ACCELERATION

TIME

DISTANCE

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

December 2016

Welcome to Security BOOST Elodie Heurtevent James Lee Roger Levenhagen Jens Heitmann

Security BOOST – the program for acceleration

Security. The vital element of a connected world

Build your Profitability – Specialisation and Certification

Security @ TD Azlan

Threat Scan PoV

Agenda

Security @ TD Azlan

Cisco Advanced Security Accreditation in DE, FR, ES, CZ, AT Cisco Security Accreditation in UK, NL, BE, DK, IT, NO, PL, SE Multi-vendor Security Business Practices in UK, DE, FR, NL, ES, … - portfolio of Tier 1 security vendors

- specialists to remove complexity for resellers and their customers - maximise reseller margin while positioning them as “Trusted Advisor“

Partner Enablement Framework Internal skills and learning initiatives

Momentum Partner Enablement Framework

Get registered Cisco & TD 101 Profitability Marketing Specialization consultation

Services

Momentum is Azlan’s partner enablement framework to drive profitable growth

for our DAP partners. Momentum consists of 2 programs:

Core: The Basics Boost: Specialisation & Acceleration

(Security, Meraki, Data Center)

Planning Training Specialization Market

Acceleration (POV)

EU DG Coaching

MBA + Services MBA Azlan

www.azlan.com/security-boost-xx (xx = UK, DE, FR, ES, BE, IT, NO, PL, AT, CZ)

Country-specfic security landing page Documents, tools & assets Video Library of Community Sessions

James Lee – Security Lead EMEAR – Mid-Market Segment

Security. The vital element of a connected world.

@jl338888

• The digital transformation and what it means for your customers.

• The security effectiveness gap.

• The need for a simple security model.

• Spotlight on Ransomware.

Agenda

Digitisation = Constantly Evolving Challenges

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Protect

Infrastructure and

Critical Data

Secure the

Mobile Workforce Defend Across the

Extended Network Network + Endpoint + Cloud

Enable

Business Growth New Business Value

New Business Models

And more opportunities for Hackers..

Attack Sophistication Threat Actors Attack Surface

The Hacker Economy

By 2018, Gartner estimates:

25% of corporate data traffic will bypass perimeter security.

Desktops Business Apps

Critical Infrastructure

On-Premise Security isn’t enough..

Desktops Business Apps

Critical Infrastructure

Enterprise Infrastructure (AWS, Azure, Force.com)

Business Apps (Salesforce, Box, DocuSign) Remote

Users

Branch Offices

But don’t worry… this is simple right ?

Closing the Security effectiveness gap…

We All Need Effective Security

Open

Automated

Simple

Effective Security starts with an architectural approach

An architectural approach leads to Security that is:

“65% of CEOs say their risk management

approach is falling behind. In a new reality

where security breaches come at a daily rate,

we must move away from trying to achieve the

impossible perfect protection and instead invest

in detection and response.

Organizations should move their investments

from 90 percent prevention and 10 percent

detection and response to a 60/40 split.”

Peter Sondergaard

Senior VP and Global Head of Research

Gartner

The attack continuum: a helpful framework

Network Endpoint Mobile Virtual Cloud

Point in Time Continuous Threat Intelligence

X

DURING Detect

Block

Defend

AFTER Scope

Contain

Remediate

BEFORE Discover

Enforce

Harden

“If you’re in the business of preventing attacks and also doing the things you do if you fail, you have a conflict of interest…” “we’ll leave others to work on what happens if we fail to prevent….” CTO of Leading Cyber Security Company

Visibility is essential..

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00I I0I0I0 I0I0III000 I0I00I0I 0II0I0 I00I0I0I0I 000

II0II0I0I0I I0I0I0I 0I0I0I0I 0I0I00I0 I0I0I0I 0II0I0I0I

0II00 I00I0I0 0I00I0I I00I0I0 I0I0I0I 0I0I0I 0I0I0I0

00I0I0 0I0I0I0 I0I0I00I 0I0I 0I0I 0I0I I0I0I 0I00I0I

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III00II 0II00II 0I0I0I0I 0I I0 I00 000II0 I0I0 0II0 00

24 7 365 Operations

100 TB Of Data Received Daily

1.5 MILLION Daily Malware Samples

600 BILLION Daily Email Messages

16 BILLION Daily Web Requests

MILLIONS Of Telemetry Agents

4 Global Data Centers

Over 100 Threat Intelligence Partners

250+ Full Time Threat Intel

Researchers

Global

scanning

30 years building

the world’s networks

Time to respond becomes critical Umbrella Branch

(OpenDNS)

StealthWatch Learning

Network License

Quickly detect and stop threats

Scales to handle dramatic threat increase

51% increase of companies

reporting a $10M loss

or more in the last

3 YEARS

The network touches every element of the digital enterprise – every business

process, device, customer, employee – and therefore has the unique ability to detect,

analyze, and prevent new forms of attack by flagging unusual network behavior.

