Samsung CAC Solution Sales Guide
We are providing enhanced security printing environment…
B2B Biz Group / Solution Planning
Samsung IT Solutions Business
October, 2010
ContentsContents1. Market Trend2. Addressable Market
- CAC Sales Plan (2010-2012)3. Sales Plan (2010-2012)4. Product Concept & Key Features5. Segmentation6. Competitor Analysis7. Price & Target Revenue8. Solution Package / Supported Models9. Launching Plan (Schedule)10. Appendix
2
Market TrendMarket Trend
3
Despite the decrease in IT spending, Security is the least likely area to face cuts in response to the current economic crisis
• Security spending has higher growth rate than IT spending and the big gap exists between them
• Although spending on both IT and security is increasing, It is anticipated that growth rate of security spending will exceed that of IT spending by 5.1%
• Security spending has higher growth rate than IT spending and the big gap exists between them
• Although spending on both IT and security is increasing, It is anticipated that growth rate of security spending will exceed that of IT spending by 5.1%
(Rate. %.)
[ Global IT / Security Spending Growth Trend ]
-5%
0%
5%
10%
15%
• IDC, Worldwide Security Products 2008-2012 Forecast : Post crisis, Dec. 2008• IDC, Worldwide IT Spending 2009–2013 Forecast: The Worldwide Black Book,
Jun,2009
Security Spending
IT Spending
10.8%
5.7%
10.9%
5.5%
10.3%
2.9%
9.8%
-1.8%
13.2%
3.6%
2009(e)
2008 2010(e)
2011(e)
2012(e)
[ Increased Needs of End-user & Channel for Security ]
Pla
nned
Inv
estm
ent
Solution InterestLow High
Hig
hLo
w
Security Mgmt
IPC Config. Mgmt
Inventory Mgmt
Software Policy Mgmt
: Channel Partners: End-User
• Based on end-user and channel partner survey on IT Investment Priority and Planned Investments, security was ranked as the highest investment priority
• Based on end-user and channel partner survey on IT Investment Priority and Planned Investments, security was ranked as the highest investment priority
<Document Solutions Impact On HC Hardware Spending – By Company Size>
21% to 37% of companies spent more on hardcopy hardware when they acquired document solutions, and fewer spent less in the past 12 months. The highest percents belong to
• Document accounting (37% of companies spent more on hardcopy hardware) • Security/authentication (36%), • Document capture/scanning/routing (35%), and • Device management/remote diagnostics (32%)<Document Solutions Impact On HC
Hardware Spending – By Overall Solutions Spend>
Key Solution driver of Hardware
As of 2010, the addressable market is $101M in terms of H/W and Supplies from 5 major agency. US Air Force case will be expected to drive other agencies H/W share. From SEA’s expected cumulated sales from 2010 to 2012 is $33M, furthermore CAC & PIV certification will be applied to other governmental agency in US as well as other region.
Addressable Market (Military & Government Agency) As of 2010
- Target H/W Share (2010-2012) -
-3 YR Forecasting (H/W & Supplies) -
Total Addressable Market: $101M from 5 Major Agencies
CAC Target Market & Forecasting
2010 BO
Agency EmployeesTotal Addressable
H/W Market per YearTotal Addressable
Supplies Market per YearTotal Addressable Market per
Year
Army 264,000 $17,424,000 $6,969,600 $24,393,600
Navy 200,000 $13,200,000 $5,280,000 $18,480,000
Air Force 155,000 $10,230,000 $4,092,000 $14,322,000
Homeland Security 194,000 $12,804,000 $5,121,600 $17,925,600
Veterans Affairs 288,000 $19,008,000 $7,603,200 $26,611,200
Total CAC Market 1,101,000 $72,666,000 $29,066,400 $101,732,400
Total Addressable Market
Samsung CAC Revenue Plan (SEA)
2010Target H/W
Share
2011Target H/W
Share
2012Target H/W
Share
2010 2011 2012
H/W H/W Supplies H/W Supplies
5% 10% 15% $871,200 $1,742,400 $348,480 $2,613,600 $1,045,440
10% 15% 20% $1,320,000 $1,980,000 $528,000 $2,640,000 $1,320,000
20% 30% 40% $2,046,000 $3,069,000 $818,400 $4,092,000 $2,046,000
3% 5% 10% $384,120 $640,200 $153,648 $1,280,400 $409,728
3% 5% 10% $570,240 $950,400 $228,096 $1,900,800 $608,256
$5,191,560 $8,382,000 $2,076,624 $12,526,800 $5,429,424
HW & Supplies Sales ($M) 33.5 5 10.5 18
CAC Sales ($M) 2.9 0.6 0.9 1.4
Total ($M) 36.4 5.6 11.4 19.4
* CAC sales is based on the expected H/W unit sales and FOB, $136.5.
Samsung’s CAC solution for MFPs follows the same protocol as current laptop and PC CAC authentication processes. The CAC reader and MFP touch screen make authentication simple and secure.
