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McAfee Endpoint Protection for SMB - Partner Presentation
Rodman Ramezanian – Sales Engineer
Redefining Endpoint Security for SMB
• The Opportunity
• Customer Challenges
• McAfee Endpoint Protection for SMB Solution
• Selling McAfee Endpoint Protection for SMB
• Enablement and Next Steps
2
Agenda
• SMB on-premises and cloud market growing!
• Compliance + Security needs are increasing
• SMBs constantly look for newer and better solutions
Timing Is Right
• McAfee profitability programs are attractive
• SMB needs trusted security from reliable partners
• SMBs rely heavily on partners
Sell More
• McAfee leads Gartner Endpoint Protection MQ
• McAfee has been investing in SMB for few years
• McAfee is introducing new technologies
Partner with a Winner
McAfee Partner OpportunityA Winning Formula
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Key security trends & issues
Surge in laptops & desktops
Choosing the right vendor
Email and Web
Increase in malware threat
Personal devices accessing data
Small and medium-size businesses’ challenges
Your business challenges
Grow my business
Increase sales
Invest in marketing
Reduce expenses
Overcome cash flow issue
Limited expertise, Limited budget, and Limited control
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We have designed – Endpoint Protection for SMB
SMART
Smart scanning optimizes CPU and
memory usage
Intelligent trust and aggressive scanning of
suspicious apps
Smaller footprint and less resource consumption
Security with optimum resource usage
Superior protection
SECURE
Protection against system, network and
web attacks
Advanced protection with best-in-class
features
GTI cloud protection to keep you safe from
latest threats
Power of managementand simplicity
SIMPLE
Subscription pricing for cloud and on-premise
Turnkey simple installation in minutes
Manage and protect traditional & mobile
together
24 x 7 Customer Support
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McAfee Endpoint Protection for SMB versionsEndpoint Protection
Essential for SMBEndpoint Protection Advanced for SMB
On-premise Cloud On-premise Cloud
Endpoint Security
Windows Anti-malware ü ü ü ü
Mac Anti-malware ü ü
Access Protection ü ü ü ü
Exploit Prevention ü ü ü ü
Endpoint Firewall ü ü ü ü
Web/Messaging Security
Anti-malware Email ü
SiteAdvisor w/Web Filtering ü ü ü ü
Mobile Security
Mobile Device Management ü
Mobile Anti-malware ü
Data Protection
Device Control ü ü
Native Encryption Management ü
Management
ePO (on-premise) ü ü
ePO (cloud) ü ü
üKey Differentiation
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Look & Feel of New Technologies
Management Console Endpoint Client
• Personalized Command Center• Drag-and-Drop Dashboards • Actionable Reports
• Integrated client with better performance• Modern intuitive interface• Offers source of attack information
10
McAfee Small Business Security Unmanaged small business security assessment
Route-to-market: SMB online store
Partners: Use SMB Referral Program to access
this product
Endpoint Security
Windows Anti-malware ü
Mac Anti-malware ü
Access Protection ü
Exploit Prevention ü
Endpoint Firewall ü
Web/Messaging Security
Anti-Spam ü
Web Browsing Protection ü
Mobile Security
McAfee Mobile Security ü
Additional features
Account/License management ü
Virus Removal Service ü
Available only on the ANZ store – So India / SEA / China
plz remove this slide from your deck
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New SMB Suites Positioning
Emerging Maturing Established
1-25 employee business 26-100 employee business
101-250 employee business
Essential
Advanced
For cost sensitive customers in the 5-250 node requirement, lead with McAfee Endpoint Protection Essential for SMB
For 5-250 node requirements with additional protection around BYOD/encryption/email security,lead with McAfee Endpoint Protection Advanced for SMB
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Key Differentiators
Value Differentiation
Management Console
• McAfee offers a hybrid deployment option to manage security on-premises or from the cloud without any change in experience.
• Customers will have a single pane of glass experience with the management on-premises or on cloud.
Endpoint Protection
• Provides detailed, actionable explanations of identified threats thus simplifying IT processes. Saves time from comprehending security events and quickly resolve security issues.
