LANDesk® Software Confidential

Selling LANDesk® Antivirus

November 2007

Howard BangerterProduct Manager

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Contents

Pain Points

A Layered Solution

Product Description

A New Paradigm: “Spend Less, Get More Secure”

Key Sales Points

Value to LANDesk Customers

Establish Kaspersky as a Reputable Vendor

Establish LANDesk as a Reputable Vendor

Target Audience

Summary

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Pain PointsIT Manager and IT Administrator

Keeping endpoints secure Enforce security configuration

settings and security policy, (up-to-date AV engine/definitions, etc.) takes a lot of valuable resources

Enforcing compliance Security policies at the endnode, per

corporate mandate and best practice, is practically impossible resulting in security risk and regulatory non-compliance

Infected machines Are connecting to and contaminating

the corporate network causing network downtime and productivity loss

Problem Visibility Clear perspective on where I’m

vulnerable and being attacked

‘Super Tuesday’ Discover, download, test and apply

patches/updates corporate wide is resource intensive and not automated

Proliferation of malicious code Spyware, rootkits, adware, virus,

causes downtime and helpdesk calls.

Information leakage Due to poorly configured systems

and slack access controls costs the company in terms of intellectual property loss, privacy breach, and undue publicity.

Yet Another Console (YAC) Difficult to manage and expensive

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Blended Threats require Layered Solutions

1. Force policycompliance

3. Know yourenvironment

6. Keep malware out

4. Stay patched

= LowerTCO

7. Block unwantedapplications

8. Track userconfigurations

2. Filter atperimeter 9. Centrally install

software

10. Establish networkpolicies

5. Protect criticaldata

“A layered approach to IT security that combines strong perimeter protection and other forms of blocking with general system ‘hardening’ is required to secure a modern IT environment from external and internal threats.”

Source: Mark Nicolett, “Vulnerability Management Defined,” Gartner

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A Layered Security SolutionLDSS + LDAV

Prevent Malicious SW

• Application Blacklisting• Application Whitelisting

• AV enforcement

• Antivirus/anti-spyware• Host-based Intrusion Prevention

(HIPS)

• Executive Dashboard• Reporting

• Single Console

Knowledge & Verification

• Security Threat Assessment• Connection Control Manager

Lockdown &Configuration

• Agent Watcher• Firewall Management

• LANDesk Patch ManagerPatch ManagementOS and Applications

• LANDesk Network Access Control (NAC)Network Access Control

Discovery• Unmanaged Device Discovery

• Extended Device Discovery

• LANDesk Management GatewayProactive Mobile

Management

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LANDesk Antivirus Product DescriptionNew “LANDesk Anti-Virus” SKUs 1st AV “Built for the Enterprise” LDAV Add-on (LDMS, LDSS) $10/Node MSRP

- includes ~$2.00 royalty payment to Kaspersky

LANDesk AV Fully integrated with:

- LANDesk Security Suite- LANDesk Management Suite

Scanning and removal of Malicious Code- Viruses, Trojans, Worms, Spyware- Rootkit detection- NEW! Riskware detection and removal

(“extended database”)

Kaspersky engine and content Quarantine of malicious files (on Host) Pattern files updates

- Staged Pilot Deployment of updates

Outlook Email Scanning Reporting / Alerts / Dashboard

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LANDesk AntivirusNEW! Extended Database for Potentially Malicious Software

Customer Benefit “Extended Database” allows users to scan and

remove other potentially malicious programs created by hackers, spammers, and other cyber criminals

Scanning and removal of Potentially Malicious Programs: Adware – banners, redirectors Proxy-programs – “zombie” transfers of malware

and spam Pornware – Porn-dialer, Porn-downloaders and

Porn-Tool programs Riskware – Remote admin utilities; Client-IRC,

dialer, and downloader programs; activity monitors; password utilities; internet tools such as FTP, Web, Proxy and Telnet