85%

54%

60% of data is stolen in

HOURS

of point-of-sale intrusions

aren’t discovered for

WEEKS

of breaches remain

undiscovered for

MONTHS

Integrated Architectural Approach

Best of Breed Portfolio

Report Identifies Ransomware Biggest Cost to Be Business Downtime

Big-Name Sites Hit by Rash of Malicious Ads Spreading Crypto Ransomware

New malvertising campaign may have exposed tens of thousands in the past 24 hours.

Ransomware: Coming to a Business Near You

Ransomware Is Targeting US Companies of All Sizes

SECURITY

A Top Cybersecurity Firm Says Ransomware Attacks Are Getting Worse

FBI Says

Ransomware

Threats Expected

to Grow

How Cisco Protects Customers

OpenDNS Umbrella Next-Gen Firewall AMP

OpenDNS blocks the request

NGFW blocks the connection

AMP for Endpoint blocks the file &

communication back to home OpenDNS blocks the request

NGFW blocks the connection

Email Security w/AMP

blocks the file

AMP for Endpoint blocks

the file & communication

back to home

OpenDNS Umbrella Next-Gen Firewall AMP

Architectural Force Multiplier Cisco Protects from the Network to the Endpoint to the Cloud

Umbrella Security from the cloud

Blocks 95% of threats before they

cause damage

AMP See a threat once, block it everywhere

Most effective solution for known and

emerging advanced threats

Next-Gen Firewall Prioritizes threats

Automates response

Improved malware protection

Fully integrated management

Email Security On Promise or In the Cloud

Blocks 99% of Spam, 1 in 1 million

false positive rate

• Everyone of your customers is being breached

• 100% focus on prevention is no longer enough

• Simple, open and automated security is required

• Learn more at cisco.com/go/security

Conclusion

Build your profitability http://www.cisco.com/web/partners/specializations/security-arch.html

ESS - NGFW

ESS - Web

ESS - Email

Express Security

Specialization

Security Specialization Portfolio – FY17

Specialization / Market Segment

Express Advanced/Enterprise Master

Co

st/

Tim

e/C

om

ple

xit

y

Master Security

Specialization

Advanced Security Architecture

Specialization

ESS - NGIPS

Specialization Requirements Overview Express Security Advanced Security Architecture Master Security

Focused Areas

• Next–Generation Firewall

• Email

• Web

• Next–Generation IPS

• All Cisco Security Portfolio • All Cisco Security Portfolio

Min Roles requirements

• 1 Account Manager

• 1 Engineer

• 1 Account Manager

• 1 Engineer

• 1 Field Engineer

• 1 Account Manager

• 1 Engineer

• 1 Field Engineer

Pre-Requisite

None • Selling Business Outcomes (AM)

• CCDA or CCDP or CCDE or CCNA-Sec or CCNP-Sec or CCIE-Sec (SE)

• CCNP or CCIE Security (FE)

• Partner level:

Advanced Security Architecture Specialization (ASAS)

• Individual level:

(1) CCIE Security, (1) CCNP Security (new), (1) Fire Jumper (new), (1) Project Management Certification: PMI (PMP) or Prince 2

• On-site audit

• Check updated requirements on Partner Central

Deal Registration

Programs

Hunting, TIP => Security Ignite

TMP

Hunting, TIP => Security Ignite

TMP

Hunting, TIP => Security Ignite

TMP

Back-end Rebate Program VIP Express Security (4%) VIP Security (up to 10%) VIP Security (+ 3%)

Specialization Role Sharing Rules

Express NGFW Express

iPS Express Web Express Email

AM AM1 AM1 AM1 AM1

ENG EN1 EN1 EN2 EN2

Express Security Specializations (Independent to Advanced Technology or Advanced Architecture or

Other Specializations):

- 1 Account Manager can fulfill the same role (AM) across 4 below Security specializations

