GTM Strategy Presentation - Partners 2014

2013 Websense, Inc. Page 1Proprietary and Confidential

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

PARTNER SALES TRAINING


Global Customer Facing Presence

1600 Employees

5 Global

Support

Centers

110 Security

Labs

Engineers

Technical Support

- US

- UK

- Australia

- India

- China

Customer

Engineering

- 80 Dedicated Eng

Security Labs

- Global Response

Sales Engineering

- 100+ Engineers


Global Cloud Footprint

3

Current Data Centers (ISO 27001 Certified) US (3)

San Jose (WEM)

Ashburn (WEM)

Chicago (W)

Europe (6)

Heathrow (WEM)

Feltham (WEM)

Dusseldorf (WEM)

Paris (WE)

Frankfurt (E)

Geneva (E)

CALA (1)

Sao Paulo (W)

Africa (1)

Johannesburg (WE)

APAC (4)

Hong Kong (WE)

Sydney (WEM)

Mumbai (WE)

Singapore (WM)


Health CareBanking

APAC Customers That Trust Websense

4

RetailManufacturing/Oil/GasTelco/Media/IT

TransportationEducation / OtherProperty/Construction/Utilities

Government


Advanced

Threat

Classification

Global

Threat .

Awareness s

Web & Email Security Gateways

Snapshot of Websense protects Advance Threats

Dete

cti

on

&

Pre

ven

tio

nP

rote

cti

on Data

Security

Suite

TRITON ThreatScope

TRITON RiskVision

Integrated

DLP Engine

Dynamic

C&C

Detection

URL

Sandbox

Phishing Reporting &

Education Web & Email File Sandboxing & Forensic Reporting

Threat and Data Theft Monitoring and Forensic Reporting

Real-Time Protection Inline Analysis Composite Risk Scoring Advanced Threat Dashboard



Websense Core Technologies

6


Composite Scoring

Predictive Analysis

Data Theft Prevention

ThreatScope Malware

Analysis Sandbox

Advanced Threat

Defenses

Spear Phishing

Protection

Forensic Reporting

Sandboxing

Enterprise DLP

MacOS & iOS1Web Security

Email Security

Data Security/DLP

Mobile Security

Unifies 900M+ endpoints

Analyzes 3-5B requests/day

Facebook Partnership

Largest Intelligence Network

Managed by:

TRITON Architecture

Global Threat

Awareness

Real-time

Threat Detection

Protection &

Deployment

Unified

Console


Real-time Threat & Content Analysis

Real-time Threat Engines

Security, Data, Content

Over 10,000 Analytics

Three Anti-Malware Engines

Commercial AV Engine

Heuristic Analysis Engine

Malicious PDF Engine

Spear-Phishing, Reputation and Web Link defenses

Composite Scoring Model

Behavioral Analytics

Websense ACE


Unbeatable Threat Intelligence

Websense ThreatSeeker Intelligence Cloud

ThreatSeeker

Intelligence Cloud- Connects 900M Endpoints

- Up to 5B Requests / Day

Websense Labs

Websense Customers Security and

URL Database

URL Requests Database Updates (real time)


Defenses & Analytics

ThreatSeeker Network Intelligence

Over 900M Endpoints, 3-5B Requests/day

Facebook Partnership

Websense Security Labs

Global locations working 24/7

Real-time Updates to ACE

Predictive Defense

Composite scoring inputs

Determine defense analysis

Convicts via prediction


Proven Daily

Five Top AV Engines

Results Posted Daily

Security Labs Site

AV Test Results

Real-time Updates

Requests Analyzed

Security Blog


Security Effectiveness Report

Web Security

Effectiveness

Test

Threat Stage

Testing

Data Theft

Defense

Validation

Forensic

Reporting

Review

Usability

& Policy

Comparison

Websense Blue Coat Cisco FireEye McAfee Palo Alto

2.2M

WBSN & FEAll Vendors All Except FE WSGA Only All Except FE

41 2 3 5


The most

effective anti-

malware

protection from

advanced

threats and

data theft.

The most

advanced email

defenses

against blended

and targeted

attacks.

Enterprise DLP

with proven

risk reduction

in 5-6 weeks.

Features user &

destination

awareness.

