2017 Middle East Partner Summit DRIVE FOR GROWTH 19.04.17 Title 1 Middle East Partner Summit
2017 Middle East Partner Summit
DRIVE FOR GROWTH19.04.17Title1
Middle East Partner Summit
2017 Middle East Partner Summit
DRIVE FOR GROWTH
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Jeremy Tomlin
18th April 2017
Gemalto Authentication & Identity Protection Strategy –What’s in there for you?
2017 Middle East Partner Summit
DRIVE FOR GROWTH
SafeNet Authentication ServiceJeremy Tomlin
2017 Middle East Partner Summit
DRIVE FOR GROWTH
SAS Cloud by Numbers Q2 2017 fully-automated authentication service in
Gemalto hosted cloud
0Upfront
investment
9,200Total Customer
accounts (VS’s)
The smallest
customer
The largest
customer
1.08M6
AUTH AS A
SERVICE
60%TCO Saving Compared
to other solutions
99.999%
Service
availabilityGlobal partners
2,500
400+
Technical integrations
TELCO’s
30
+
30
Minutes to set-up
and deploy
4,217,142
40.3M
62.3M
Over
2,000,000
700+
250
Authentications
Processed
every day
Peak load of
authentications
processed per
second
Number of
Authentications
per second SAS
can process
Number of
authentications
processed in Mar
2017
Number of
authentications
processed in Mar
2016
Subscribed
users
3,957,931Subscribed
users 12 months
ago
2017 Middle East Partner Summit
DRIVE FOR GROWTH
SafeNet Authentication Service
Protects Everything and Everyone, Anywhere
2017 Middle East Partner Summit
DRIVE FOR GROWTH
OTP
TOKENLESS
SoftwareHardware OOB
Grid
SafeNet Authentication Service
Authentication Methods
53614
Maximum Security for High Assurance Needs
Maximum Convenience for Low Assurance Needs
PUSH
OOB
2017 Middle East Partner Summit
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Automated User Synchronization
Synch any user store with SafeNet Authentication Service
Periodic synching every 20 minutes
Non-intrusive
Secure encrypted communications
Multi-domain support (e.g. [email protected], [email protected])
Supports any user store
SQL, LDAP, AD, ODBC, Lotus, Novell, Other via custom
field mapping
Other importation methods
CSV File
Manual
Self Service
Management API
Integrate user store once, and trigger automated workflows throughout
2017 Middle East Partner Summit
DRIVE FOR GROWTH
2016 SAS Bookings: On the fast track and accelerating
0
5
10
15
20
Q1 Q2 Q3 Q4
Bookings
2015 2016
2015 25M €
2016 40M €
40M € 60% growth
2017 Middle East Partner Summit
DRIVE FOR GROWTH
60% growth...
9
37.75%
40.49%
51.43%
61.69%
Currently (2015)
Currently (2016)
In two years' time (2015)
In two years' time (2016)
The average percentage of users who
currently use two-factor authentication,
and the expected percentage in two years’
time.
More users per organisation
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Why is SafeNet Authentication Service the Best?
10
Flexibility
Certifications Self service capabilities
Simple migration path
Designed for cloud
Easy POC’s
Easy to demonstrate
Ease of use
Partners
Industry analyst support
Reputation
Most applications supported
Complete range of tokens
Multi tier/Multi tenant
UK and Canadian DC’s
Security
Automation
All use cases
SLA
Varied billing model
2017 Middle East Partner Summit
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MobilePASS+
Push
QR code enrolment
Biometric PIN
11
2017 Middle East Partner Summit
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2016: Revving Up
12
Launch of MobilePASS +PushDefault Soft Token for Cell phones
Launch of ContextTrusted Network and Device
60% sales growth in SAS
Multi award winning service
Great service availability
2017 Middle East Partner Summit
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Service surround
Monitoring site (tool)
Synthetic monitoring…. Real time and automated
Communications approach
Monthly newsletter
13
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Sales Enablement
14
Usage Based Billing
New pricing Model
Long live the SAS Quote tool
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Cloud First Strategy
Feature parity ‘almost’Push and context will not be available in SAS PCE during 2017
Promote SAS Cloud wherever you canCustomers will gain more by being on SAS Cloud
Plus the potential to use STA if they are on Cloud - easier upsell for
you
15
2017 Middle East Partner Summit
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Focus on MobilePASS+ as strategic mobile token
MP+ support for Windows Desktops
Management console redesign
SafeNet Authentication Service – 2017 Strategic Focus
16
Context based
Authentication
Streamline user
experience with
MobilePASS+
More SAML
integrations, easier to
set up
Expand eco-system for
Push OTP & Context
MobilePASS+ for
Windows, and SDK
New user initiated
self-enrollment
Introduce
Push
Management Console
UX Refresh
2017 Middle East Partner Summit
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SafeNet Trusted Access (STA)Solution Overview
2017 Middle East Partner Summit
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2017 Middle East Partner Summit
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3 Ways to think about the Access Management Requirement
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MFA Market Dynamics
The Market is changing quicker than we have seen before
19
More use cases than just VPN
25% more users deploy
MFA for additional
applications
1 in 5 organizations
deploy MFA for more than
5 applications
2016 Roadmap delivery helps
• Improved token-holder
experience
• Push with MobilePASS+
• Context: Network,
Device
Security
Convenience
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Why more use cases?