Exception file/folder list

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Key Sales Points

World-class ProtectionThey will be less secure with any other AV vendor

Cost “LDAV is a no-brainer from a cost perspective

IntegrationConsolidating on a single vendor and toolset for security management is extremely important (YAC)

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Value for LANDesk Customers

Layered Security - An additional layer of security protection on the desktop Two Layers of Spyware Removal – With SP1, LDAV + LDSS provides two layers of spyware protection1st “Made For The Enterprise” Solution – The only AV solution created with the enterprise in mind. (No consumer “shrink-wrap” product available, not even standalone.) Features tailored to supply maximum manageability from the enterprise perspectivePilot Program – Gives administrators a way to rapidly test virus definition files, reducing the risk of accidentally deploying files that could have a pejorative effect on the enterprise Better Protection than the “Big Three” – “[The . . . reason why the top selling antivirus applications don't work [detecting new malware] is because malware authors are specifically testing their Trojans and viruses to make sure they can bypass these applications [i.e. Symantec, McAfee, Trend] before releasing them in the wild.” (ZDNet Australia, 21 July 2006)

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Why did we choose Kaspersky?

Kaspersky is considered Best-of-Breed (but is better known in Europe than in the USA)

Kaspersky Labs uses a number of techniques to block threats: Several types of heuristics Scanning of re-packagers and archives Spyware and Rootkit detection Kaspersky Lab gets the biggest kudos for its signature database.

- Signatures: the most accurate way to detect or properly clean threats

Kaspersky Lab is renowned for the speed with which it releases signatures for newly discovered threats, delivering hourly updates

To reduce the impact on the network, Kaspersky engineers are committed to keeping these constant updates very small, usually in the neighborhood of 50KB each

(eWeek.com, Oct 10 2005)

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Why did the leading management company choose ?

Kaspersky most accurate and hourly updates Very small updates Over 100 Awards won

www.virus.gr Shootout (April ’05), 91202 virus samples:

1. Kaspersky - 99.28%

2. AVK - 97.93%

3. F-Secure - 97.55%

4. eScan - 96.75%

5. Norton Corporate - 91.64% (missed 7624 viruses)

6. Norton Professional - 91.57%

7. McAfee - 89.75% (missed 9348 viruses)

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Some Recent Wins:

March 2006 - Computer Buyer Best Buy Award: “. . . top class virus checker – detecting all of the malware as well as

all of the viruses – and it uses minimal resources without compromising the level of protection it provides”. (Computer Buyer Reviewers)

February 2006 - PC World Brazil Best Buy award. “The product demonstrated top malicious program detection rates . .

. low resource requirements on PCs, combined with high performance and reliable protection of user data.”

December 2005 - Virus Bulletin VB 100% “Kaspersky . . .was awarded the VB100% status, once again

confirming the reputation of Kaspersky Lab products on the international IT market. In their review, editors particularly stressed the product's high performance and its traditionally outstanding levels of malicious program detection.

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More Recent Wins:

TopTenREVIEWS.com Antivirus 2006 “By default, Kaspersky updates their definitions on

an hourly basis, which blows away the competition. This leaves a very small window for a virus to be created and infect your machine.”

“Besides being very thorough and reliable, it only took eight minutes for us to scan an 80 GB hard drive.”

“This anti-virus software is so fast you won't have to set aside hours to scan your computer or set it up to run at night.”

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Better Protection than the “Big Three”

‘The most popular brands of antivirus on the market… have an 80 percent miss rate… So if you are running these pieces of software, eight out of 10 pieces of malicious code are going to get in. . .’

“Kaspersky, . . in the same tests managed to block around 90 percent of new malware.”

“Most large firms already use more than one antivirus application but I wonder how many use two of the Symantec, McAfee and Trend trio? If you do then I suggest investing in yet another -- but whatever you do, stay well away from the bestseller shelf.”

