Cisco CybersecurityPocket GuideEMEA 2015Intelligent Cybersecurity for the Real WorldContentWhat an Opportunity! Security Investment is a Top PriorityWhy Cisco? Cisco is the Leading Security Company Market Recognition Security Intelligence & Research The Cisco Security Strategy The Security Challenge The Threat-Centric Security ModelWhat to Sell - Focus Products Network Security Advanced Malware Protection Web- & Email-Security Secure Access & Secure Mobility Attach Security to Your Data Center DealsSecurity Channel Partner Program Security Architecture Specialisations Incentives & Promotions Demand Generation & Demo 2 2014 Cisco and/or its afliates. All rights reserved.What an Opportunity!Security Investment is a Top PrioritySource: Cisco Annual Security Report 2014Security: The Critical Boardroom TopicThere is mounting concern at the senior executive and board level regarding information security. Chief Information Security Ofcers (CISOs) are challenged to push boardroom discussions into additional security investment. Security breaches mean lost intellectual property, compromised customer information and confdence, and valuation impact. These are critical considerations as organizations become more agile and try to grow their business models in the face of the evolving trends of mobility, cloud computing, and advanced targeted attacks.Partner Confdential3of organisations state IT security is critical in meeting their top business objectivesof organisations state that IT security is oneof the top 5 priority areas for IT investment for the next fscal yearof organisations say IT security is more important than otherIT initiatives 56% 73% 51%Why Cisco?Cisco is The Leading Security CompanyCisco is Leader in four Gartner Magic Quadrants: Magic Quadrant for Network Access Control, Dec 2013 Magic Quadrant for Intrusion Prevention Systems, Dec 2013 Magic Quadrant for Secure Web Gateways, June 2014 Magic Quadrant for Secure Email Gateways, July 2014 Ciscos Security portfolio has been rated Positive in Gartners Vendor Rating 2014.We licensed online versions of the Gartner reports for distribution. Ask us for the access links!4 2014 Cisco and/or its afliates. All rights reserved.Cisco Confidential1 2013-2014Cisco and/or its affiliates. All rights reserved. So do any network security vendors understand data center and whats needed to accommodate network security? Cisco certainly does. Cisco is disrupting the advanced threat defense industry. AMP will be one of the most beneficial aspects of the [Sourcefire] acquisition. Based on our (Breach Detection Systems) reports, Advanced Malware Protection from Cisco should be on everyones short list. 2014 Vendor Rating for Security: Positive Market Recognition The AMP products will provide deeper capability to Cisco's role in providing secure services for the Internet of Everything (IoE). NSS Labs Next-Generation FirewallReports 2014 Cisco ASA with FirePOWER Services Excels!Source: NSS Labs 2014 Security Value MapDownload your copies of the reports, and share the link with your customers!http://cisco.com/go/nssngfw2014NSS Labs conducted the most rigorous next-generation frewall testing to date. Cisco ASA with FirePOWER Services excelled when compared to other tested products. The industrys frst, threat-focused NGFW is now also the frst in security efectiveness, according to NSS Labs reports.Next Generation Firewall (NGFW) Security Value MapTMPartner Confdential5TCO per Protected-Mbps100%Average$70$60 $50 $40 $30 $20 $10$0Average95%90%85%80%75%70%65%60%55%Fortinet (1)Fortinet (2)Cisco (1) Cisco (2)Check PointDell SonicWALLMcAfeeBarracudaCyberoamPalo Alto NetworksCisco (3)WatchGuardSeptember 2014Product LegendCisco (3) ASA 5585-X SSP60Cisco (1) FirePOWER 8350Cisco (2) ASA 5525-XFortinet (1) FortiGate-3600CFortinet (2) FortiGate-1500DCheck Point 13500Dell SonicWALL SuperMassive E10800WatchGuard XTM1525McAfee NGF-1402Barracuda F800bCyberoam CR2500iNG-XPPalo Alto Networks PA-3020Why Cisco?Cisco Talos Security Intelligence &Research GroupMore Than Just a Traditional Response Team6 2014 Cisco and/or its afliates. All rights reserved.The Cisco Talos Security Intelligence and Research Group is comprised of elite cybersecurity experts whose threat intelligence detects, analyses, and protects against both known and emerging threats by aggregating and analyzing Ciscos unrivaled telemetry data of 1.1 million incoming malware samples per day 4.2 billion web fltering blocks per day 1 billion sender base reputation queries per day 100 TB of data received per dayMore than just a traditional response organization, Talos works around the clock to proactively discover, assess, and respond to the latest trends in hacking activities, intrusion attempts, malware and vulnerabilities with new rules, signatures, fle analysis and security tools to better protect Cisco customers.Talos also maintains the ofcial rule sets of Snort.org, ClamAV, SenderBase.org and SpamCop.Cisco Security Research: www.cisco.com/security/center/home.xCisco 2014 Midyear Security Report: www.cisco.com/go/msr2014Available7 x 24 x 365Why Cisco?Cisco is Serious about Security.We are Transforming to Harness theOpportunity.Partner