The best

protection for

web & email for

any location at

the lowest TCO

and easiest

deployment.

Uniquely

effective

protection for

mobile data

from theft, loss,

malicious apps

and web

threats.

TRITON Security Platform

WEB EMAIL DATA CLOUD MOBILE


Analysts Recognize Websense

2012 Global Web Content Filtering

Competitive Landscape: Sole Market

Leader

2012 Global Web Content Filtering

Market Share Leader

2013 Content-Aware Data Loss

Prevention MQ: Leaders Quadrant

Secure Web Gateway Software

2012 Worldwide Market Share Leader

2013 Secure Web Gateway MQ:

Leaders Quadrant

2013 Secure Email Gateway

MQ: Visionaries Quadrant

Hosted Message Security

Services Radar Report:

Value Leader

Best Hybrid Strategy Award

Integrated Content Security

Gateways

CY12 Worldwide Market Share

Leader

2013 Corporate Web Security

Market Quadrant: Top Player

2012 IDC MarketScape: WW Web

Security Products:

Leader

Web Security Software

2012 Worldwide Market Share Leader

2012 WCF Vendor Landscape:

Champion

2012 DLP Vendor Landscape: Champion

& Trend Setter Award

2012 Email Content Security

Wave: Leader

2013 Content-Aware Data Loss

Prevention Market Quadrant: Top

Player



Websense Solutions For a New World

16


The most

effective anti-

malware

protection from

advanced

threats and

data theft.

The most

advanced email

defenses

against blended

and targeted

attacks.

Enterprise DLP

with proven

risk reduction

in 5-6 weeks.

Features user &

destination

awareness.

The best

protection for

web & email for

any location at

the lowest TCO

and easiest

deployment.

Uniquely

effective

protection for

mobile data

from theft, loss,

malicious apps

and web

threats.

TRITON Security Platform

WEB EMAIL DATA CLOUD MOBILE

Advanced Threats

Data Theft & Loss

Threat Dashboard

Malware Sandbox

Forensic Reports

Forensic Data

SSL Inspection

Social Media

App Controls

Video Controls

Hybrid Solution

Spear-Phishing

URL Sandboxing

Advanced Threats

Data Theft & Loss

Anti-Spam

TLS Encryption

Advanced Encrypt.

Cloud Archiving

Image Analysis

Cloud Cleansing

Hybrid Solution

Content Aware DLP

Data Discovery

DLP Gateway

DLP Endpoint

MacOS & Windows

Off-Network Prot.

Portable Decrypt.

1,700+ Policy/Temp.

Drip DLP Detect.

OCR of Image Text

Geo-Location

Web & Email

URL Sandboxing

Advanced Threats

SSL Inspection

Social Media

Video Controls

Easy to Provision

Cloud On-Ramps

Lower TCO

Cloud Ops Centers

ISO 27001

Cloud Service

Web Security

Malicious Apps

Mobile Email DLP

App Controls

Device Mgmt.

BYOD Policy

Corporate Policy

Reporting/Inventory

Cloud Ops Centers

ISO 27001


Web Security On-Site/Hybrid

TRITON Console

Web Security*

IPv6 / CC EAL2+ / FIPS

Social Web Controls

Adv. Threat Dashboard

Data Theft Defenses

Web Proxy + SSL

Web Channel DLP

Hybrid Deployment

ACE RT Defenses

Web Security

Gateway Anywhere

(WSGA)

TRITON Console

Web Security*

IPv6 / CC EAL2+ / FIPS

Social Web Controls


Data Theft Defenses

Web Proxy + SSL

ACE RT Defenses

Web Security

Gateway (WSG)

TRITON Console

Adv. Application Controls

YouTube for Education

Custom/Allow Deny Lists

RT Security Updates

Web Security* (WS)Appliance or Software

Appliance or Software

Hybrid

Web Security & Filtering

File Sandboxing

RiskVision


Web DLP

ACE

ThreatScope

ThreatScope Add-OnTRITON IntegrationIncluded

Appliance

Best Enterprise Security Award

Readers Trust Award Best Web Content ManagementBest Corporate Security Blog


Web Security - Cloud

ISO 27001 Certified Cloud Operation Centers W = Web, E = Email, M = Mobile

Europe: Heathrow (WEM), Feltham (WEM), Duesseldorf

(WEM), Paris (WE), Frankfurt (E), Geneva (E)