We wanted access from anywhere on any device
We added applications
We wanted partner access
We wanted cloud applications
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Use Cases for Our Customers
21
What do you use SAS to secure?
Infrastructure
• Privileged Access Methods by CyberArk
• Many backend systems are protected using PAM
• VPN User remote access to Company network
• EVO Citrix Remote Desktop Access from outside the Company
Applications (Done)
• Administration applications for upper management (Several Internal Applications)
• Intellectual Property Lifecycle Management (Memotech™)
• Document management for product development (Documentum)
• Business Practice Case Management
• Company Investigation System
• Litigation Data Collection
• Quality Management (TrackWise Sparta Systems)
• BPOS (MS Exchange) investigation system
Applications (Planned)
• Parts of SAP (including Data Warehouse)
• Financial Consolidation and Reporting (CEGID)
• HR documents (includes a SAP extension) (Digital Personnel File from Aconso)
Customer 1: EMEA
• O365 authentication
• SSO service
• MFA enabled for step up authentication for
sensitive or critical apps
• SSL VPN for sensitive contracts
Customer 2: NORAM
• NIX PAM, and Appliance OS
• Windows OS
• Citrix
Customer 3: NORAM
2017 Middle East Partner Summit
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Imagine what its like to work at one of these companies?
22
07:58 Connect to VPN… generate and use OTP
07:59 Connect to Email… generate and use OTP
08:30 Connect to SFDC… generate and use OTP
09:00 Connect to SAP… generate and use OTP
09:15 Connect to Legal System… generate and use OTP
10:00 Connect to Sensitive M&A System… generate and use OTP
10:05 Have coffee and complain about lack of productivity
• SAML, PUSH and Context all help but are not enough
• More customers are realising this every day
Time for Change
Security
Convenience
2017 Middle East Partner Summit
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2017 Middle East Partner Summit
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Lap 2
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Companies now face the largest
shake up to working practices in a
decade or two
24
Technology has changed more in the
last 20 years than the last two
thousand, and it’s accelerating
exponentially
Security is no longer an acceptable trade off for convenience
2017 Middle East Partner Summit
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In the past we had a perimeter to guard
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Now we need a new approach
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Cloud Technologies are forcing
change
Driven by…
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Budget Constraints
2017 Middle East Partner Summit
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Meeting Security Audits & Compliance
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Mobile Workforce
2017 Middle East Partner Summit
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Users demand the latest technology
2017 Middle East Partner Summit
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83% of global IT leaders already protect one or more cloud applications with two-factor authentication, a Gemalto survey shows
2017 Middle East Partner Summit
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Cloud adoption brings a new set of
challenges to users and IT
Life for users is frustrating…
2017 Middle East Partner Summit
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Day in the life of a user
07:58 Connect to VPN… Enter a Password
07:59 Connect to Email… Enter a Password
08:30 Connect to SFDC… Enter a Password
09:00 Connect to GoToMeeting… Enter a Password
09:15 Connect to Service Now… Enter a Password
10:00 Connect to Zscaler… Enter a Password
10:05 Have coffee and complain about lack of productivity
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Which ends as one of two ways
35
2017 Middle East Partner Summit
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IT Admins have new challenges too.
Life Cycle Management of user accounts in third party systems
Increased Helpdesk load
Visibility of user activity
Enforcing corporate security policy
Differing level of security between cloud vendors
Loss of control on data
AND OF COURSE…..
