Partner Executive WebEx -1Q2012

January 17, 2012

Partner Executive WebEx – 1Q 2012

Copyright 2012 Trend Micro Inc. 1

Agenda

• Welcome

• Trend Micro/Overall Channel View

• Q1 Key Channel programs and Activities

• Enterprise SolutionsEnterprise Solutions

• Small Business Solutions

• Renewals

• Q & ACopyright 2011 Trend Micro Inc.

• Q & A2

Trend Labs – 12 Security Predictions 1 Bring Your Own Device (BYOD) Era is here to stay1. Bring-Your-Own-Device (BYOD) Era is here to stay

2. Increasing complexities of securing physical, virtual, and cloud-based systems

3. Smartphone and tablet platforms will suffer from more cybercriminal attacks

4. Security vulnerabilities will be found in legitimate mobile apps

5. Botnets, the traditional cybercrime tool, will evolve

6 Attacks targeting supervisory control and data acquisition (SCADA) systems6. Attacks targeting supervisory control and data acquisition (SCADA) systems as well as other equipment accessible via networks will intensify

7. Cybercriminals will find more creative ways to hide from law enforcement

8 More hacker groups will pose a bigger threat to organizations that protect8. More hacker groups will pose a bigger threat to organizations that protect highly sensitive data

9. The new social networking generation will redefine “privacy”

10 A i l i i b i t SMB ill b t t10. As social engineering becomes mainstream, SMBs will become easy targets.

11. New threat actors will use sophisticated cybercrime tools to achieve their own ends.

Copyright 2011 Trend Micro Inc.

12. More high-profile data loss incidents via malware infection and hacking will occur

3

Note: All predictions supported by Independent Sources

Threats growing in new Areasg g


Trend Micro #1: Securing Your Journey to the Cloud

Trend Micro

Check Point

Blue Coat

y

Kaspersky

SafeNet

Websense

Fortinet

Sophos

SonicWALL*

Webroot*Trend Micro23.7%

Source: 2011 © Quocirca Ltd.: Selected independent IT security

vendor revenues ($M, * = estimate)

0 200 400 600 800 1000 All Others76.3%

Worldwide Endpoint Security

Trend Micro13%

All Revenue Share by Vendor, 2010 Source: IDC, 2011

AllOthers

87%


Source: 2011 Technavio – Global Virtualization Security Management

Solutions

Worry-Free DOMINATES 2011 Real-World Testsy

Smart ProtectionProtectionNetwork

Small Business Products in 9 Tests: Trend Micro Worry Free 7; McAfee SaaS Total Protection 5; ESET Smart Security 4; Symantec Endpoint Protection; Sophos Security Suite; Kaspersky Small


* April–September 2011 testing from Dennis Technology Labs & AV-test.org

y ; y p ; p y ; p yOffice Security

Why Partner with Trend Micro?

1st LAN Server

Security

1st

Gateway Security

Top Reasonsto PartnerSecurity Security

with

Extensive Portfolio of Products

ProductExcellence

Products that Command Higher Margins

Generous Partner Programs

Sales and Technical S t

Training and Certification

Loyalty to the Channel

Unique Business O t iti


Support Certification Channel Opportunities

Trend Micro- Security for your Solutions

How do Trend Micro products map to physical, virtual, and l d i t i th SMB d t i ?cloud environments in the SMB and enterprise space?

Physical Virtual Cloud

B

• Worry Free Standard • Worry Free Advanced • OfficeScan with VDI

• Hosted Email Security

• SafeSync for

SMB

e

Worry Free Advanced Business• SecureCloud

• Deep Security

Ente

rpris

e

• OfficeScan• Enterprise Security

Suite

• Deep Security• Threat Management

System• Threat Intelligence

Manager

• SecureCloud


Maximize Revenue and Profit: Vending Machine & Snack Approach

• AV•TMMS

• AV• DLP

• AV• IDS/IPS

• Policy• Reporting

• AV• TMMS•TMMS

• DLP• Encrypt• SafeSync•

• DLP• App ID• Mobile• Web/DB•

• IDS/IPS• FIM• Log Inspect• DLP• Encrypt•

• Reporting• Threat Intel• Dashboard• Config• Update

• TMMS• Vault• SafeSync• Encrypt•

EndpointPlatform

NetworkPlatform

DatacenterPlatform

ManagementPlatform

ConsumerHome Platform

Copyright 2012 Trend Micro Inc.Trend Micro Confidential

9

5 Minute Egg Reference –5 Minute Egg Reference Details to come


Education Update• Quick Learning Modules

– ConsumerizationCloud Computing Basics– Cloud Computing Basics

• Tech- TV – Short modules on Technical Topicsp– Virtualization Security – Deep Security– End Point Security – Deep Security– End Point Security – OfficeScanEnd Point Security OfficeScan– Messaging Security– Web Security