• Intelligent trust (smart scan) limits the events of trusted applications scanned while all events of suspicious processes are scanned aggressively, leading to optimum performance.
• Smaller sized signature files are transferred between the device and cloud-based intelligence resulting in bandwidth optimization, protecting devices from existing and potential threats.
Complete Protection• Endpoint Protection for SMB protects SMBs across all vectors. It provides protection for
desktops, laptops, Mac and mobile devices across the areas such as data, web and email protection
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Compelling Customer Events
Key Areas
Market Changes • Many other vendors are changing customer account support and rethinking their integration strategy. This is an opportunity for McAfee
Renewals / Technology Upgrades
• Major hardware/software upgrade (including Windows 7 or 8 OS refresh)• Microsoft has stopped its Windows XP support in April’14. Yet many SMBs are still on
Windows XP
Business Drivers
• Security vendor consolidation.• Poor product support by incumbent vendor.• Need to reduce operational cost due to change in business structure requirements
(expansion of services, move to cloud, and others).• BYOD or mobility project refresh (smartphones, tablets).• Emerging regulatory compliance needs (PCI, HIPAA, and other regulations).
Security Issues
• Internal malware outbreak that current product didn’t block.• Recent security audit has uncovered gaps in protection.• In Q1 2014, the total malware sample count in the McAfee Labs “zoo” broke the 200
million sample barrier.
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Where to start? Ask the Right Questions
Trend Qualifying Questions
Increasingly Complex Threat Landscape
• How are you protecting your business data from threats today?
• Are you confident your data is secure and protected?
• How are you managing your employees’ web usage and policy enforcement?
Managing security is a complex task
• How many laptops are in your organization? How many tablets and smartphones?
• Are you aware of easy deployment and management of security within minutes?
• How many management and reporting tools do you use to manage security across your business?
Proliferation of mobile devices and BYOD challenges
• How do you secure all endpoints (devices) that enter the business environment: desktops, laptops, mobile devices and external memory (USB sticks, hard drives, network attached storage)?
• How are you managing and monitoring the security of devices entering your network?
• What are the risks your organization faces as employees access corporate data using personal devices?
Changing security vendors for new protection
• Do you have a renewal coming up in the next six to nine months?
• Do you have multiple security products that you would like to consolidate?
• Have you recently experienced a virus outbreak?
Compliance• What type of sensitive data does your organization need to protect?
• How is this sensitive information currently being identified?
• Are you subject to any regulatory or privacy laws?
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I’m a Small Company, Do I Really Need This Much SecurityCyber criminals know businesses with limited employees are more vulnerable than large enterprises. With fewer resources and expertise, these businesses make easy targets for tricky hackers.
McAfee is Too Expensive Our suite approach enables us to offer a customized solution that not only meets your security and budget requirements, but also offers enhanced capabilities at the same or lower initial cost.
McAfee security affects my device performance and slows it McAfee Endpoint Protection for SMB is designed to optimize performance. With the light and lean security client, it consumes less disk space, and its smart scanning only performs scans when your employees’ devices are not in use and resumes after shutdown or restart, which ensures employee work is not impacted.
I Have AV and a Firewall, I Don’t Need Anything ElseMost new threats are originating from the web and shared through email – AV and Firewall are the last line of defense. Layered security, incorporating Web, Email, AV / Firewall, mobile security is recommended to ensure your employees, data and network are fully protected.
