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Richard Sheng, Enterprise Marketing Director Trend Micro, Inc.
Security Build for VMware Business Opportunities with Trend Micro
6/6/2012 Confidential | Copyright 2012 Trend Micro Inc.
Trusted by Global 500 Companies
Trend Micro protects
100% of the top
10 automotive
companies.
Trend Micro protects
96% of the top 50
global corporations.
Trend Micro protects
100% of the top
10 telecom
companies.
Trend Micro protects
80% of the top
10 banks.
Trend Micro protects
90% of the top
10 oil companies.
• 10 of Top 10 Telecom companies 10 of Top 10 Automotive companies 9 of Top 10 Oil companies 8 of Top10 Banks
Agenda
• Transforming Enterprise Datacenter
• How partners can accelerate the Cloud Journey
• Business Opportunity with Trend Micro
6/6/2012 3 Confidential | Copyright 2012 Trend Micro Inc.
Transforming Enterprise Datacenter
6/6/2012 4 Confidential | Copyright 2012 Trend Micro Inc.
Evolving IT Infrastructure
Classification 6/6/2012 5
Traditional IT Infrastructure Many Desktops, Many Servers, Many Datacenters
Physical
Evolving IT Infrastructure
Classification 6/6/2012 6
V V
V V
V V
V V
V V
V V
Increased Consolidation and Efficiency Virtual Server, Virtual Desktop
Physical
V V
V V
V V
+ Virtual
Evolving IT Infrastructure
Classification 6/6/2012 7
V V
V V
V V
V V
V V
V V
Increased Cost Effectiveness Cloud Server, Cloud Desktop
V V
V V
V V
Physical + Virtual + Cloud
Datacenter Transformation Journey to the Cloud
8
Mobility & Data
Protection
• Loss of Control
• Data privacy
Performance & New
Challenges
• Traditional security
degrades performance
• New VM-based threats
Consolidation &
Targeted Attacks
• Patch Deployment
• Advanced Persistent
Threats
Virtual Cloud Physical
Increase Protection
Increase Efficiency
Single Security Management Console
Increased Visibility
Challenges & Opportunities
Accelerating the Cloud Journey
6/6/2012 9 Confidential | Copyright 2012 Trend Micro Inc.
Cloud Adoption Challenges
Virtualization Security
Challenges
Data Protection &
Privacy
Managing Across
Physical, Virtual, Cloud
6/6/2012 10 Confidential | Copyright 2012 Trend Micro Inc.
IT Piloting Production Environment Private/Public Cloud
Data destruction
Diminished perimeter
Resource Contention
Multi-tenancy
Data access & governance
Complexity of Management
Mixed trust level VMs
Compliance/ Lack of audit trail
1
2
3
4
5
6
7
8
9
10
11
Virtualization Specific Challenges Not addressed by traditional security used in physical environments
Inter-VM attacks
Instant-on gaps
Host controls under-deployed
1
2
The most comprehensive suite of next-generation,
virtualization security solutions:
Virtual appliance and guest-based
Tightly integrated with, and leverages,
VMware APIs and technologies.
Architected to fully leverage the VMware platform
for delivering better-than-physical security
Top Ratings for
Virtualization
Security
Best Virtualization
Security Solution
VMware Technology
Alliance Partner of
the Year 2011
Security Built for VMware
Virtual Cloud
Physical
Trend Micro Deep Security A datacenter security platform for:
Deep Packet Inspection
IDS / IPS Web App.
Protection
Application
Control Firewall
Integrity
Monitoring
Anti-
malware Log
Inspection
Trend Micro Deep Security Agent-less Security: Architected for Virtualization
14
VM VM VM
The Old Way
AV Virtual
Appliance
VM VM VM
NEW !
Agentless Way
VM
Agents in
every Virtual
Machine
Single
Installation
on
Hypervisor
One-time deployment per physical host
Agentless security to every VMs
Sources: Tolly Enterprises Test Report, Trend Micro Deep Security vs. McAfee and Symantec, February 2011; Saving estimate based on VMware ROI calculations
0 10 20 30 40 50 60 70 80
Traditional AV
Agentless AV
Virtual Machines per host
75
25 3X higher VDI VM consolidation ratios
3-year Savings on 1000 VDI VMs = $539,600
Increased ROI with
Agentless Security 273%
81%
307%
CPU
Symantec Trend McAfee
Scheduled scan resource usage over
baseline – 50 VMs per host
Trend Micro Deep Security Architected for Physical, Virtual and Cloud
Agent-based security:
• Comprehensive protection
within datacenter
• Mobility – to extend protection
to public cloud
Hypervisor / vCenter integration:
• Enables virtualization-aware security
• Eliminates instant-on gaps
Coordinated approach:
• Optimized protection
• Operational efficiency
2 3
4
Agent-less Security
• Greater efficiency
• Manageability
1
Deep Security - Integrated Data Center Security Across Physical, Virtual, and Cloud environment
Higher
Density Simpler
Management across Physical | Virtual | Cloud
IDS / IPS
Web Application Protection
Application Control
Firewall
Deep Packet Inspection
Log
Inspection
Anti-Virus
Integrity
Monitoring
Better
Security
From Virtualization to Cloud Securing your Journey
6/6/2012 18 Confidential | Copyright 2012 Trend Micro Inc.
Who is responsible for security?
• With IaaS the customer is responsible for VM-level security
• With SaaS or PaaS the service provider is responsible for security
Public Cloud
PaaS
Public Cloud
IaaS
Servers Virtualization &
Private Cloud
End-User (Enterprise) Service Provider
Public Cloud
SaaS
Cost Reduction & Consolidation 1 Cloud Security
Cloud Models: Who Has Control?