• All can be found in LMS under the above names


What to Know about Trend Micro• MSP Programs

– One of the oldest Security MSP programs– Strong business through our distributorsStrong business through our distributors

• Renewals– Ever quarter in Partner Portal your customer to renew– 20% Fee if your customer renews on line (credit to distributors)

• Worry Free Services – Cloud Based Security Solution

• SafeSync for Business – Only solution of its kind for channel partners– Not just back-up collaboration/Small Business server in Cloud– Not just back-up, collaboration/Small Business server in Cloud

• Getting Started Brochure – Summary of all Programs

• On-Line Sales Guide Competitive Match Ups


• On-Line Sales Guide – Competitive Match Ups

12

Changes for 2012• US Divided in 3 Regions

– East– South-CentralSouth Central– West

• Public Sector Organization established– Federal– SLED

Strategic Accounts Team• Strategic Accounts Team– Large Existing Trend Micro Customers

• Arlington Inside Sales Team aligned with aboveArlington Inside Sales Team aligned with above– 101 Seats and above by Region or Public Sector

• Benefit to Partners –Better organizational alignment


Jean Lozano

Channel Programs


Director, Channel Marketing14

VMware Partner Exchange

• Platinum level sponsor

• February 13 – 16, 2012 at the Venetian Hotel in Las Vegas

• Hosted reception at TAO restaurant • Monday, February 13th

• 8:00 pm – 10:00 pm

• Please contact your Trend Micro Account Manager for y gregistration details

• We want to meet with you at PEX Please contact your


• We want to meet with you at PEX. Please contact your Trend Micro Account Manager to schedule

Boot Camp at PEX

• Topic: Securing your customer’s Journey to the Cloud – The Partner Opportunity

• Date: Monday, February 13, 2012

• Time: 9:00 am - 5:00 pm

• Room assignment: Venetian 4th Floor in the Marcello room

• Session numbers: 4404, 4405, 4406

• Who should attend– Sales track: Business leaders, sales, pre-sales– Technical track: Presales, solution architects, professional

services, delivery and support


CContact your Trend Micro Account Manager to schedule 1x1 meetings at XChange


Key Corporate Events

Lotusphere 2012• January 15

• Walt Disney World Dolphin and Swan Resort in Orlando, Florida

RSA 2012RSA 2012• February 28 – March 2, 2012

• Moscone Center in San Francisco CaMoscone Center in San Francisco, Ca

IBM Pulse• March 4 – 12, 2012

• MGM Grand in Las Vegas, Nevada


Q1 2012 Partner Webinar ScheduleJanuary Topic Solution Focus AudienceJanuary Topic Solution Focus Audience

17 Quarterly Partner Executive Update: Everything you need to know for Q1 2012

All Sales and Marketing

February Topic Solution Focus Audience

7 Virtualization: Sales and Licensing review Deep Security Sales

15 Virtualization: Product positioning, Deep Security Sales15 Virtualization: Product positioning, Competitive Landscape, and Roadmap

Deep Security Sales

23 Virtualization: Technical demo andfeatures

Deep Security Technical

March Topic Solution Focus Audience

6 Virtualization: Sales and Licensing review

Secure Cloud Sales

8 Small Business update SafeSync Sales

14 Virtualization: Product positioning, Competitive Landscape, and Roadmap

Secure Cloud Sales

22 Vi t li ti T h i l d d S Cl d T h i l

Copyright 2011 Trend Micro Inc.Classification 1/17/2012

19

22 Virtualization: Technical demo andfeatures

Secure Cloud Technical

Q1 Deal Registration Focus Products20% f t i

Products Notes

20% upfront margin for all closed approved sales through deal registration

Trend Micro Deep Security

This includes Deep Security Protection Modules: Anti-Malware, Integrity Monitoring, Intrusion Detection and Prevention Web Application ProtectionPrevention, Web Application Protection, Application Control, Firewall, and Log InspectionThis includes OfficeScan with VDI,

Trend Micro OfficeScan and Enterprise Security Suites

Enterprise Security Suite with VDI, Enterprise Security for Endpoint with VDI, Enterprise Suite for Endpoint & Mail Server with VDI

