middle east partner summit - s3.amazonaws.com · • intellectual property lifecycle management...

2017 Middle East Partner Summit

DRIVE FOR GROWTH19.04.17Title1

Middle East Partner Summit


DRIVE FOR GROWTH


DRIVE FOR GROWTH

Jeremy Tomlin

18th April 2017

Gemalto Authentication & Identity Protection Strategy –What’s in there for you?


DRIVE FOR GROWTH

SafeNet Authentication ServiceJeremy Tomlin


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


DRIVE FOR GROWTH

SafeNet Authentication Service

Protects Everything and Everyone, Anywhere


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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


DRIVE FOR GROWTH

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


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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


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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


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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


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MobilePASS+

Push

QR code enrolment

Biometric PIN

11


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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


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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


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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


DRIVE FOR GROWTH

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


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SafeNet Trusted Access (STA)Solution Overview


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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


DRIVE FOR GROWTH

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


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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


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In the past we had a perimeter to guard


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Now we need a new approach


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Cloud Technologies are forcing

change

Driven by…


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Budget Constraints


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Meeting Security Audits & Compliance


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Mobile Workforce


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Users demand the latest technology


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83% of global IT leaders already protect one or more cloud applications with two-factor authentication, a Gemalto survey shows


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Cloud adoption brings a new set of

challenges to users and IT

Life for users is frustrating…


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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


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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…..


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The Impact of a breach is more than data


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Making the Leaderboard with

SafeNet Trusted Access


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.


DRIVE FOR GROWTH41

Users/Groups Target Apps

Define Policies

• Scenario-driven

• Compliance-focused

• Based on context & risk

• Set Auth rules by policy

Monitor Acess

Adjust


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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


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


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


DRIVE FOR GROWTH

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


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


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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


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


DRIVE FOR GROWTH

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)


DRIVE FOR GROWTH

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

middle east partner summit - s3.amazonaws.com · • intellectual property lifecycle management...

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