2017 Middle East Partner Summit
DRIVE FOR GROWTH
2017 Middle East Partner Summit
DRIVE FOR GROWTH
The Impact of a breach is more than data
2017 Middle East Partner Summit
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Making the Leaderboard with
SafeNet Trusted Access
2017 Middle East Partner Summit
DRIVE FOR GROWTH
SafeNet Trusted Access
MONITOR
APPLY ASSESS
Assess identity
attributes and
establish a level
of trust
Apply appropriate
access controls
IDENTIFY
Cloud-based access management service
SafeNet Trusted Access allows organizations to manage access to numerous cloud applications by validating
identities, determining levels of trust and applying appropriate access controls each time the user accesses a
cloud service.
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Users/Groups Target Apps
Define Policies
• Scenario-driven
• Compliance-focused
• Based on context & risk
• Set Auth rules by policy
Monitor Acess
Adjust
2017 Middle East Partner Summit
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STA Demo
42
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49% of organisations are planning to implement
SSO in the future
45% are planning on implementing an IDaaS
solution
Track Conditions…
About 1/3 of organizations are
planning to replace the following
technologies in the next 2 yrs: MFA,
Access Management, SSO, password
managers2%3%
41%
53%
Increase
Stay the same
Decrease
Don’t know
Spend on IAM going up
Gartner, Jan 2017
Gemalto AIM Survey
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Upgrading from SafeNet Authentication Service
to SafeNet Trusted Access
STA is an add-on to SAS that enables single sign on to numerous applications
Maintain your current investment in 2FA
Benefit from single 2FA and Access Management platform
Combined technology platform - No rip and replace, simply purchase a license
List of preconfigured apps (templates)
SafeNet Authentication
Service
SafeNet
Trusted Access
Authentication
SSO
Session Management
Scenario-based Access Policies
Authorization Enforcement
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Vision for the user
Convenience
• Sign in once
• Move between applications with no further
authentication unless defined by the access policy
07:58 Connect to VPN Authenticate via push
07:59 catch up on Email
08:30 Connect to SFDC
09:00 Connect to SAP
09:15 Connect to Legal System
10:00 Connect to Sensitive M&A System10:05 Have coffee and talk
about politics and sport
2017 Middle East Partner Summit
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Reaching for new heights in 2017
Take the best authentication solution and
bring it to the Access Management market
Leverage SAS success to get
SafeNet Trusted Access customer wins
Help us make sure STA is in Gartner 2018
Access Management MQ
46
2017 Middle East Partner Summit
DRIVE FOR GROWTH
Western Union Business
Services & Western Union
Agents
47
Business Need
Reduce fraud in money transfers carried out
by WU agents around the world
Mitigate risk of breach
Meet internal security audits
Use Cases
Secure access for WU agents who need to
access to carry out money transfers
Administrator access for users logging into
WUBS
Technical Need
Cloud-based solution
Needed to offer several different methods of authentication to meet
the needs of different use cases and field conditions
Needed to be able to provision tokens to agents who aren’t listed in
a central user store
2017 Middle East Partner Summit
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How we addressed their needs
48
The Solution: SafeNet Authentication Service Cloud
eToken PASS HW tokens
GrIDsure pattern tokens
MobilePASS+
How we wonCloud capability was key
Simplicity of the solution
Flexibility: token provisioned onsite
Reporting capabilities: ability to track
usage by agents
2017 Middle East Partner Summit
DRIVE FOR GROWTH
United Technologies (UTC)
49
Business NeedNeeded to replace RSA
Wanted a cloud solution
Use CasesRemote access via Cisco AnyConnect VPN
The Solution: SafeNet Authentication ServiceeToken PASS HW tokens
MobilePASS software tokens
How we wonCloud delivery
Smooth migration from RSA
Very successful POC with close support from Gemalto
Opportunity for growth:Additional users who need
to comply with DFARS
regulation
2017 Middle East Partner Summit
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AT&T Partner Success
50
• AT&T dissatisfied
with RSA (on-prem
service, no
roadmap)
• Future path to
broader access
management offer
• Find replacement
for existing users
• Internal competitor
SecureKey
Drivers
• Convert existing
RSA users
• Grow with AT&T
Sales
• Expand portfolio
The Opportunity
• Majority existing
customers
migrated,
increasing user
capacity
• New customers
sold
• Well-placed for
greater
opportunities
• Perseverance
through challenges
Success Factors
AT&T Token Authentication Service (TAS)
2017 Middle East Partner Summit
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Celebrating Joint Success
51
• 60% global growth
A Winning Service
• SAS deals driven
through the channel
Winning Partners
• Recurring revenue
model: 90% renewal
rate
• Simple pricing
model
Winning Business
Model