2012 global web content filtering products product differentiation award

2011 South African Data Centre Green Excellence Award in Technology Innovation Cybernest

© 2011 Frost & Sullivan 1 “We Accelerate Growth”

2012 Global Web Content Filtering Products

Product Differentiation Award

2012

BEST PRACTICES RESEARCH


Product Differentiation Excellence Award

Web Content Filtering Products

Global, 2012

Frost & Sullivan’s Global Research Platform

Frost & Sullivan is in its 50th year in business with a global research organization of 1,800

analysts and consultants who monitor more than 300 industries and 250,000 companies.

The company’s research philosophy originates with the CEO’s 360-Degree Perspective™,

which serves as the foundation of its TEAM Research™ methodology. This unique approach

enables us to determine how best-in-class companies worldwide manage growth,

innovation and leadership. Based on the findings of this Best Practices research, Frost &

Sullivan is proud to present the 2012 Global Product Differentiation Excellence Award in

Web Content Filtering Products to Trustwave, which acquired web and email content

security vendor M86 Security in March 2012.

Significance of the Product Differentiation Excellence Award

Key Industry Challenges

The Web Content Filtering market has matured, and with several vendors vying to win

customer relationships, factors such as price, performance, and product features present a

host of challenges. Frost & Sullivan notes that web content security vendors have

difficulties in providing product differentiation within core technologies. Although nuances

are evident between each of the companies’ product offerings, many customers cannot

distinguish these distinctive features, causing low customer confidence in meeting new,

specific IT infrastructure requirements.

Solution performance has become an important factor to address for many different

customers, specifically in relation to offering best-in-class web protection including threat

detection intelligence, time saving intuitive interfaces, and robust web content filtering

management services that provide full visibility of all corporate devices. With web content

filtering solutions having reached a state of equilibrium, and in response to customers’ high

sensitivity to price, security vendors have begun to integrate data loss prevention (DLP) and

antivirus (AV) into their solutions. As a result, security vendors have executed key

acquisitions and partnerships, restructured competitive pricing, and implemented re-

branding strategies in order to deliver quality solutions as a means to reach customers in an

already saturated market.

Throughout 2011 into 2012, Frost and Sullivan observed best practices that would

determine a company’s solution that separates itself in product differentiation from other

competitors. In order to determine which web content filtering company showed significant

product differentiation in the industry, Frost & Sullivan considered all on-premise

appliances, software, and cloud or Software-as-a-Service (SaaS) solution offerings. With



careful objectivity, Frost & Sullivan has concluded that Trustwave has achieved the most

significant product differentiation with their web content filtering solutions.

Key Benchmarking Criteria for the Product Differentiation Excellence Award

For the Product Differentiation Excellence Award, the following criteria were used to

benchmark Trustwave’s performance against key competitors:

• Unique Features/Functionality

• Quality/Complexity

• Customization

• Matched to Target Markets Needs

• Brand Perception

Decision Support Matrix and Measurement Criteria

To support its evaluation of best practices across multiple business performance categories,

Frost & Sullivan employs a customized Decision Support Matrix (DSM). The DSM is an

analytical tool that compares companies’ performance relative to each other with an

integration of quantitative and qualitative metrics. The DSM features criteria unique to each

Award category and ranks importance by assigning weights to each criterion. The relative

weighting reflects current market conditions and illustrates the associated importance of

each criterion according to Frost & Sullivan. Fundamentally, each DSM is distinct for each

market and Award category. The DSM allows our research and consulting teams to

objectively analyze each company's performance on each criterion relative to its top

competitors and assign performance ratings on that basis. The DSM follows a 10-point scale

that allows for nuances in performance evaluation; ratings guidelines are shown in Chart 1.

Chart 1: Performance-Based Ratings for Decision Support Matrix

This exercise encompasses all criteria, leading to a weighted average ranking of each

company. Researchers can then easily identify the company with the highest ranking. As a



final step, the research team confirms the veracity of the model by ensuring that small

changes to the ratings for a specific criterion do not lead to a significant change in the

overall relative rankings of the companies.