Trend Micro Secure Cloud

Trend Micro Mobile Security Services Professional Services do not qualify

Trend Micro Threat Management Services Professional Services do not qualify


Trend Micro Threat Management Services Professional Services do not qualify

Virtual Desktop Infrastructure (VDI module)

Q1 Trend Micro Rewards

Product Trend Micro Rewards

Q e d c o e a ds

Trend Micro SafeSync 20%

Trend Micro Worry-Free

7%

Trend Micro OfficeScan

7%

VDI module 7%

Trend Micro Enterprise Security Suites

7%Security Suites

Deep Security 2%


On-Demand Marketing

• Special offer for T d MiTrend Micro Partners

– Execute 2 campaigns by March 31st – we’ll reimburse you 100%!


Campaigns available through On-Demand MarketingOn-Demand Marketing

• Email: – SafeSync (5 part series)– OfficeScan – VDI

Key highlights

End user facing materials– Worry-Free – Consumerization

Product showcase

End-user facing materials

Turn-key solution for your and your marketing

i ti• Product showcase– SafeSync– Deep Security

organization

Ready for execution

– OfficeScan – VDI– Worry – Free

On-Demand marketing is a great way to supplement your current activities and gain access to outside


gain access to outside customer lists

Joint program with VMware

• New campaign available throughavailable through On-Demand

• VDI focus– Tap back into

your OfficeScanyour OfficeScan customers

• Available February 13th


New: Virtual Patching program

• Available through On-Demand February 13

• Focused solutions• Focused solutions– Deep Security: protect mission-

critical serversOfficeScan: through Intrusion– OfficeScan: through Intrusion Defense Firewall protects ENT endpoints from known & new vulnerabilities

• See Virtual Patching on trendmicro.com

Use On-Demand to execute!


Eric Berkman

Enterprise Product Update


Director, Partner Sales26

Trend Micro Enterprise Security

Messaging Hierarchy CloudDataCloudData

CloudDevicesCloud

DevicesCloud

InfrastructureCloud

InfrastructureCloud

ApplicationsCloud

Applications

Securing Your JourneySecuring Your Journeyto to the Cloud the Cloud

Business DriversVirtual CloudPhysical

Enterprise 5 C’s• Cost Reduction & Consolidation• Consumerization of IT

Value for POCPerformance & ROISecuring Consumerization

Business Drivers

• Consumerization of IT• Combating Adv. Persistent Threats• Compliance & Data Privacy• Virtualization & Cloud Security

Securing ConsumerizationProactive Threat DetectionIntegrated DLP & Virtual PatchingOne Platform

Product Message: Trend Micro Enterprise SecurityAdaptive protection that secures your enterprise from cloud to mobile devices

Virtualization & Cloud Security One Platform


Adaptive protection that secures your enterprise from cloud to mobile devices

Trend Micro Enterprise SecurityAdaptive protection that secures your enterprise from cloud to mobile devices

Data ProtectionSolutions that encrypt, control, and protect your private data and intellectual property

from cloud to mobile devices

Endpoint & Mobile DevicesComprehensive enterprise security framework that protects physical and virtual

from your endpoints to the cloud.

Network, Web & MessagingNetwork, gateway, mail server, IM, and collaboration security that

protects physical and virtual endpoints, and mobile devices.

blocks new and evolving threats before they impact your enterprise.

Cloud & Data CenterDynamic, adaptive protection for systems, applications, and data on physical, virtual, and cloud servers as

ll i t l d kt

Security & Risk ManagementProactive, real‐time threat and l b l l


well as virtual desktops. vulnerability management solutions that minimize the risk of advanced threats and data breach

Trend Micro Enterprise Security

Products Mapped to the Wheel

Endpoint & Mobile Device

EndpointOffi S

ServerD S it

Data Center & Cloud

NetworkTh t M t S t

Network, Web & Messaging

• OfficeScan• Worry-Free Business Security• Endpoint Encryption

Mobile Devices• Mobile Security

• Deep Security• ServerProtect

Cloud• Deep Security• SecureCloud

• Threat Management System• Vulnerability Management

Services

Web• InterScan Web Security

M iMessaging• InterScan Messaging Security• Hosted Email Security• Email Encryption• ScanMail for Microsoft Exchange• ScanMail for IBM Lotus DominoData Protection

Data Protection Security & Risk Management

Security Management

Suites & Services

ScanMail for IBM Lotus Domino• PortalProtect for SharePoint• IM Security

• Network and Endpoint DLP

Integrated DLP Modules• OfficeScan• ScanMail• PortalProtect

• Control Manager

Risk Management• Threat Management System• Threat Intelligence Manager• Dynamic Threat Analysis

Enterprise Security SuitesEnterprise Security Services

Suites & Services• InterScan Messaging Security• Threat Management System

Encryption• SecureCloud• Email Encryption

• Vulnerability Management Services


• Endpoint Encryption

Business Opportunities

Enterprise

Endpoint Security

Data Protection

Risk Management Compliance Virtualization

SecurityCloud Security


y g y y


Business What toOPPORTUNITIES SELL?