US: Ashburn (WEM), Chicago (W), San Jose (WEM)

APAC: Hong Kong (WE), Mumbai (WE), Sydney (WEM),

Singapore (WM)

Africa: Johannesburg (WE)

South America: San Paolo (W)

Cloud Web Security (Cloud)

Cloud Web Security

Gateway(Cloud)

TRITON Console

Web Filtering

RT Security Updates

Web Security Filters

Cloud End Point

TRITON Console

Web Filtering

RT Security Updates

Web Security Filters

Social Web Controls

SSL Interception

Cloud End Point

ACE RT Defenses

VPN to the Cloud

i-Series Appliance

TRITON IntegrationIncluded


Email Security - On-Site/Hybrid

TRITON Console

Anti-Spam (99% SLA)

ACE RT Defenses

TLS Server Encryption

TruEmail DLP

Mobile Email DLP

TruHybrid

Email Security

Gateway Anywhere (ESGA)

Email Security

Gateway (ESG)

Email Security

(WES)

Software

Appliance

Hybrid

Image Analysis

Advanced Email Encryption

TRITON Console

Anti-Spam

ACE RT Defenses

TruEmail DLP

Mobile Email DLP


Image Analysis

Email Security Console

Anti-Spam

ACE RT Defenses

Content Controls (DLP)


Virtual Image Agent

Email URL Sandboxing

File Sandboxing

Optional Extra Charge Add-OnThreatScope Add-OnTRITON IntegrationIncluded

File Sandboxing


Email Security - Cloud

TRITON Console

Anti-Spam (99% SLA)

ACE RT Defenses

Content Controls (DLP)


Cloud Email Security &

Content Control (CES & CC)

Cloud Email Security

(CES)

Cloud Anti-Spam

Image Analysis

Advanced Email Encryption

Anti-Spam (99% SLA)

Image Analysis

TRITON Console

Anti-Spam (99% SLA)

ACE RT Defenses

Image Analysis

TRITON Console



Phishing Ed. & Reports

Phishing Ed. & Reports

Optional Extra Charge Add-OnThreatScope Add-OnTRITON IntegrationIncluded

ISO 27001 Certified Cloud Operation Centers W = Web, E = Email, M = Mobile

Europe: Heathrow (WEM), Feltham (WEM), Duesseldorf

(WEM), Paris (WE), Frankfurt (E), Geneva (E)

US: Ashburn (WEM), Chicago (W), San Jose (WEM)

APAC: Hong Kong (WE), Mumbai (WE), Sydney (WEM),

Singapore (WM)

Africa: Johannesburg (WE)

South America: San Paolo (W)


Data Security/DLP Solutions

TRITON Console

Data ID & Risk Mgmt.

Scan & Remediate

Monitor & Respond

Mobile Email DLP

Data Security Gateway

Data Discover

Data Endpoint

Data Security Suite (DSS)

TRITON Console

Data-in-Use ID

Monitor & Respond

Off Network Protection

Application Data Controls

LAN Storage Control

USB Portable Decrypt.

Data Endpoint (DE)

TRITON Console

Data-in-Motion ID

Monitor & Respond

Mobile Email DLP

Data Security

Gateway (DSG)

TRITON Console

Data-at-Rest ID

Data Discover (DD)Software


Software


Scan & Remediate

TRITON v7.7 Innovations:

Advanced Machine Learning Criminal Encryption Detection Password File Detection Optical Character Recognition (OCR) Drip (Cumulative) DLP Destination Geo-Location

PLUS:

1,700+ Policies &

Templates by Region

and Industry

Best Regulatory

Compliance Solution

TRITON IntegrationIncluded


Mobile Security

TRITON Console

RT Security Updates

Web Security & Filtering

Web Proxy + SSL

MDM Controls

Mobile App Controls

Malicious App Protect.

ACE RT Defenses

TRITON

Mobile Security

Cloud

Mobile Malware Prot.

