grow your deal size by 80% by attaching forefront to your secure messaging and collaboration...
TRANSCRIPT
Grow Your Deal size by 80% by attaching Forefront to your Secure Messaging and Collaboration SolutionsScott Gosling
Infrastructure Practice Manager - Data #3
Robert Bannerman – Business Development Manager-Microsoft
Frederique Dennison
Security and Management Product Manager – Microsoft
Agenda
• Customer Pain Points• Market Opportunity• The Microsoft Solution• Scott Gosling – Data#3 • Looking Forward• Summary
Messaging and Collaboration Security Challenges
*2005 Electronic *2005 Electronic Monitoring & Surveillance Survey from American Management Association (AMA) and the ePolicy Institute & Surveillance Survey from American Management Association (AMA) and the ePolicy Institute
Control: Increasing regulations and compliance
Varying levels of compliance across organization Concern for loss of sensitive information Need to restrict inappropriate content
Need uninterrupted access to their inbox Mobile and remote access are critical for
productivity Security measures sometimes add hassle
Threat: Security threats continue to grow Spam, viruses and phishing still plague inboxes Network attacks still prevalent
Access: Growing Mobility
Secure Messaging and Collaboration
Secure CollaborationSecure CollaborationSecure MessagingSecure Messaging Secure CollaborationSecure Collaboration
Market Opportunity
Market Size
The Microsoft Solution
Internet
MalwareInappropriate Content
Extranet
Indexing Server
SQL Back End
MalwareInappropriate Content
Management
FirewallExternal SharePoint Users
InternalSharePoint Users
Forefront Security for Exchange or SharePoint Protection Scenarios
Web Front End
ISA Server & Intelligent Application Gateway
• Rapid response to new threats
• Fail-safe protection through redundancy
• Diversity of antivirus engines and heuristics
Response time1 (in hours)The Microsoft
multiple-engine solution
WildList Number
MalwareName
Forefront
Set 1
Forefront Set 2
Forefront Set 3
Vendor A* Vendor B* Vendor C*
01/08 agent_itw14.ex_ 0.00 0.00 0.00 0.00 268.65 65.3301/08 autorun_itw180.ex_ 0.00 0.00 0.00 1023.47 0.00 1123.9801/08 autorun_itw92.ex_ 0.00 0.00 0.00 275.67 0.00 731.4301/08 ircbot_itw227.ex_ 0.00 0.00 0.00 1083.70 640.45 557.5301/08 ircbot_itw236.ex_ 0.00 0.00 0.00 0.00 711.47 1148.2701/08 ircbot_itw238.ex_ 0.00 0.00 0.00 563.13 521.73 452.1301/08 ircbot_itw295.ex_ 0.00 0.00 0.00 40.08 226.02 37.3201/08 ircbot_itw301.ex_ 387.98 387.98 404.13 558.98 678.73 514.5501/08 ircbot_itw305.ex_ 387.98 387.98 404.13 484.80 485.77 487.3801/08 ircbot_itw308.ex_ 0.42 0.42 0.42 101.02 12.03 2.1001/08 ircbot_itw314.ex_ 0.00 0.00 0.00 808.48 355.20 802.0301/08 ircbot_itw317.ex_ 0.00 0.00 0.00 12.45 506.28 6.5701/08 pushbot_itw2.ex_ 0.00 0.00 0.00 0.00 700.27 696.1701/08 rbot_itw2555.ex_ 0.00 0.00 0.00 1083.70 0.00 1082.2801/08 rbot_itw2579.ex_ 0.00 0.00 0.00 386.60 306.83 422.2701/08 rbot_itw2582.ex_ 0.00 0.00 0.00 1117.85 0.00 138.8301/08 rbot_itw2583.ex_ 0.00 0.00 0.00 1112.17 3.67 1110.7501/08 sdbot_itw2584.ex_ 0.00 0.00 0.00 961.78 344.62 795.3501/08 sdbot_itw2596.ex_ 0.00 0.00 0.00 301.77 415.20 89.5001/08 sdbot_itw2636.ex_ 0.00 0.00 0.00 0.00 247.47 699.3302/08 autorun_itw245.ex_ 0.00 0.00 0.00 1321.35 0.00 1025.3002/08 ircbot_itw318.ex_ 0.00 0.00 0.00 100.02 619.72 223.4202/08 ircbot_itw320.ex_ 0.00 0.00 0.00 157.67 120.12 669.1502/08 ircbot_itw336.ex_ 0.00 0.00 0.00 181.08 811.67 17.4702/08 ircbot_itw337.ex_ 0.00 0.00 0.00 701.95 901.80 54.6802/08 ircbot_itw338.ex_ 0.00 0.00 0.00 97.73 763.30 81.0202/08 rcbot_itw342.ex_ 0.00 0.00 0.00 1360.62 78.92 260.15
* Includes beta signatures** 0.00 denotes proactive detection
1 Source: AV-Test.org 2008 (www.av-test.org)
Other single-engine solutions
= Less than 5 hours
= 5 to 24 hours
= More than 24 hours
The Forefront Multiple Engine Advantage
.