Chart 2: Frost & Sull ivan’s 10-Step Process for Identifying Award Recipients

Best Practice Award Analysis for Trustwave

The Decision Support Matrix, shown in Chart 3, illustrates the relative importance of each

criterion for the Product Differentiation Excellence Award and the ratings for each

company under evaluation. To remain unbiased while also protecting the interests of the

other organizations reviewed, we have chosen to refer to the other key players as

Competitor 1 and Competitor 2.

Chart 3: Decision Support Matrix for

Product Differentiation Excellence Award

Measurement of 1–10 (1 = lowest; 10 = highest) Award Criteria

Unique

Features/Functionality

Quality/Complexity

Customization

Matched to Target Markets

Needs

Brand Perception

Weighted Rating

Relative Weight (%) 20% 20% 20% 20% 20% 100%

Trustwave/M86 Security 9.0 9.0 9.0 8.7 9.0 8.94

Competitor 1 9.0 9.0 8.5 9.0 9.0 8.90

Competitor 2 8.5 8.5 8.5 8.5 8.5 8.50



Criterion 1: Unique Features/Functionality

Trustwave offers user authentication, web filtering, DLP, inspection and validation of SSL-

encrypted traffic, as well as content caching with its Trustwave Secure Web Gateway (SWG)

solution, formerly known as the M86 Secure Web Gateway. This functionality provides

complete control of web-based traffic with best-in-breed web protection. Organizations are

able to reduce costs and time in deploying, managing, and securing web data while allowing

for integration of third-party devices via the new ICAP client functionality. Many other

unique and differentiating features exist within Trustwave’s SWG solution, including real-

time code analysis of web traffic, incoming or outgoing, Vulnerability Anti.dote™ to identify

and block vulnerability exploiting content, granular social media controls, and simplified

reporting of large volumes of data. Frost & Sullivan feels that Trustwave sets itself apart

from other competitors by combining advanced security technology into its SWG appliances.

Criterion 2: Quality/Complexity

The Trustwave SWG is based on IBM’s hardware systems. Benefits include delivery of faster

service, low latency, consolidation, optimization, and superior security performance at the

highest quality. This enables a reduction of complexity of hardware and virtual appliances,

and hybrid cloud options in order to manage all users at all locations easily. This is a cost

effective option to fit with existing infrastructure and it provides easy-to-use interfaces.

Management of security, policy, and reporting features are simply controlled through a

single console, including management of security policies from a single interface. Rapid,

seamless regulatory compliance is available with all SWG appliances.

Criterion 3: Customization

Customization is prominent within Trustwave’s SWG solutions, in both pre-sales and post-

sales activities. SWG is suited for all user levels, ranging from IT administrators to

executives, ensuring quick compliance, straightforward configuration, and greater ROI as an

IT security investment. Custom-built templates provide easy-to-use reporting features,

including real-time dashboards.

Criterion 4: Matched to Target Markets Needs

Trustwave accurately addresses next-generation threats and it offers flexible deployment

options, specifically targeting the needs of financial markets and federal to local government

sectors. Its SWG web content filtering solutions provide mobile and on-premise users the

same high level of quality and coverage regardless of regional location. With strong

scalability, Trustwave SWG solutions can support between 1,000 to 30,000 users. Its

WebMarshal targets SMB customer segments with up to 1,000 users and provides the same

level of service as its SWG solution.



Trustwave’s Web Filtering and Reporting Suite (WFR) assists organizations in meeting

acceptable user policies (AUP) and compliance regulations easily. The solution provides

exceptional performance and multi-level administration features, filtering more than one

million websites with more than 100 web categories, without affecting network bandwidth or

productivity. Target audiences include Government, Financial, and Education.

Trustwave compliments its product security offerings with Essential, Premium, and

Enterprise Care support services. These services range from support for product upgrades,

security updates, and maintenance releases to guaranteed 24/7 technical support with case

reporting tools as well as technical account management features, including on-site support.