Enterprise Security for EndpointsImplement lighter leaner endpoint Enterprise Security for Endpoints• OfficeScan • Data Loss Prevention Plug-In • VDI Support Plug-In• Intrusion Defense Firewall Plug-In • Mobile Security Plug-In

Implement lighter, leaner endpoint security for better protection, faster performance, and less strain on IT assets

Consolidate endpoint security to • Mobile Security Plug-In • Security for Macintosh Plug-In • ServerProtect for Windows, NetWare • ServerProtect for Linux • ServerProtect for Storage

Consolidate endpoint security to increase efficiency and lower costs

Take advantage of the benefits of “consumerization” while

Data Loss Prevention

Endpoint Security Platform• Core Protection Module• Web Protection Module

consumerization while safeguarding the organization

Endpoint Security

• Web Protection Module• Patch Management Module

Deep Security for Servers

Core Protection for Virtual Machinesback


y Core Protection for Virtual Machinesback



Data Loss PreventionProtect confidential data and Data Loss Prevention

SecureCloud

Endpoint Encryption

Protect confidential data and intellectual property from release outside the organization

Ensure security and control as business applications and data

Email Encryption

Hosted Email Encryption

Endpoint Security Platform

business applications and data make use of public and private cloud environments

Simplify data protection with comprehensive endpoint to cloud Endpoint Security Platform

OfficeScan• Data Loss Prevention Plug-In

comprehensive endpoint-to-cloud security from one vendor

Meet stringent data protection regulatory requirements

Data Protection back


back



Threat Management SystemProvide network-wide visibility Threat Management System

Threat Intelligence Manager

Dynamic Threat Analysis

Provide network-wide visibility and control including actionable threat intelligence

Mitigate risk and increase

Virtual Patching

Vulnerability Management System

Risk Management Services

overall security posture

Defend against advanced persistent threats, zero-day malware, and targeted attacks Risk Management Servicesg

Risk Management back


g back



Data Loss PreventionMeet PCI HIPAA Data Protection Data Loss Prevention

Endpoint Encryption

Email Encryption

Meet PCI, HIPAA, Data Protection and other compliance requirements in complex environments

Complianceback


back



OfficeScanTake advantage of the flexibility OfficeScan• VDI Support Plug-In

Deep Security

Threat Management System

Take advantage of the flexibility and cost savings of virtualization without compromising security

Enjoy the benefits of consolidation and the accompanying costs Threat Management System

Threat Intelligence Manager

and the accompanying costs savings

Sell more VMware by addressing the unique security concerns of virtualizationvirtualization

Double your deal size by adding security to your virtualization sales

Virtualization Security back


y back



SecureCloudMove to a cloud-computing model SecureCloud

Hosted Email Security

Move to a cloud computing model safely and securely

Take advantage of the benefits of hosted security including minimal maintenance and always-currentmaintenance and always-current protection

Cloud Security back


y back

Why Agentless is such a quick and easy cost reduction discussion ?

Density, Density, Density…..

Performance, Performance, Performance

• @ 1000 Servers, $500 ops costs/month, 50% increase in performance = p

$2.1M Cost Savings/Year• @10,000 Servers =

$21M Cost Savings/YearCopyright 2011 Trend Micro Inc. 37

$21M Cost Savings/Year

John Elder

Small Business Update


Manager, Small Business Sales38

Which Trend Micro End Point Solution?

TREND MICRO INTERNET

SECURITY OR

WORRY-FREE BUSINESS SECURITY

WORRY-FREE BUSINESS SECURITY

WORRY-FREE BUSINESS SECURITYSECURITY OR

TITANIUM

Choose when…

SECURITY SERVICES

SECURITY STANDARD

SECURITY ADVANCED

Choose when… Choose when… Choose when…

You needsecurity for a very small number

You need centralized management visibility of

You own a server and wants to deploy a local management

You also have an email server or Mac computersand wants tosmall number

IndependentComputers

visibility of Remote Machines and does not have a

management server, and wants to lock down access to

and wants to protect them with a single solution

server USB ports.