Secure Messaging and Collaboration
• Deep integration with Exchange Server• Scanning innovations and performance controls• Maintains uptime and optimizes performance
Comprehensive Comprehensive ProtectionProtection
Integrated Integrated SecuritySecurity
Simplified Simplified ManagementManagement
• Easily manage configuration and operation• Automated signature updates• Reporting, notifications and alerts
• Multiple antivirus engines• File Filtering and premium anti-spam protection• Secure remote access to mail, attachments, and IM
Valid through Sep 30, 2008. Act Now!
Increase Your First SSA Claim By 50%
Regular SSA FeesUp To 30%
SSA Jumpstart50% Of Eligible Fees
https://partner.microsoft.com/securitysoftwareadvisor
Accelerated Revenue GrowthMicrosoft Security Software Advisory (SSA) program for Forefront solutions
New ‘SSA Partner Jumpstart’ Promotion
Secure Communications
14
Exchange Enterprise CAL,
Forefront Security Suite, or
Microsoft Enterprise CAL
Secure MessagingSecure Messaging Secure CollaborationSecure Collaboration
Internet Security and Acceleration Server
Intelligent Application Gateway
Internet Security and Acceleration Server
Intelligent Application Gateway
Forefront Security Suite
or
Microsoft Enterprise CALAND AND
Licensing Made Simple
Forefront Best Practice
Scott Gosling National Practice Manager – Data #3
Attach and ExpandEvery Sale of MOSS, Exchange and OCS is a Forefront opportunity
• Position Forefront as the “Natural” protection Platform
• Use FSS and FSE to lead FCS
• Increase value with Forefront Server Security Management Console (FSSMC)
Cross Over Organizational SilosUse MOSS, Exchange and OCS to talk Infrastructure and Security beyond Forefront
• Use Forefront for MOSS as an entryway into Infrastructure and Security discussion
• Use the Infrastructure Optimization model−Learn more about your customer−Create a framework for future communications
and activities
• Use Rights Management Services (RMS) to discuss Security Policy and Posture with Compliance group
Increase RevenueAdd additional services and SSA rebates to MOSS, Exchange, and OCS
• Forefront adds 1-3 weeks to the deployment in services per server
• Sign up for SSA rebates to earn up to 30% margin
• Forefront, IAG, RMS differentiates you from other partners in RFP responses and competitive bids
Typical 3000 seat Customer Customer Upgrading to Exchange 2007
• Positioning of FSE adds ~2 weeks of services to the deployment in services− $14,000
• Deployment of FCS Adds 4 weeks of services− $24,000
• SSA rebates of 30% on license sales− FSE: ~$13,500− FCS: ~$12,000
Looking Forward
• Small Business Server 2008− FSE 120-day trial
• Windows Essential Business Server− FSE 1 year license
• Threat Management Gateway• Next Generation of Forefront Security for Exchange Server• Forefront Codename “Stirling”• More opportunity to sell FSE to more customers!
Dynamic ResponseDynamic Response
Network EdgeNetwork EdgeServer Server ApplicationsApplications
Client And Server Client And Server OSOS
vNext
vNext
An Integrated Security System
Network firewall
Application firewall
Internet access protection (proxy)
Basic OWA & SharePoint publishing
IPsec VPN (remote & site to site)
Web caching, HTTP compression
Web anti-virus, anti malware
URL filtering
Email anti-virus, anti-malware
Intrusion prevention
TMG Feature SummaryISA 2006ISA 2006 TMGTMG
NewNew
NewNew
NewNew
NewNew
Integration with codename “Stirling” NewNew
Enhanced UI, management, reporting NewNew
Exchange publishing (RPC over HTTP)
Windows Server 2008, Native 64-Bit NewNew
TMG in TMG in CentroCentro
NewNew
NewNew
NewNew
How To Win!
• Established technology−Multi-engine advantage− Integrated with existing Infrastructure
• Single Vendor− Identity and Security−Support
• Licensing−Value Packed Suites
• Strategy and Roadmap
Partner Commitment
Enroll in Microsoft Partner Program
Sign up for Security Software Advisor (SSA) Program and Attain Security Solutions Competency
Build Forefront, IDA and System Center into Messaging and Collaboration Offerings
Engage with Microsoft and participate in Global Customer Campaigns
Make more money!
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3.3.
4.4.
5.5.
For More Information
• Forefront: Forefront: www.microsoft.com/forefront
• Identity and Access:Identity and Access: www.microsoft.com/ida
Q&A
© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after
the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.