Evolve to become an MSSP with Cyberoam

1. Evolve to become an MSSP with Cyberoam

2. The Security Reseller Dilemma How can I grow my business with the expertise I already have and move up in the value chain?

3. Partner’s revenue today Margin from appliance sales + subscription sales / renewal Your current business model Customer # 1 Customer # 2 Reseller person selling Cyberoam appliance to a customer Customer # 3 Customer # 4 Cyberoam Reseller

4. Limited revenue per customer Find new customers constantly Face competition in current and prospective accounts Zero revenue support liability to maintain customer relationship Averting risk in tough economic times Challenges with current business model How do I grow faster and smarter?

5. Products moving towards services e.g. Software as a Service Now it’s time for Network Security to move to Services model How to meet the challenges? Services product

6. Why become an MSSP?

7. Global Managed Security Services (MSS) market : USD 4.5 billion (e.g. MSS market in Europe = USD 2.1 billion (in 2010)) Expected compounded annual growth rate : 14 % Demand of Managed Security Services is on the rise Why get into Managed Security Services business?

8. Customers willing to outsource than ever before Looking for both an outsourcer and a strategic partner to help transform their security capabilities Market opportunities

9. Drivers for employing Managed Security Services (MSS) Source: Forrester Research

10. Becoming an MSSP with Cyberoam’s offerings

11. Challenges of MSSP • Providing best quality of services to clients with least effort and cost • Provide higher coverage of managed security services • Centralized control of client network’s security • Policy setting, Modification, Monitoring Performance, Reacting to situations in time, Pro-active security management • Have a system that • Is simple to configure and manage • helps meet the SLA’s • Help customers to display compliance • Ability to offer flexible security plans to clients

12. Cyberoam UTM Virtual CCC (Virtual Cyberoam Central Console) CyberoamiView Product Training Cyberoam products that help you become MSSP

13. Benefits of UTM Appliances • Reduced complexity • All-in-one approach simplifies product selection, integration and support • Easy to deploy • Customers, VARs, VADs, MSSPs can easily install and maintain the products • Remote Management • Remote sites may not have security professionals – requires plug-and-play appliance for easy installation and management • Better Man Power Management • Reduction in dependency and number of high end skilled Human resources • Managed Services • Security requirements & day to day operations can be outsourced to MSSPs

14. CCC Features & Benefits

15. iView - Cyberoam’s Logging and Reporting Tool • MSSPs can aggregate the reports of various customers • Free (Open Source) • Aggregation of logs and data from multiple CR appliances as well as competitor appliances, Squid, Access Gateway etc • Centralized storage of reports and log data • View reports of specific devices • Real-time Monitoring and Alerting • Over 1000+ Drilldown Reports • Reports in HTML, PDF, & CSV formats & Email Alerts • Role based user access of iView • Compliance Reports

16. Become an MSSP with Cyberoam’s offerings Customer Appliances Group: Customer2 Group: Customer1 Group: Customer3 Convert existing and prospect client opportunities to Managed Security Services (MSS) Boston Dubai New York Boston Dubai New York Boston Dubai New York MSSP Network

17. Dedicated technical support team to assist MSSP Cyberoam; a one stop solution provider to become MSSP UTM for Gateway level security Virtual CCC for centralized security management iView for centralized reporting Existing relationship with Cyberoam Training on Cyberoam products to know and use Cyberoam products better Benefits of Cyberoam products for MSSP MSSP Cyberoam products

18. Move up the value chain without infrastructure investment Strengthening relationship with Cyberoam and clients Serve customers at lesser cost Charge support/services to the customer Reduced need to visit customer site for any support issue Overall Benefits

19. How to become an MSSP?

20. Lack of understanding of how the MSSP business works What to offer as an MSSP? – possible business models How and when to break-even? Challenges in becoming an MSSP

21. Complete MSSP services Including product, MSSP services Partial MSSP services Client buys product on their own MSSP only provides services Other types of services Charge fee per security subscription management Onsite and/or Offsite Flavors of Managed Security Services

22. Let’s take a scenario You are not an MSSP currently and want to get into this business Opportunity of customers willing to outsource their security management 5 Customers with 2 sites each (40 people per office) Hence, 10 sites /locations (1 UTM appliance per location) – 10 UTMs A sample cost calculation exercise

23. Note: The Cyberoam appliance cost includes 3 year security subscriptions of AV, AS, IPS, Web & App Filtering, Support, Warranty and has been assumed for sake of calculations only and can vary based on different factors Evaluating each cost center • Cost of onsite visit required to customer sites - travel, lodging etc • • Safe Assumption: Engineer visit required to 10% of sites per year for maintenance • • For 10 sites, 1 visit is required = EUR 500 • EUR • 500 • Cost of maintaining spares for replacement • • Spares (replacement rate - 8% per yr, 1 unit) • • Industry average 3% replacement per year & Safe Assumption 10% replacement rate • • For 10 sites, 1 spare UTM appliance is required = EUR 800 (does not include subscription costs) • EUR • 800 • EUR • 1200 • Lease cost (by leasing company) • • Considering 10% Interest rate per year • • For 10 Cyberoam UTM appliances, lease cost of appliances = EUR 1200 • Cost of setting up Security Operations Center (SOC) • • One time infrastructure cost (LCD, Server, Ticketing Software etc) = EUR 12000/- • • Maintenance cost of infrastructure 2nd year onwards (10%) - EUR 1200 per year • EUR • 12000 • Cost of manpower • • One Person can monitor and manage 50 sites • • Salary of person per year - EUR 40,000 • • For 10 sites, manpower cost = EUR 8000 • EUR • 8000

24. 10 sites /locations (1 UTM appliance per location) Annual cost Year 1 = EUR 34500 Year 2 = EUR 11700 Year 3 = EUR 11700 Monthly cost per site Year 1 = EUR 288 Year 2 = EUR 98 Year 3 = EUR 98 Total cost

25. 10 sites /locations (1 UTM appliance per location) Charge MSS fee = EUR 300 per month /site Revenue and Profit with MSSP services

26. Typical MSS contract with customer

27. 3 years contract with customer Combination of Onsite and Offsite services Separate installation cost Liability (only till 1st year. No cost after 1 year as breakeven done in 1st year) Exit clause for Customer (charge a fee) Deliverables Typical MSS contract points