SIEM integration is provided with Trustwave’s own SIEM and through Trustwave

partnerships with RSAEnvision, and Arcsight.

Criterion 5: Brand Perception

Frost & Sullivan is of the opinion that Trustwave has built a reputable brand perception with

its unrivaled security expertise and leadership. Examples of this include Trustwave’s lab

organizations charged with discovery of new malware threats, and the promotion of brand

proposition and strategic marketing campaigns through its PR programs. Other methods

promoting Trustwave’s product uniqueness include customer and channel communication

events, global and regional tradeshows, webinars, social media programs, and Internet

marketing strategies.

Corporate strategies that include website branding and internal/external communications

have brought Trustwave global brand equity. Its website stands as a focal point between

sharing and distributing security updates and conveying thought leadership to its customer

base. Press coverage and key analyst relations activities drive Trustwave’s credibility and

push relevant industry concerns to users, strengthening its brand equity even further.

Conclusion

Frost & Sullivan firmly believes that Trustwave has demonstrated the ability to provide

product differentiation throughout its web content filtering solutions. Trustwave’s SWG

solution provides solid Internet security functionality and granularity to address today’s

malware threats. Its appliances deliver unmatched performance, though without the

complexity often associated in competing solutions. Customizing and matching today’s

market needs is achieved through Trustwave’s product offerings. Addressing the

challenges for SME/Large Enterprises and vertical markets were significant in contributing

to product differentiation. Strategic partnerships added product feature diversification,

further complementing Trustwave’s product differentiation. Based on Frost & Sullivan’s

independent analysis of the worldwide web content filtering products market, Trustwave is

recognized with the 2012 Global Product Differentiation Excellence Award.



The CEO 360-Degree PerspectiveTM

- Visionary Platform for Growth

Strategies

The CEO 360-Degree Perspective™ model provides a clear illustration of the complex

business universe in which CEOs and their management teams live today. It represents

the foundation of Frost & Sullivan's global research organization and provides the basis on

which companies can gain a visionary and strategic understanding of the market. The CEO

360-Degree Perspective™ is also a “must-have” requirement for the identification and

analysis of best-practice performance by industry leaders.

The CEO 360-Degree Perspective™ model enables our clients to gain a comprehensive,

action-oriented understanding of market evolution and its implications for their companies’

growth strategies. As illustrated in Chart 4 below, the following six-step process outlines

how our researchers and consultants embed the CEO 360-Degree Perspective™ into their

analyses and recommendations.

Chart 4: CEO's 360-Degree Perspective™ Model



Critical Importance of TEAM Research

Frost & Sullivan’s TEAM Research methodology represents the analytical rigor of our

research process. It offers a 360-Degree view of industry challenges, trends, and issues

by integrating all seven of Frost & Sullivan's research methodologies. Our experience has

shown over the years that companies too often make important growth decisions based on

a narrow understanding of their environment, leading to errors of both omission and

commission. Frost & Sullivan contends that successful growth strategies are founded on a

thorough understanding of market, technical, economic, financial, customer, best

practices, and demographic analyses. In that vein, the letters T, E, A and M reflect our

core technical, economic, applied (financial and best practices) and market analyses. The

integration of these research disciplines into the TEAM Research methodology provides an

evaluation platform for benchmarking industry players and for creating high-potential

growth strategies for our clients.

Chart 5: Benchmarking Performance with TEAM Research

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth

and achieve best-in-class positions in growth, innovation and leadership. The company's

Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined

research and best-practice models to drive the generation, evaluation and implementation

of powerful growth strategies. Frost & Sullivan leverages 50 years of experience in

partnering with Global 1000 companies, emerging businesses and the investment

community from more than 40 offices on six continents. To join our Growth Partnership,

please visit http://www.frost.com.

2012 global web content filtering products product differentiation award

Technology

frost sullivan notes

best practices research

web content filtering

web contentfiltering

global research organization

companies product offerings

class web protection

companys research philosophy