Product Concept MFP Walk-up Features and additional security functions with CAC
Sales Point Security smart card (CAC) authentication & Easy configuration
■ CAC/PIV Smart Card Authentication
- PIN Validation / Card Authentication from Server
■ MFP Walk-up Features Enable / Disable
- Preliminary function of MFP
- Additional Security-Related Function
■ User E-mail Automatic data pulling function from CAC ICC or
LDAP Server
■ E-mail Signing
■ E-mail Encryption
CAC Card Security solution is mandatory in US militaries, DoD, and Several Federal Government agencies.
Security & Authentication (CAC)
Featured DoD Sites Federal AgenciesAir Force United States Congress
Arlington National Cemetery Office of Compliance
Army United States Supreme Court
Business Transformation Agency Executive Office of the President
Central Command Department of Agriculture
Central Contractor Registration Department of Commerce
Chief Information Officer, DoD Department of Defense
Coast Guard Department of Education
Defense Acquisiton University Department of Energy
Defense Logistics Agency (DLA) Department of Health and Human Services
Defense Media Activity (DMA) Department of Homeland Security
DoD Forms, Directives & Issuances Department of Housing and Urban Development
DoD 101 (Introduction to the DoD) Department of the Interior
DoD Office of Security Review Department of Justice
Employee Verification Department of Labor
Federal Voting Assistance Program (FVAP) Department of State
Freedom of Information (FOIA) Department of Transportation
Hurricane Hunters Department of the Treasury
Joint Chiefs of Staff Department of Veterans Affairs
Joint Civilian Orientation Conference (JCOC) Independent Agencies and Government Corporations
Features Samsung Lexmark HP Xerox Dell Sharp Ricoh
• Embedded solution Yes YesA3 /
Tabloid onlyA3 /
Tabloid only
No (Waiting
on Samsung)
No (Cryptek, A3/Tabloid only)
A3 /Tabloid only
• Comply with HSPD-12 Yes Yes Yes Yes Yes Yes Yes
• Authenticate CAC card holder against user provided PIN
Yes Yes Yes Yes Yes Yes Yes
• Enable/Disable features (Block MFP features)
All or Scan only AllIndividual
featureAll No All All
• Email encryptionYes
(3DES, AES256)
Yes (3DES,AES25
6)No No No
Yes (Only to self)
No
• Certification (CCC, FIPS 201, FIPS 140)
Yes Yes NoYes
(A3/Tabloid)No Yes No
• Secure Print / • Job Accounting with CAC
In September Yes YesYes
(A3/Tabloid)No Yes No
• OCSP for Tumbleweed or Corestreet
Yes Yes YesYes
(A3/Tabloid)No Yes Yes
• Easy Installation(SWS)Yes
(Wizard style)No No No No No No
Samsung CAC solution is superior to other vendors except Secure Print feature. Until September, Secure Print feature will be developed.
SEC Xerox Ricoh HP Lexmark
SolutionCAC Enablement
PackageCommon Access Card
Enablement KitCAC Authentication
SolutionCommon Access Card
SolutionCAC Authentication
Key Copy
Secure your sensitive and precious
information from the network
Protecting government information is more important than ever.
Xerox makes it easier.
Strong user authentication for
securing information assets.
The HP Common Access Card solution
helps government agencies optimize
their IT Infrastructure.
Ensure the highest level of confidence on
your network.
Included items
• CAC Firmware (USB)• Card Reader• Installation &
Configuration Guide
• CAC Enablement kit• Feature enable key
- • Card Reader
• Smart card reader• Special firmware• Embedded
application
Preparation -
• Compatible card reader
• Compatible Access card
• Compatible card reader
• Compatible Access card
• PRT/SCN Kit option• JAVA VM Card
Option
• Compatible card reader
• Compatible Access card
-
MSRP $199 - - $336• 1 Pack : $ 279• 25 pack : $ 6,975
BrochureWP
TO BE DEVELOPED
Refer to Competitors’ CAC Brochure
SOL-CACV1/XAA
Price rate(%)Street Price $199.0
Reseller Margin 25.0 ITD Price $149.3 Sub Margin 36.2 SVC rate: 3%, 3 yrs customization(2.5MM)EX-ADC $95.3 ADC Margin 2.3 Transfer Price $93.1 78.0
MSRP $199, TP $93.1 achieve $47 profit per package (39%)
CAC pricing
2010 2011 2012 TOTALSet Sales(M$) 5.2 8.4 12.5 26.1
Supplies Sales(M$) 0.0 2.1 5.4 7.5CAC package Sales(M$) 0.6 1.0 1.6 3.2
Total Sales(M$) 5.8 11.5 19.5 36.8
Target Revenue
CAC Package Included Items