Confdential7Cisco is TransformingOur objective is to be our customers #1 Trusted Security Advisor New Focus on Security: Investment and momentum in Security to create the industrys broadest solution portfolio New Go-To-Market Approach: Empowered, dedicated Security organisation the Global Security Sales Organisation New Security Partner Program: Incentives, promotions and new security specialisations for higher partner proftabilityWhy Cisco?The Cisco Security StrategySecurity Challenges8 2014 Cisco and/or its afliates. All rights reserved.A combination of three major realities that exist today has made the task of defending a network more difcult than ever, while helping attackers to fnd new ways to evade the defences. Changing Business Models - The Internet of Everything will accelerate the degree of change in the years to come, making it even more difcult to defend the organisation.Dynamic Threat Landscape - The attackers have become much more sophisticated and the attacks have moved from static to dynamic. Without near real-time discovery capabilities an organisation will be at a signifcant disadvantage.Complexity and Fragmentation - Most organisations have dozens of security technologies that do not interoperate, and this is exacerbated by a signifcant lack of security specialists available in the market.1The Attack ContinuumPartner Confdential9The best way to communicate the totality of the challenge is to lookat the attack continuum. There are three stages to an attack: Before, During, and After. Before an attack - Organisations need to know what they are defending. They need to know what is on their network to be able to defend it (devices, operating systems, applications, users )During an attack When attackers get through, the customers need to be able to detect them. Once they detect the attack, they will be able to block them and defend the environment.After the attack Invariably, some attacks will be successful, and customers need to be able to determine the scope of the damage, remediate, and bring operations back to normal.Attack Continuum NetworkEndpointMobileVirtualCloud Point in TimeContinuous The Cisco Security Strategy10 2014 Cisco and/or its afliates. All rights reserved.The Threat-Centric Security Model:An Integrated, Open, Pervasive, andContinuous ApproachBy taking a threat-centric and operational approach to security, organisations can reduce complexity and fragmentation, while providing superior visibility, continuous control, and advanced threat protection across the extended network and the entire attack continuum. Visibility-Driven - Get global intelligence and context for deeper insights and better decisions. Threat-Focused - Detect, understand, and stop threats across the entire attack continuumPlatform-Based - Reduce fragmentation by using a platform-based approach to protect the network, devices and the Cloud.ConsistentControl Reduced Complexity Consistent Policies Across the Network and Data Center Fits and Adapts to Changing Business ModelsGlobal Intelligence With the Right Context Detects and Stops Advanced Threats Advanced Threat Protection Unmatched Visibility The Cisco Security StrategyPartner Confdential11Only Cisco Delivers:Platform-based solutions that integrate into an overall security system. Context-aware Security - Including physical and virtual hosts,operating systems, applications, services, protocols, users, contentand network behaviour.Continuous Security - Aggregate and correlate data from across the extended network, discriminating between active attacks and reconnaissance versus simply background noise.Retrospective Security - Detect malware that is sophisticated enoughto alter its behaviour to avoid detection, and evaluate full packet capture in order to successfully remediate.Attack Continuum Firewall NGFW NAC + Identity Services VPN UTM Email Security Malware Sandboxing NGIPS Web Security Advanced Malware Protection Network Behavior Analysis Security Services The Cisco Security Strategy12 2014 Cisco and/or its afliates. All rights reserved.What to Sell Focus ProductsNext-Generation Network& Data Center SecurityProtect high-value data and data center resources with threat defence, secure virtualisation, segmentation, and policy control.Cisco ASA 5500-X with FirePOWER Services (NGFW) Industrys frst threat-focused NGFW Combines ASA frewall with Cisco Next-Generation IPS (NGIPS) and Advanced Malware Protection (AMP)Platform series with wide range of sizes and form factorsCisco ASA 5585-X with FirePOWER Services (NGFW) Purpose-build security appliance for data centers Highest performance, resiliency, and scalability through leading-edge clusteringCombines ASA frewall with Cisco Next-Generation IPS (NGIPS) and Advanced Malware Protection (AMP) Cisco FirePOWER Next-Generation IPS (NGIPS)The most advanced threat protection in the industryIndustry-leading throughput, threat detection efcacy, and low TCO Platform series with wide range of sizes and form factors Cisco FireSight Management CenterCentrally manages operational functions for ASA with FirePOWER Services and FirePOWER NGIPS Automatically aggregates and correlates informationReduces cost by streamlining