Customer Objections
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Endpoint Protection Essential for SMB v/s Competitionl Included £ Partial coverage
EssentialEP Small Business Edition
Endpoint Security -
Select
Worry-freeServices AV Business
Antivirus/Antispyware (PC/Mac) l £ l l £
Access Protection l l lExploit Prevention l lFirewall l l l l lSafe Search/Filtering l £ l lDevice Control l £ l lCloud Management l l lOn-Premise Management l l l l
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Endpoint Protection Advanced for SMB v/s Competition
l Included ¤ Add-on £ Partial coverage
AdvancedEP Small Business Edition
Endpoint Security -
Select
Worry-freeServices AV Business
Anti-malware (PC/Mac/Mobile) l £ l l lAccess Protection l l lExploit Prevention l lFirewall l l l l lSafe Search/Filtering l £ l l lEmail Security l ¤ l l lDevice Control l l l l lMobile Device Management l ¤ l l lNative/Endpoint Encryption l ¤ l ¤ lCloud Management l lOn-Premise Management l l l l l
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Positioning New & Existing Suites At Launch
If a new customer to endpoint
Position new Endpoint Protection for SMB suites
If an existing endpoint customer
Position existing suites
In 2015, McAfee will migrate customers from SecurityCenter to
new ePO Cloud management console
GROW PROSPERDIFFERENTIATE• New Biz, Upgrade, Comp &
Services
• Compliance + Security needs are increasing
• SMBs constantly look for newer and better solutions
• $1.5B market in 2014 growing at 4.5% (Gartner)
• Easy-to-use protection that is Smart Simple Secure
• New next generation antimalware technology
• New cloud management console
• Install security in 4-clicks and 20 minutes
• Tailored Programs = Deal Registration & Rewards
• Discounted Upgrade & Comp SKUs
• Marketing Demand Generation Kit
What’s In It for You?
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Endpoint Protection for SMB training courses earn double Continuing Education credits from through December 30, 2014.
Certification RequirementsMcAfee Endpoint Protection for SMB is open resale with no authorization needed
eLearning Courses Available There are hundreds of hours of free training available to support the Endpoint Protection for SMB Solution
Sales Expert TrainingAccess the McAfee Curriculum covering the McAfee Endpoint Protection for SMB at the McAfee Partner Learning Center.
2x
Enablement
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Your one stop location for all the latest information and links
• Sales Essentials (Technical and Sales Essentials)
• SMB Suites eLearning course
• Profitability Programs
• Channel Kits
• Channel Spotlight (quarterly)
• Social Media
• NFR: Not for Resale Action Pack
• Getting Started Checklist
• Sales Essential Webcast
McAfee Partner Portal – Endpoint Protection for SMB Solution ResourceGet Enabled
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Engage The Stack to WinMcAfee Rewards Reward sales reps and SE’s with incentive dollars on selected McAfee product SKUs.
Endpoint Protection for SMBTSI (Endpoint Protection for SMB Advanced)- $2 for Sales Rep and $1 for Sales Engineer.
TSH (Endpoint Protection for SMB Essentials)- $1 for Sales Rep and $0.50 Sales Engineer
Tiered Pricing Pricing advantage when purchases made from MSRP for Elite, Premier and Select Partners.
RebatesEarn backend rebates for qualifying McAfee sales for Elite, Premier and Select partners
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1. Access the Endpoint Protection for SMB Campaign Kit on the Partner Portal
2. Take the Endpoint Protection for SMB Training to learn more about the opportunity
3. Refer to the Partner Demand Generation Guide to learn how to leverage campaign kit
Enablement Resources
Top Enablement Assets
How to Guide
Demand Generation Tools
Revenue-generating Endpoint Protection for SMB Demand Generation Campaign KitEngage to Win
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How to Guide
Multi-touch Emails –
Data Sheet, Infographic, Video
Solution Presentation
Campaign At-a-Glance
Customer / Prospect Call Scripts
Scripted Customer Presentation
Demand Generation EmailsLanding Page
Endpoint Protection for SMB Demand Generation – Accelerate SalesEndpoint Protection for SMB Campaign Kit
Sales Tools
Getting Started
• Understand the opportunity—Every customer you have!
• Contact McAfee to develop a joint business plan.
• Strengthen your SMB Endpoint knowledge with key resources.
• Accelerate growth and profitability with Partner Programs.
• Drive demand with the Endpoint Protection for SMB Campaign Kit.
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McAfee Rewards
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• Great incentives for partners
• McAfee Partner Portal includes easy and effective tools to help sell McAfee Endpoint Protection for SMB
• Margin Enhancements available for submitting your opportunities via Make The Move
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