Copyright 2011 Trend Micro Inc.Classification 1/17/2012

39

SWorry-Free Hosted Services

The Rise of Worry-Free Hosted Services Revenuey



Small toMedium-Sized

BusinessAccountsccou ts

Data Protection

First Server

Managed Service




SafeSync for BusinessProtect confidential data from SafeSync for BusinessProtect confidential data from release outside the organization via external storage or email

Backup and recover business information quickly and easilyinformation quickly and easily

Data Protection




Worry-Free Business SecurityMove your customers to Worry-Free Business Security Services

Worry-Free Business Security Standard

Move your customers to commercial-grade security protection

Provide mobile users access to company data

Worry-Free Business Security Advanced

company data

Provide administrator access to employee computers

FirstServer


Server



Worry-Free Business SecurityProvide Trend Micro solutions on Worry-Free Business Security Services

Worry-Free Business Security Standard

Provide Trend Micro solutions on a subscription basis so customers only have to pay for the licenses they use each month

Monitor clients remotely usingWorry-Free Business Security Advanced

Monitor clients remotely using Worry-Free Remote Manager to address problems early and identify additional service opportunities

“White-label” Worry-Free Business Security Services as your own to build customer loyalty

Managed Service


Service

SMB Product Roadmap 2012Q1 Q2 Q3 Q4

SMB Product Roadmap 2012

Late Q2 or early Q3’12 Q4’12/GA Q1’13Q1’12/early Q2’12 Q3.2012

• Native IPv6 Support

Worry-Free™

Services 5.0

y

• Android support

Worry-Free™

Services 5.2

/Worry-Free™

Service 3.8

(or SP2)• New OS support

Worry-Free™

Standard/Adv 7.x

• Native IPv6 Support Android support• Mac OS Lion & Snow

Leopard (incl. WRS)• Group settings &

reporting• RMM integration

• Mobile and iOS A/V+WRS (if applicable)*• RMM integration stage 2**• Device Control***

**Determination of vendor

• New OS support (Win 8, Mac OS/ Lion)• IPv6 enablement support• Performance Improvements

Kaseya required (2 more vendors)

***Limited control equal to OSCE

Worry-Free™

Remote Manager 3.0

p• Feature Refinements

Hosted Mobile

Platform Launch• Enhanced Widget-like

Dashboard• Improved Mgmt & Reporting• Streamlined Renewal Process• Expanded Managed Product

Platform Launch

• Mobile Device Management, SSFB

• Integrated with License Management


Expanded Managed Product Portfolio - SafeSync SB, WF SVC 3.6, WFBS 7.5

• ConnectWise integration

Management• HES integrated with

License Management

S C SSMB Case Studies and Materials– Good Harbor Vineyards WFSVC/SSFB Case Study

M l L Offi WFSVC/SSFB C S d– Maloney Law Office WFSVC/SSFB Case Study– Local Matters WF SVC Case Study– 5 Things every SB needs to know about Social

N t ki N 2011Networking – Nov 2011– 5 Ways to Curb Your "Careless" Users – Nov 2011– 5 Things Every SB should know about Data Storage

J l 2011– July 2011– 5 Things Every SB should know about Cyber Crime

– Mar 2011S ll Bi T h l R i SSFB A 2011– Small Biz Technology Review: SSFB – Aug 2011

Copyright 2009 Trend Micro Inc.Classification 1/17/2012 46

Greg Whann

Renewals Update


gSenior Director, Customer Strategy

47

2012 Renewal/ Retention – Channel Engagement• 2012 Channel Focus2012 Channel Focus• Renewal/Retention at Trend Micro

– Renewal Revenue and Retention targets for Partners Revenue/Retention and New Sales teamwork Renewals Upgrades & Upsells– Revenue/Retention and New Sales teamwork – Renewals, Upgrades & Upsells

– Product Up sell Promotions and Campaigns – Partner action plans for each segment and select partners

P t Ali t d I f ti Sh i• Partner Alignment and Information Sharing • Continue action plans work with National Partners• Expand efforts into the SecureOne partners

L i f ti Di t ib ti t i t b d t• Leverage information Distribution to assist broader partners• Refine and increase with partner level reporting• Flow of quoting and follow up process

• Communication Focuses– Frequency and location of reports– How to maximize and use information


– EOL/EOS dissemination– Partner product promotions & feedback to Trend Micro sales teams

48

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Partner Executive WebEx -1Q2012