Exchange

Email Server

ActiveSync*

Enterprise email

** iOS, Android

*Any ActiveSync

compatible device

Mobile Security

ACE + ThreatSeeker Network

Malicious Mobile App Tracker

Management + Reporting

+ MDM

EnterpriseDLP controls

VPN**

WiFi/3G

Mobile Security

Mobile Email DLP

Web Security


The Right Appliance for Your Needs

X10G

V10K

V5K

Pe

rfo

rma

nce

Remote 2000 7500 50,000+

Proxy/Cache

HTTPS/SSL

Explicit/Transparent

WCCP, ICAP

NIC Bonding

SOCKS Proxy

Proxy Chaining

Inline RT Defenses

Integrated DLP

Allow/Deny Lists

Port Monitor/Control

Client IP Preservation

Multiple AUTHs

Realm Sequencing

CC EAL2+

FIPS 140-2 (Aug.)

IPv6 Proxies

Over 9,000

Shipped to Date

Proxy


TRITON Solution Suites

TRITON

Enterprise (TE)

TRITON

Secure Gateway

AnyWhere (TSGA)

Hybrid

Hybrid

TRITON

Secure Gateway (TSG)*Appliance

WSGA TruWeb DLP

ESGA TruEmail DLP

DSS

WSGA - TruWeb DLP

ESGA - TruEmail DLP

WSG

ESG - TruEmail DLP

Websense foresaw that web security, email security, and data loss prevention are inextricably linked. And the integrated Websense TRITON technology was built to address all three as content security, said Phil Hochmuth, program manager of Security Products at IDC. The companys web security leadership has been solidified by continued innovation and commitment to security effectiveness. IDC February 2012

*Upgrade for web and

email customers only.



Introducing TRITON RiskVision


RiskVision Provides

Detailed Behavioral Analysis on Files

Easy Access to Forensic Data

Insight into Previously undetected Threats

Dashboard View into Current Threat Levels

Non-intrusive, Flexible Deployment


Global Threat

Intelligence

File/Object

Sandboxing

Advanced Threat

DefensesData Loss/Theft

Detection

TRITON RiskVision provides advanced threat and data exfiltration

visibility as a network monitor appliance solution.

RiskVision Defenses

WWW


Websense TRITON ThreatScope is an add-on serviceto provide additional defenses for

the most advanced, targeted zero-day threats and APTs

that may attack through web or email channels

TRITON ThreatScope

File sandboxing for web

File sandboxing for email

Email URL sandboxing

Detailed forensic reporting

Phishing education and reporting


GTM StrategyWhite Space and New Business Sales Plays



Defining Opportunities


White Space vs. Migration vs. New Product

White Space: Compare to Cross Selling

Someone owns a product in a product silo, and we want to sell them something in another silo, or a complimentary product.

Migration: Compare to Up Selling

Someone owns a product in a product silo, and we want to REPLACE it with another product.

New Product: Compare to Net New, New Logo

Someone who does not own any Websense product.

Resulted in 100 more

orders of French Fries

per day per Restaurant,

or $218K per Year per

Restaurant!!!

Source: Inspiringchampions.com


Wheres The Money?

White Space Migration Net New

Web

Email

Data

Mobile


White Space and Migration Opportunities - Websense

5 Prod.0%

4 Prod.0%

3 Prod.1%

2 Prod.11%

1 Prod.88%

Number of Products Owned

TRITON3%

Web Gateway

18%

Legacy Web57%

Email Gateway

7%

Hosted Email13%

Data Security

2%TMS0%

Legacy vs. TRITON



Key Sales Plays 2014


So Many Opportunities!

WF

WS

WSG WSGA

CWS CWSG

Threat

Scope

Risk

Vision

WES ESG

ESGA/

CES

DSS

TMSv2

Encrypt.

Archiving

Image

Analyzer

Web

Data

Em

ail

Legacy TRITON


Web Migration Key Benefits

WF WS WSG WSGA

CWS CWSG

Lowered Infection Levels Less Time Re-Imaging Global Threat Awareness

Advanced Threat Protection

Real Time Protection Single Console

Data Loss Protection Remote User Protection Optional Sandboxing

Advanced Threat Protection Real Time Protection

Lowered CAPEX/OPEX Global Threat Awareness


Example Pain Points - Web

Cost/Time Commitment for re-imaging of infected machines.

Existing Security solution is not effective in detection of threats.

Productivity gained from Web Filter is consumed by re-imaging of machines due to infections.