(Munir Kotadia, “Why popular antivirus apps 'do not work‘” , ZDNet Australia, 21 July 2006, quoting Graham Ingram, GM Australia Computer Emergency Response Team (AusCERT))

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Virus Definition File Updates

LANDesk/Kaspersky Hourly basis

McAfee Daily basis

Trend – PC-cillin Daily basis

CA - eTrust Daily basis

Symantec Weekly basis

Competitor news (Feb 2007)

Microsoft One Care fails VB 100 test Virus Bulletin VB100 test is a gold standard for AV products. To pass, a product must

- Detects all In the Wild viruses during both on-demand and on-access scanning.

- Generates no false positives when scanning a set of clean files.

Microsoft One Care failed as did McAfee Enterprise v8i. Kasperky passed

Trend AV security flaw Critical flaw which allows complete takeover of target computer

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Kaspersky’s International Award-Winning Tradition:2005 – 22 awards2004 – 20 awards2003 – 10 awards2002 – 10 awards2001 – 17 awards2000 – 22 awards1999 – 19 awards1998 – 10 awards

24-time awarded Virus Bulletin VB100%100 percent detection of In the Wild test samples and no false positives

http://www.virusbtn.com/vb100/index

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Leading real time protection

Leading manual scan protection

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Target AudienceIT Organization

Target established LANDesk accounts and talk to IT organization Talk about AV with EVERY CUSTOMER Show how they can save money on AV, which in-turn they can use to

help finance a migration to LDMS or LDSS. Use the “Add AV and save 20%” promotion Tout double layer of spyware protection (LDAV + LDSS)

Pitch to IT is usually something like: “Who is your current AV vendor?” “When does your current AV expire?” “Would you like to save a little money on AV?” “Would you like to consolidate to a single vendor/console?” “What do you use to protect from spyware?” “Would you like to be able to easily and automatically “Pilot” or test virus

definition files before they are rolled out to the entire organization?” Do you need additional licenses to accommodate your

employees/contractors who bring in their own equipment?Security Managers won’t change AV Vendors based on PRICE alone. But: They will change on Price IF the AV vendor is considered best-of-

breed (Note: LANDesk, with Kaspersky, is best-of-breed)

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Remember: Key Sales PointsA Layered Security Approach: AV is part of a total security solution (a security best-practice)

Cost: Customers are looking to reduce their annual subscription costs (They feel locked in)

Integration: Consolidating on a single vendor and toolset for security management is extremely important

Reputable Vendor: The “Best of the Best of the Best” (Kaspersky + LANDesk is an ideal marriage of Top Malware Detection and Top Management ability). Once you have established Kaspersky + LANDesk as a “Reputable Vendor” or best-of-breed, then always

refer to the product as “LANDesk Antivirus” (i.e. get Kaspersky out of the picture and push our brand) Bottom Line: LANDesk AV is a “Best-of-breed”, “World-class” Reputable Vendor. LDAV is even

BETTER than Kaspersky, because we have added value to it by putting our Best-of-breed console around a solid AV engine

“Pilot” Pattern File Deployment Program: No other vendor has anything like this.

Two Layers of Spyware Protection: LDAV “extended database” + LDSS Spyware solution

LANDesk AV Competitive Advantages: Hourly Updates! (vs. Weekly or Daily for competition) – a very small window for 0-day

threats Small update file size (avg. 44k) – easier on network resources, distributed using Peer

Download technology Thorough and Reliable – top virus finder Fast! Complete IT Control on the desktop – can grant or pull back user functionality Updates available “In-the-Wild”

Backup

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Changing AV Vendors: “Spend Less, Get More Secure”

Reluctance to Change – Historically, companies have been “fearful” of changing AV vendors, thinking that the security risk of changing didn’t outweigh potential cost benefits

A New Paradigm – Gartner now tells us that with the commoditization of AV, organizations are less fearful of change – but they still won’t change if they believe they will compromise their security by changing.

(Neil McDonald, “Spend Less, Get More Secure - Where can ‘good enough’ security capabilities provided at low or no cost enable you to spend less and get more?”, Gartner IT Security Summit, 2006, Washington, DC)