Evolve to become an MSSP with Cyberoam

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You The Security Reseller Dilemma How can I grow my business with the expertise I already have and move up in the value chain?

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Partner’s revenue today –Margin from appliance sales + subscription sales / renewal Your current business model Reseller person selling Cyberoam appliance to a customer Cyberoam Reseller Customer # 1Customer # 2 Customer # 3Customer # 4

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You How do I grow faster and smarter?  Limited revenue per customer  Find new customers constantly  Face competition in current and prospective accounts  Zero revenue support liability to maintain customer relationship  Averting risk in tough economic times Challenges with current business model

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Products moving towards services e.g. Software as a Service  Now it’s time for Network Security to move to Services model How to meet the challenges? product Services

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Why become an MSSP?

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Global Managed Security Services (MSS) market : USD 4.5 billion (e.g. MSS market in Europe = USD 2.1 billion (in 2010))  Expected compounded annual growth rate : 14 %  Demand of Managed Security Services is on the rise Why get into Managed Security Services business?

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Market opportunities  Customers willing to outsource than ever before  Looking for both an outsourcer and a strategic partner to help transform their security capabilities

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Drivers for employing Managed Security Services (MSS) Source: Forrester Research

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Becoming an MSSP with Cyberoam’s offerings

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Challenges of MSSP  Providing best quality of services to clients with least effort and cost -Provide higher coverage of managed security services -Centralized control of client network’s security  Policy setting, Modification, Monitoring Performance, Reacting to situations in time, Pro-active security management  Have a system that -Is simple to configure and manage -helps meet the SLA’s -Help customers to display compliance  Ability to offer flexible security plans to clients

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Cyberoam UTM  Virtual CCC (Virtual Cyberoam Central Console)  Cyberoam iView  Product Training Cyberoam products that help you become MSSP

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Reduced complexity -All-in-one approach simplifies product selection, integration and support  Easy to deploy -Customers, VARs, VADs, MSSPs can easily install and maintain the products  Remote Management -Remote sites may not have security professionals – requires plug-and- play appliance for easy installation and management  Better Man Power Management -Reduction in dependency and number of high end skilled Human resources  Managed Services -Security requirements & day to day operations can be outsourced to MSSPs Benefits of UTM Appliances

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You CCC Features & Benefits

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You iView - Cyberoam’s Logging and Reporting Tool  MSSPs can aggregate the reports of various customers  Free (Open Source)  Aggregation of logs and data from multiple CR appliances as well as competitor appliances, Squid, Access Gateway etc  Centralized storage of reports and log data  View reports of specific devices  Real-time Monitoring and Alerting  Over Drilldown Reports  Reports in HTML, PDF, & CSV formats & Alerts  Role based user access of iView  Compliance Reports

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Become an MSSP with Cyberoam’s offerings Boston Dubai New York Group: Customer2 Boston Dubai New York Group: Customer1 MSSP Network Customer Appliances Boston Dubai New York Group: Customer3 Convert existing and prospect client opportunities to Managed Security Services (MSS)

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Dedicated technical support team to assist MSSP  Cyberoam; a one stop solution provider to become MSSP  UTM for Gateway level security  Virtual CCC for centralized security management  iView for centralized reporting  Existing relationship with Cyberoam  Training on Cyberoam products to know and use Cyberoam products better Benefits of Cyberoam products for MSSP Cyberoam products MSSP

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Move up the value chain without infrastructure investment  Strengthening relationship with Cyberoam and clients  Serve customers at lesser cost  Charge support/services to the customer  Reduced need to visit customer site for any support issue Overall Benefits

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You How to become an MSSP?

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Lack of understanding of how the MSSP business works  What to offer as an MSSP? – possible business models  How and when to break-even? Challenges in becoming an MSSP

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Complete MSSP services  Including product, MSSP services  Partial MSSP services  Client buys product on their own  MSSP only provides services  Other types of services  Charge fee per security subscription management  Onsite and/or Offsite Flavors of Managed Security Services

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  Let’s take a scenario  You are not an MSSP currently and want to get into this business  Opportunity of customers willing to outsource their security management  5 Customers with 2 sites each (40 people per office)  Hence, 10 sites /locations (1 UTM appliance per location) – 10 UTMs A sample cost calculation exercise

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Evaluating each cost center Note: The Cyberoam appliance cost includes 3 year security subscriptions of AV, AS, IPS, Web & App Filtering, Support, Warranty and has been assumed for sake of calculations only and can vary based on different factors Cost of onsite visit required to customer sites - travel, lodging etc Safe Assumption: Engineer visit required to 10% of sites per year for maintenance For 10 sites, 1 visit is required = EUR 500 EUR 500 Cost of maintaining spares for replacement Spares (replacement rate - 8% per yr, 1 unit) Industry average 3% replacement per year & Safe Assumption 10% replacement rate For 10 sites, 1 spare UTM appliance is required = EUR 800 (does not include subscription costs) EUR 800 Lease cost (by leasing company) Considering 10% Interest rate per year For 10 Cyberoam UTM appliances, lease cost of appliances = EUR 1200 EUR 1200 Cost of setting up Security Operations Center (SOC) One time infrastructure cost (LCD, Server, Ticketing Software etc) = EUR 12000/- Maintenance cost of infrastructure 2nd year onwards (10%) - EUR 1200 per year EUR Cost of manpower One Person can monitor and manage 50 sites Salary of person per year - EUR 40,000 For 10 sites, manpower cost = EUR 8000 EUR 8000

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You  10 sites /locations (1 UTM appliance per location)  Annual cost –Year 1 = EUR –Year 2= EUR –Year 3= EUR Monthly cost per site –Year 1 = EUR 288 –Year 2 = EUR 98 –Year 3 = EUR 98 Total cost

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You 10 sites /locations (1 UTM appliance per location) Charge MSS fee = EUR 300 per month /site Revenue and Profit with MSSP services in EURCostRevenue Year Year Year

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You Typical MSS contract with customer

© Copyright 2011 Elitecore Technologies Pvt. Ltd. All Rights Reserved. Securing You 3 years contract with customer Combination of Onsite and Offsite services Separate installation cost Liability (only till 1 st year. No cost after 1 year as breakeven done in 1 st year) Exit clause for Customer (charge a fee) Deliverables Typical MSS contract points