Blind to scope
of compromise
Actual Disposition = Bad = Too Late!!
Turns back time, Scope
Known
Constant Analysis
Dynamic disposition
updates
Not 100%
Analysis Stops
Initia
l de
cis
ion
Sleep Techniques
Unfiltered Protocols
Encryption
Polymorphism
Obfuscation
Initia
l de
cis
ion
Actual Disposition = Bad = Blocked
Retrospective Detection,
Analysis Continues
Malware Triage Nightmare
Where do I start?
How bad is the situation?
What systems were impacted?
How do we recover?
How do we keep it from happening again?
Responding to an infection = Headaches = Time = $$ = Limited effectiveness
Cisco Confidential 18C97-732214-00 © 2014 Cisco and/or its affiliates. All rights reserved.
Advanced Industry Disclosures
Outreach Activities
Dynamic Analysis
Threat Centric Detection Content
Snort IPS Rules
Sandbox
Vulnerability Updates
Security Intelligence
Email & Web Reputation
100 TB
Intelligence
1.6M sensors
150 million+
endpoints
35%
email world wide
FireAMP™, 3+
million
13B Web Req
AEGIS™ &
SPARK
Open Source
Communities
1.1M+ Malware
Samples per Day
1B SBRS Queries
per Day
3.6PB Monthly
though CWS
Email Endpoints Web Networks IPS Devices
WWW
Reduced Time-to-Detection
10I000 0II0 00 0III000 II1010011 101 1100001 110
110000III000III0 I00I II0I III0011 0110011 101000 0110 00
I00I III0I III00II 0II00II I0I000 0110 00
101000 0II0 00 0III000 III0I00II II II0000I II0
1100001110001III0 I00I II0I III00II 0II00II 101000 0110 00
100I II0I III00II 0II00II I0I000 0II0 00
Threat
Intelligence
Research
ResponseCollective
Security Intelligence
Open your Mind
Boram Kim
GSSO Security Channel SE
Creating your pitch
Intelligent Cybersecurity for the Real World
What are we facing now? - The Security Problem
Changing
Business ModelsDynamic
Threat Landscape
Complexity
and Fragmentation
The security industry today
There is no Silver bullet
DURINGDetect
Block
Defend
AFTERScope
Contain
Remediate
BEFOREDiscover
Enforce
Harden
Gaps in protection as new attack
vectors emerge
Point-in-time defenses can
be evaded
Malware prevention is not
100%
? ?? ?
The threat-centric security model
Network Endpoint Mobile Virtual Cloud
Point in Time ContinuousThreat Intelligence
DURINGDetect
Block
Defend
AFTERScope
Contain
Remediate
BEFOREDiscover
Enforce
Harden
Visibility Across Threat VectorsYou can’t protect what you can’t see
DURINGDetect
Block
Defend
AFTERScope
Contain
Remediate
BEFOREDiscover
Enforce
Harden
Branch CloudData
CenterEndpoint CampusEdge Operational
Technology
Combined with the Best Threat Intelligence CapabilitiesWorld-Class Threat Research
19.7BThreats Per Day
1.4M
1.1M
1.8B
1B
8.2B
Incoming Malware
Samples Per DaySender Base
Reputation Queries
Per Day
Web Filtering
Blocks Per Month
AV Blocks
Per Day
Spyware Blocks
Per Month
250Threat Researchers
100TBThreat Intelligence
Advanced Malware ProtectionAMP Everywhere: See Once, Protect Everywhere
Networks WebEndpoint
AMP Intelligence Sharing
W W W
Visibility
Threat
Intelligence
Premiere Portfolio in the Industry
Best of Breed | Architectural Approach
Threat Intelligence
Visibility
CloudNetwork Integrated
Web
W W W
NGFW/NGIPSAdvanced Threat
Policy and AccessUTM
Integrated for Best Threat Protection
Why Cisco Security
Consistent Control
Complexity Reduction
Consistent Policies
Across the
Network and
Data Center
Fits and Adapts
to Changing
Business Models
Global Intelligence
With the Right
Context
Detects and Stops
Advanced Threats
Advanced Threat Protection
UnmatchedVisibility
trust.cisco.com
cisco.com/go/security
Anshul Kaushik
CSE- Security
January 2017
Creating your Pitch
Security for the Digital Economy
If you knew you were going to be compromised,
would you do security differently?
It’s no longer a question of if you’ll be breached,
it’s a question of when
Security as a Business Enabler
Cisco’s #1
Priority
Threat-
Centric
Security
Billions
Invested
5K
People
StrongCognitive
Sourcefire
ThreatGRID
Neohapsis
OpenDNS
Portcullis
Lancope
Broad/De
ep
Portfolio
Trusted
Advisor
#1
Cybersecu
rity
Company
Expandin
g
Services
Capabiliti
es
Pervasive
Security
Cisco Is Investing in Security Growth
Services
Attack Continuum
Before During After
Branch Operational
Technology
CloudData
Center
Endpoint CampusEdge
SECURITY EVERYWHERE
More Effective Against Sophisticated Attacks
Source: Cisco Annual Security Report, 2016
Less than
1 Day(13 Hours currently)
200 VS.
DAYS
Industry Cisco
Much Faster Than Most Organizations Discover Breaches
Cisco = Security
DISCUSS
Expanded deal
size thru cross
arch selling
Increased
Services’
revenues
and margins
Differentiation
from other
partners
Why Cisco
Full Suite of
Profitability
Programs &
Enablement
Broadest, Most Effective Security Portfolio in the Industry
trust.cisco.com
cisco.com/go/security
Contest Details and Next Steps
Amazing prizes await you!
Winners shall be selected from each Theatre. There shall
be prizes in each theatre. • 1st Prize in each Theatre shall be a trip to the Cisco Live!
Melbourne Conference in March 2017
• 2nd Prize in each Theatre – iPad
• 3rd Prize in each Theatre – iWatch
All in local languages except for ASEAN final is in ENGLISH.
December January February
Timeline
12/16: Registration
Opens
March
March 7-10: Cisco Live!
Melbourne
1/27: Eliminations
2/9: Winners
Announced
2/2: Semi Finals
1/12: Enablement
Session
2/8: Finals
Next Steps
Start Building Your
Perfect Pitch
Your local Cisco Security
Account Manager will
reach out to you
Leverage Perfect Pitch
Website’s Resources
Resources
• Sample Pitch in different languages: http://www.cisco.com/c/en_sg/partners/perfect-pitch-2016/security-resources.html
• Selling Security for Partners: http://www.cisco.com/c/en/us/products/security/partner.html
• Cisco Security Community: https://communities.cisco.com/community/technology/security
• Presales support (GVE): http://www.cisco.com/c/en/us/partners/support-help.html