- 1 Engineer can fulfill the same role (SE) across 2 below Security specializations

Note: Role sharing across roles is not permitted (e.g. AM cannot be Engineer )

Example:

Partner Cost Of Entry, mandatory or recommended Training & Exam

Find all requirements, courses + exams

(links to e-Learning or ILT registration) +

cost + duration…

on PARTNER CENTRAL:

• ESS NGFW

• ESS Email

• ESS Web

• ESS NG IPS

Security Ignite Increases Profitability and Protection

+8% OIP/TIP

% Gold Discount

+6% Ignite (+6% On top of OIP/TIP) Security

Ignite

Security Ignite will automatically be applied to approved

Hunting or Teaming Deals based on your specialization level

GDR (Guided Deal Registration)

Security Ignite Migration: ASA refresh Partner Specialization Discount for FPS Discount for ASA Firewall

Advanced or Master Security or

Express NGFW Up to 60%+ Up to 53%+

Non Security Specialized or

ESS IPS, ESS Email and ESS Web Up to 55%+ Up to 50%+

Security Specialized Partners

Security Ignite

Gold Discount

Huntin

g

(OIP)

Teami

ng

(TIP)

Security Ignite

Migration:

ASA, AnyConnect,

ISE, NGIPS

OR +8%

ASA HW +2%

FP SW +9%

+6%

Incremental

Discounts

Non-Security Specialized Partners or

ESS Email, Web, NGIPS

Base Discount

Huntin

g

(OIP)

Teamin

g

(TIP)

Security Ignite

Migration:

ASA, AnyConnect,

ISE, NGIPS

OR

xx%

+8%

ASA HW +3%

FP SW +10%

AnyConnect +10%

ISE HW +2%

ISE SW +9%

Incremental

Discounts

Security BOOST – the program for acceleration

Security. The vital element of a connected world

Build your Profitability – Specialisation and

Certification

Security @ TD Azlan

Threat Scan PoV

Threat Scan Proof of Value (POV)

Objective

Provide your customer with a Security Risk assessment

Proof of Value definition

Install an ASA5506 in monitor mode on your customer’s network

After 1 week, generate a report that profiles the security

Outcome

• The POV highlights security risks

• Generates a discussion on how to address the security

• Results in sales for hardware, software and consulting

Requirements to participate

• Commitment to run POVs with your target end users

• Attend the required training hosted by Tech Data

Marketing Collateral and Threat Scan request page

© 2016 Cisco and/or its affiliate. All rights reserved.

Your Threat Scan PoV Marketing Assets on Distribution Central https://www.ciscodistributioncentral.com/programs-and-promotions/program/cisco-threat-scan-proof-value-programme

Personalised landing page

Customisable web banners. For you. . .

. . . and your Partners

© 2016 Cisco and/or its affiliate. All rights reserved.

HTML emails Step-by-step guide PPT for you, your Partners and their Customers

Infographic for you, your Partners and their Customers

Social Media Kit for you and your Partners

Your Threat Scan PoV Marketing Assets on Distribution Central https://www.ciscodistributioncentral.com/programs-and-promotions/program/cisco-threat-scan-proof-value-programme

Proof of Performance

• For each POV a copy of the title page from the Attack report with the end user and reseller name must be submitted - provide a PDF titled POV ”name of the partner”

• Submit an excel file which lists of all POVs submitted for the period (download the template from Distribution Central)

Threat Scan POV activity reporting

End user name

Reseller name Distributor name ABC

Country Germany

# POVs 1

Quarter 2

Year 2016

Reseller name XXX Ltd

End user name Tesco

Next steps

Next steps 1. Register to participate in the Threat Scan POV programme:

http://www.ciscothreatscan.com

Only 1 person per country needs to register

Participation is mandatory for Advanced Accredited distributors

An approval email will be sent within 24 hours

2. Register for the technical training

Webex course dates are 24th and 26th February, 1st, 2nd and 3rd March

A link to register will be included in the approval email

3. Set up a Threat Scan POV request page for resellers

Create the POV request page using the recommended template

Alternatively, work with Cisco’s agency to host your Threat Scan POV landing page

4. Contact your target resellers to participate in the Threat Scan programme

Agree a list of end users to target

Provide the resellers with the POV technical training

5. Deliver 1 POV in Q3

The normal number of Threat Scan installations will be required from Q4 onwards

ACCELERATION

TIME

DISTANCE

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Security BOOST

… to be continued