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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

Understand the Opportunity – Every Customer You Have

Fail within six months of a cyber-attack

60%

Cybercrime is Impacting Small Businesses

5

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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

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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

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Driving Sales

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