CAC Standard F/Ws for 6 models
USB Storage (F/W + License Enablement Mechanism)
- 2GB USB Stick
CAC Card Reader
- SCM MICROSYSTEMS SCR3310 USB SMART CARD READER
Installation Guide
- Installation & Configuration Manual
Package Box
Sam
su
ng
Com
mon
Access C
ard
Manual
SCR3310/SCR3310v2.0 Contact Smart Card ReaderCustomization Option: Casing color & company logo for 3310 onlyEMV Level 1 certifiedDimension (LxWxH): 70x70x10Weight: 70g
CARDREADER
Memory: 2GBWeight: 15 g
USBSTICK
A4 (216 *297mm), 2 도 양면 인쇄 , E-plus 70g, 3 회 접지MANUAL
Size (W*D*H: 180X180X80MM)Weight: 250g (Box, Cushion, PAD)
PACKAGE
BOX
180 MM
180 MM
80 MM
Package Size (W*D*H: 180X180X80MM)
Project Elbert-2 Elbert-P Lily-24 R Rushmore Rushmore-M Magnolia
Model SCX-5835 SCX-5635 CLX-6250FX SCX-6555N SCX-6545N CLX-8540ND
Image
Function
Copier, internet fax, network
printer, printer, fax, network fax, pc fax, scanner
Copier, internet fax, network printer,
printer, fax, network fax, pc fax, scanner
Copier, Network Printer, Printer, Fax, PC Fax,
Scanner
Copy, network printer, printer,
fax(opt), PC fax, Scanner
Print, Copy, Color Scan,
Fax(Optional), Network
Print, Copy, Scan,
Fax(Optional), Network, Deplex
PPM 35 ppm 35 ppm 25 ppm 53 ppmUp to 43 ppm in
A4 Up to 38 ppm in
A4
Remark
After stabilizing CAC Standard F/W, it will be implemented to Super UI & Cosmos.
15
Appendix
Samsung IT Solutions Business
Download CAC F/W from USB storage to MFP then configure to be ready for CAC authentication.
CAC F/W for 6 models
F/W Upgrade
ConfigurationConfiguration
11
2233
Insert CAC Card
Type PIN Number44SCANPRINT
FAXCOPY
You are ready to use the machine!
DoD Server(LDAP etc)
Insert CAC Card & Enter PIN on GUI PIN Code Validation
User Certificate Validation with DoD
Authentication Server
TB PKCS#11
Smart Card
USB Class Driver
1
Graphic User Interface
3
DoD Server
1
2
Send Certificate
Validation
Result
2 Check PIN, Get Certificate
SCANPRINT
FAXCOPY
INSERT CARD- Device Read Card Insertion- Device Request PIN Code To User- User Input PIN Code- Device validate PIN Code with PKCS#11* module
TB PKCS#11
Smart Card
USB Class Driver
1 Notify Card Insertion2 Request PIN Code
4 Validate PIN and return result
5 Display PIN validation result
3 Input PIN Code
1
2
3
4 5
*PKCS: Public-Key Cryptography Standards (PKCS), published by RSA Laboratories.
Server Certificate Validation (optional)
1. Device send Server Certificate to OCSP server
2. OCSP server validate Server CertificateUser Certificate Validation
1. Device get Certificate From Card
2. Device send Certificate to Authentication Server
3. Server verify User Certificate
4. Server encrypt Special random value with user’s Public Key
5. Device decrypt the value with Private key within Card
6. Server verify the value
OCSP Server
Authentication
Server
1 Read Certificate
2
4
5
Send User Certificate to Auth. Server 3 Verify Certificate
Send encrypted Challenge
Response decrypted Challenge
6Verify Challenge and allow session
1Send Server Certificate to OCSP Server
2Verify Server Certificate
OCSP: Online Certificate Service Protocol
1 Read Certificate 3Generate signature & Send mail
Mail Server
Signing-MFP read user signing certificate from card-MFP generate the hashed data of the email data.-MFP generate a signature from the hashed email data and the certificate
2 Generate Hash
Encryption-Read certificate from card or Server-Extract Public key from the Certificates-Encrypt mail with public key-Mail client program(outlook) extract Private key from card-Mail client program (outlook) decrypt mail with private key
1 Read Certificate
2 Extract Public Key
Mail Server
Server
4
3 Encrypt Mail
Decrypt mail with Private KeyPrivate Key
USB External CAC Readers (MSRP)
- SCM MICROSYSTEMS SCR3310 USB SMART CARD READER: $12-$14
- SCM SCR-331 SMART CARD READER: $16-$21
- Stanley Global Model SGT111: $13
- Stanley Global Model SGT114: $19
- Omnikey 3021 Desktop Smart Card Reader: $22
- SCR-3500 Smartfold mini USB Smart Card Reader: $16
MilitaryCAC.com
Ricoh_CAC_Solution.pdf
HP Common Access Card Solution.pdf
Xerox CAC_ColorQube.pdf
LEX_SO_Federal_CAC_041608[1].pdf
25
Thank you
Samsung IT Solutions Business
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