operations and automating recurring analysis and management tasksPartner Confdential13Next-Generation Network& Data Center SecurityReduce complexity while gaining superior visibility, consistent control, and advanced threat protection across the entire attack continuum.Cisco ASA Virtual Appliance (ASAv) Fully integrated Application Centric Infrastructure (ACI) securityConsistent transparent security across physical, virtual, ACI, SDN, and Cloud vSwitch support for Cisco, hybrid, and non-Cisco data centers Cisco Virtual Next-Generation IPS for VMware Virtualised ofering of Cisco FirePOWER NGIPS solution Reclaim visibility lost when virtualizingExtend Payment Card Industry (PCI) compliance to virtual environments Cisco Virtual Security GatewayIntegrates with Cisco Nexus 1000V virtual switch Delivers security policy enforcement and visibility at a virtual machine levelLogically isolates applications in virtual data centers andmulti-tenant environmentsEnforces separation of duties between security and server administratorsCisco ASA 1000V Cloud Firewall Integrates with the Cisco Nexus 1000V virtual switch Employs proven ASA technology Spans and helps to secure multiple VMware ESX hosts Enables consistency across physical, virtual, and cloud infrastructuresWhat to Sell Focus Products14 2014 Cisco and/or its afliates. All rights reserved.The Cisco ASA Refresh Opportunity in DetailMigrate from ASA 5500 End-of-Life ProductsMigrate to: ASA 5500-X with FirePOWER Services products Include Technical Support ServicesKey Selling Points:Migrate to the new threat-focused NGFW that deliversmulti-layered protection, improved visibility, and reduced security cost and complexityObtain integrated threat defence across the entire attackcontinuum by combining proven ASA NGFW capabilities with industry-leading Cisco NGIPS and AMPUp-Sell: Cisco Security Migration Services Cisco Network Device Security Assessment Services If appropriate: Cisco ISE and ISE Assessment ServicesUpgrade from ASA 5500-X without FirePOWER ServicesUpgrade to: FirePOWER Services for Cisco ASAInclude Cisco FirePOWER Services Subscription for AMP andURL FilteringKey Selling Points: Same as Migration Key Selling PointsUp-Sell: Same as Migration Up-Sell opportunitiesWhat to Sell Focus ProductsPartner Confdential15The Cisco ASA Refresh Opportunity in DetailMigrate from Cisco IPS 4200 End-of-Sale Products, or from Cisco IPS 4300 and 4500 SeriesMigrate to: Industry-leading Cisco FirePOWER 7000 and 8000 SeriesNext-Generation IPS (NGIPS)Include Cisco FirePOWER Services Subscription for AMP andURL FilteringKey Selling Points: Dedicated NGIPS / AMP appliance Very high throughput (>6 Gbps transactional IPS)Up-Sell: Cisco Security Migration Services Cisco Network Device Security Assessment Services If appropriate: Cisco ISE and ISE Assessment ServicesOfer to Network-Centric Buyers: ConvergenceCisco ASA with FirePOWER Services allows convergence of theASA platform and Sourcefre IPS, AMP, URL FilteringOfer for Security-Centric Buyers: Better TogetherCisco ASA 5500-X Series plus FirePOWER 7000 or 8000 Series as best-in-class solutionsWhat to Sell Focus Products16 2014 Cisco and/or its afliates. All rights reserved.Advanced Malware Protection Cisco Advanced Malware Protection provides the continuous analysis and advanced analytics that support Ciscos Retrospective Security capabilities. Unlike the many point-in-time solutions on the market, Cisco Advanced Malware Protection ofers protection across the full attack continuum. AMP Everywhere - We ofer the industrys broadest portfolio of integrated Advanced Malware Protection solutions AMP for Cisco Web Security AMP for Cisco Cloud Web Security AMP for Cisco Email Security AMP for Networks AMP for Endpoints Integrated in ASA with FirePOWER Services1Retrospective Detection:AMPInitial Disposition = CleanPoint-in-time Detection:Antivirus /SandboxingActual Disposition = Bad Analysis StopsSleep TechniquesUnknown ProtocolsEncryptionPolymorphismAnalysis ContinuesActual Disposition = Bad Initial Disposition = CleanWhat to Sell Focus ProductsPartner Confdential17Web- & Email SecurityCiscos Content Security portfolio protects organisations from evolving email and web threats. Email and Web security are critical componentsof a holistic security strategy and represent a multibillion dollar marketin Europe.Cisco Email Security (Appliances & Cloud-based)Fights spam, viruses, and blended threats for organisations of all sizesEnforces compliance and protects reputation and brand assetsAlso available as Cloud-based and Hybrid solution (onsite appliance + Cloud) Cisco Web Security (Appliances & Cloud-based)Proactive security, application visibility, and control for all usersExtend real-time protection and policy enforcement to remote employeesAlso available as Cloud-based solution and Cloud-based integrated with Cisco frewalls Opportunity! Leverage AMP integration as a key competitive diferentiator(AMP Everywhere)Check out www.cisco.com/go/promotions for latest SecurityIncentives and Promos What to Sell Focus Products18 2014 Cisco and/or its afliates. All rights reserved.Secure Access & MobilityEnhance network visibility and control with