Security Business Strategies & Differentiators

1. Security Business Strategies & Differentiators What it really means to provide security services to different verticals and market segments, and how security vendors and solution providers position themselves to best capitalize on lucrative security opportunities.

2. Larry’s Ego Slide • Started covering security in 2000 • Managing editor and editor of Information Security Magazine • Wrote a column for five years about hacking and cybercrime • Authored an award-winning expose on Microsoft security • Conducted numerous research studies on security trends • Former editor of VARBusiness and publisher of Channel Insider • Currently write the “Secure Channel” blog for Channel Insider/Ziff Davis Enterprise

3. Pop Quiz What is the most costly security incident to befall a business? • Identity Theft • Firewall Failure • Regulatory Failure • Malware Infection • All of the Above

4. Pop Quiz What is the most costly security incident to befall a business? CORRECT ANSWER: The security incident that hasn’t happened yet

5. Threat Evolution Distributed Threats Profit DDoS Clouds Distributed Security Cyber Espionage Necessity Data Loss Security Services Meritocracy ID Theft NGFW Botnets Macro Viruses DLP Compliance Unauth Access SIEM IPS A/V F/W Guarded 2000 2005 2010 2015 Targeted Opportunistic

6. Contrasts in Evolution Albert Gonzalvez 2010 Onel de Guzman 2000 Opportunistic Targeted Notoriety Stealth Merit Profit

7. Threat Evolution: Malware Source: Various

8. Threat Evolution: Spam 3 Billion Spam Messages Per Day Source: McAfee

9. Threat Evolution: Phishing Increasing exponentially by leveraging social networks

10. Threat Condition Frequency of Cyber Attacks over the Last 12 Months Source: Symantec

11. Security Effectiveness Source: Symantec

12. Security Challenges Source: Ernst & Young

13. IT Priorities 2010 Source: Symantec

14. On Topic • How do security threats translate into security sales opportunities? • What does it take to build and support a security practice? • What does security “domain expertise” mean in relation to vertical alignment? • What is the nature of the relationship between vendors and VARs in securing customers’ operations?

15. Our Panel • Randy Cochran, Symantec • Fernando Quintero, McAfee • Chris Doggett, Sophos • Mark Sollazo, SynerComm • Steve Barone, Creative Breakthroughs