The risk of data theft is too high.

Company could suffer as a result of data breach.

Remote users are not appropriately protected and open to attacks.


Web Play # 1: Security Focused Play

WS Message:

Think Beyond Compliance and Productivity

WSG Message:

Think about real-time security and advanced threat protection.

WF

WS

WSG


Web Play # 2: Advanced Threat Protection Play

WSG Message:

Think Real Time, Inline Security and Advanced Threat protection.

WSGA Message:

Outbound data theft defenses improve security. Also offers remote user protection

WS

WSG

WSGA

ThreatScope


Web Play # 3: Cloud Play

CWSG Message:

Upgrade to Real-Time Security without hardware.

i500 Message:

For additional protocol/application control and/or latency reduction

WS / WF

CWSG

+i500

Appliance+TMSv2Coming Soon


Web Play # 4: Data Loss Protection Play

WSGA Message:

Add Web Channel DLP to your gateway for better protection.

Add ESGA/DSS

Message: Provide better DLP through email channel, endpoints, etc

WSG

WSGA

+ESGA

= TSGA+ESGA+DSS

= TE

+ThreatScope


Email Play #1: Cross-sell to WSGA or TRITON Bundle

Why: Customer has experience with Websense

Message: Extend the value of your Websense investment.

Web Security

ESGA/CES

TSGA/TE


Rules of Email Club

Rule 1: Best time to talk about email security is at time of renewal

Rule 2: In larger companies email security (messaging group) and

web security (security group) can have different owners

Rule 3: You achieve success simply by learning when the current

email security solution expires (see Rule 1)


Top 3 Criteria for Effective Email Security

1 How do you effectivelyprotect against linked threats?

Example

Spear-Phishing using social

engineering via LinkedIn

Questions

1. How does your current solution

protect against malicious links?

1. Are you concerned about activating

malicious links from mobile

devices?

2. Do you perform User Awareness

and Education for Phishing?

3. How effective is this training?

2 How do you effectivelyprotect against attached threats?

Example

Malicious attachment evades

signature/heuristic detection

and compromises user device

Questions

1. What % of your email contains

attached malware? And just how

big is the risk?

2. How effective are your current

defenses against zero hour file-

based threats?

1. Do you know what these attached

files are doing on your users

devices?

3 How do you effectivelyprotect againstdata exfiltration?

Example

Malware sends confidential

encrypted data in small

chunks to evade detection

Questions

1. Can you see malware thats trying to exfiltrate confidential data?

1. What ways are the bad guys trying

to steal this data? And is it working?

2. Are your data policies and reporting

integrated with your mail gateway?


Email Migration/White Space Exercise

Think of one of your existing Web Customers

and Answer the Following Questions:

1. What additional information do you need to

start an email security conversation?

2. What questions would you ask to determine

pain points with their current email security

solution?

3. How would you explain the value of

Websense email security to address the pain

points?


DLP Play #1: Intellectual Property Play

Why:

Customer concerned with IP protection

Message:

Protect high value IP

Prevent Malicious Data Theft

Enable adoption of Cloud Infrastructure

WSGA

TE


DLP Play #2: Mobile Endpoint Play

Why:

Employees laptops on and off network exposing company to data loss and theft

Employees corporate email sent to mobile devices

Message:

Protect malicious data theft at endpoint

Enable business partnerships

Drive employee productivity

WSGA

DLP

Endpoint


Mobile Endpoint Finding the Pain

Mobile Endpoint Pain Points: Employees using laptops on & off network

exposing company to data loss & theft

Employees sending corporate email to their mobile devices

Questions: What percentage of your users are using laptops

today?

Do you users have to be connected to the network to interact with sensitive data?

How likely is it that they work with sensitive information while off network?

How many of your users have MacOS devices?


DLP Migration/White Space Exercise

Think of one of your WSGA Customers and

Answer the Following Questions:

1. What data theft protection needs can

Websense address with DLP?

2. Which Play would you suggest and why?

3. What questions can you ask to bring out

unrecognized pain?

4. What questions can you ask the customer to

consider a Migration?



THANK YOU! QUESTIONS?


Introducing the New POV


TRITON Overview The POV Extension

Documents

GTM Strategy Presentation - Partners 2014