identity-aware secureaccess solutions.Cisco Identity Services Engine (ISE)Security policy management platform that enforces secure access to network resources (wired, wireless, and VPN)Accurately identifes every user and device that connects to the networkCisco Network Admission Control (NAC)Enforces network security policies by allowing access only to trusted devicesBlocks access by noncompliant devices and limits damage from emerging threats and risksCisco TrustSecSecure network access based on rich contextual data (who, what, where, when, how)Automates frewall rules and access control list administration, uses plain-language policiesEmbedded in the operating systems of Cisco ISE, Catalyst and Nexus switches, Integrated Services Routers, and ASA frewallsCisco AnyConnect Secure Mobility ServicesHighly secure, simple, and reliable of-premise connectivityEndpoint intelligence and context across any access method (wired, wireless, VPN ), from any deviceRemote secure access to authorised applications for tablets and smartphonesWhat to Sell Focus ProductsPartner Confdential19The Avenue for Driving Incremental Pipeline:Attach Security to Data Center OpportunitiesDid you know that including Cisco security architectures as a component of all data center opportunities can drive an average of 41% incremental revenue on each deal?Since there are no data center designs without a security component,you will be addressing one of your data center customers top concerns.Check out the Cisco Secure Datacenter Solutions and the CiscoValidated DesignsCheck out www.cisco.com/go/promotions for latest SecurityIncentives and Promos www.cisco.com/go/securedatacenterMake Ciscos tightly integrated solution portfolio oneof your key competitive advantages:Diferentiate your oferings by selling an end-to-end data center solution, which reduces the complexity of working with multiple vendors and point products.What to Sell Focus ProductsPartner Program20 2014 Cisco and/or its afliates. All rights reserved.Security Architecture SpecialisationsCisco has re-designed the Security Specialisation program, aligning it to the new product portfolio.Express Security Specialisation A new entry point into security specialisations, allowing a partner to focus on one or several specifc products(Email, Web, Next-Generation Firewall, IPS).Advanced Security Architecture Specialisation This specialisation covers the breadth of Ciscos Security Portfolio, and ofers more advanced enablement for threat defence, secure access, Cloud and management solutions.Master Security Architecture Specialisation This specialisationbuilds upon expertise attained in the Advanced Security Architecture Specialisation and enables partners to deliver value-added security solutions to their customers.www.cisco.com/go/specializations -> Security Architecture SpecializationsCisco Confidential 1 2014Cisco and/or its affiliates. All rights reserved.Market SegmentComplexitySMB Midmarket EnterpriseExpress Security SpecialisationsWeb | Email | NG Firewall | NG IPSAdvanced Security Architecture SpecialisationComplete Security PortfolioMaster Security SpecialisationComplete Security PortfolioPartner Confdential21Security Promotions & IncentivesIncentive Programs & Promotions are Ciscos commitment to Partner Proftability. Increase your revenue potential with upfront discount and backend payment programs, and special promotions that have been designed to help you sell Cisco security products and solutions. Marketing & Demand GenerationThe free, ready-to-use marketing campaigns are designed to showcase your partnership with us, and help you efectively market Cisco security products and solutions to your customers.Demoing Cisco Security SolutionsCisco dCloud, the Cisco Demo Cloud, provides powerful self-service capabilities for Cisco Partners. From scripted, repeatable demonstrations to fully customized labs with complete administrative access, Cisco dCloud can work for any use case.www.cisco.com/go/promotions -> Filter Category Securitywww.cisco.com/web/partners/sell/marketing-campaigns.html dcloud.cisco.comPartner Program22 2014 Cisco and/or its afliates. All rights reserved.Useful LinksCisco Security Intelligence Operations tools.cisco.com/security/center/home.x Security Communitycommunities.cisco.com/community/technology/securityCisco Security Blog blogs.cisco.com/security Partner Supportwww.cisco.com/web/partners/support Training & Certifcationwww.cisco.com/web/learningCertifcation Trackingcisco.pearsoncred.comMarketing Assets Librarybx.cisco.com/cbx-portalCompetitive Informationwww.cisco.com/web/partners/sell/competitivePartner ProgramWhat Next?Partner Confdential23Build and Practice your Security Pitch Focus on Business Challenges Focus on The Attack Continuum Become comfortable talking about securityHave a Security Conversation with Your Customer Identify the Security decision makers Open the door for a deeper dive Engage With Your Cisco Security Team! Security can be a major contributor to your companys bottom lineSecurity is no stand-alone technology, it is a diferentiator foryour portfolioThe Security market is very fragmented; Cisco provides you andyour customers a One-Stop-Shop