19
Enterprise Key
Management
Console
Data Encryption for the Cloud Trend Micro SecureCloud
Enterprise Datacenter
or SaaS Offering Cloud Service Provider
VM
Corporate
App
VM VM VM
Hypervisor
Shared Storage
My Data
Trend Micro benefits…
• Trend Micro remove security, data protection and regulatory compliance concerns.
Accelerate
• Trend Micro provides one security platform across Physical, Virtual, and Cloud (hybrid)
Differentiate
• Trend Micro offers upsell opportunities addressing real problems your infrastructure projects
Incremental Profit
• Trend Micro increase virtual machine (VM) density without sacrificing on security – more VM on a host.
Cost Saving
6/6/2012 21 Confidential | Copyright 2012 Trend Micro Inc.
Every $1 in server
virtualization
software sales generates
$11.26 in additional,
complementary
products & services.
Business Opportunity for Partners
Product Category All
Partners
Professional Services $4.07
Storage Products $2.81
Networking Products $1.26
Business Applications $1.24
Other Software $0.96
Security Products $0.92
Total $11.26
Source:
VMware Global Touch Data Center Survey
Security licenses alone can double
your deal size.
Deep Security Pricing
2
3
Traditional Security
Trend Micro Deep Security
vs.
US$3-4000/ CPU US$5-10/ users
Project Scope: 50 servers (or 200 CPUs)
Deep Security Oppt’y:
~US$600K + professional services
Case Sharing Transportation | CRM | Cloud Providers
6/6/2012 24 Confidential | Copyright 2012 Trend Micro Inc.
Customer Case Study Dell Advances Public Cloud Security with Trend Micro SecureCloud • Customer: DELL Cloud Datacenter Services
• Driver: – Needed to accelerate adoption of their Cloud Datacenter services.
• Pain: – Privacy and security issues are a growing concern as more companies turn
to cloud computing and virtualization
• Goal: – Give their customer the tool and peace of mind to move sensitive
workloads into Dell’s public cloud.
• Solution: – SecureCloud delivering encryption and key management solutions
6/6/2012 25 Confidential | Copyright 2012 Trend Micro Inc.
“Security is a primary concern among customers moving to
the cloud. Delivering encryption and key management
solutions from Trend Micro enables us to further alleviate
our customers’ concerns while addressing important risks
of data privacy, security and compliance with an efficient
cloud data protection solution” - Kevin Jones, vice
president, Dell Services.
Customer Case Study NTT America Turns to Trend Micro to Provide Encryption for the Cloud • Customer: global infrastructure services provider
• Driver: – Needed to accelerate adoption of their Cloud Datacenter services.
• Pain: – Privacy and security issues are a growing concern as more
companies turn to cloud computing and virtualization
• Goal: – Provide data protection for enterprise customers using NTT
America’s cloud computing platform.
• Solution: – SecureCloud protect sensitive data stored in NTT America’s cloud
computing platforms
6/6/2012 26 Confidential | Copyright 2012 Trend Micro Inc.
“Security is one of the most important issues for our enterprise customers…their data is their livelihood, and adding the integrity- and identity-based policy enforcement offered by Trend Micro SecureCloud to securely encrypt their cloud-based data provides enterprise IT managers with yet another layer of protection,” - Craig Hurley, NTT America Data Center Services.
Trend Micro and VMware Alliance
6/6/2012 27 Confidential | Copyright 2012 Trend Micro Inc.
History of Security Innovation with VMware
Improves Security
by providing the most
secure virtualization infrastructure,
with APIs, and certification programs
Improves Virtualization
by providing security solutions
architected to fully exploit
the VMware platform
2011 2010 2009 2008
Feb: Join
VMsafe
program
RSA: Trend Micro
announces Coordinated
approach & Virtual pricing
And shows Vmsafe demo
VMworld: Trend Micro
virtsec customer
May: Trend
acquires
Third Brigade
RSA: Trend Micro
announces virtual
appliance
July:
CPVM
GA
Nov: Deep Security 7
with virtual appliance
Q4: Joined EPSEC
vShield Program
Dec: Deep Security 7.5
w/ Agentless AntiVirus
2010:
>100 customers
>$1M revenue
Q1: VMware buys
Deep Security for
Internal VDI Use
RSA: Other vendors
“announce” Agentless
RSA: Trend Micro
Demos Agentless
Sale of DS 7.5
Before GA
VMworld: Announce
Deep Security 7.5
Vmworld: Announce
Deep Security 8
w/ Agentless FIM
6/6/2012 Confidential | Copyright 2012 TrendMicro
Inc. 2
VMware-integrated agentless antivirus released in Nov. 2010
1000 agentless security customers in the first year
Over 250,000 VMs are licensed for agentless antivirus
Full agentless security including Virtual Patching for vSphere 5
Latest agentless File Integrity Monitoring released in 2012
Largest customer purchase is 8,000 VMs
Most dense deployment is 300 VMs/host
“Deep Security provides a robust set of tools to add to your toolbox.
The perceived performance improvement is visible to the naked eye.” - Ed Haletky, Virtualization Practice (www.virtualizationpractice.com)
2
9
Trend Micro Momentum with vSphere Customers
Trend Micro - Market Leader Server | Virtualization | Cloud - Security
Trend
Micro
Worldwide Endpoint Security
Revenue Share by Vendor, 2010
Source: IDC, 2011
Trend Micro
Source: 2011 Technavio – Global
Virtualization Security Management
Solutions
30 6/6/2012 Confidential | Copyright 2012 Trend Micro Inc.
Trend Micro
Source: 2012 Technavio – Global
Cloud Security Software Market
TREND MICRO AFFINITY PROGRAM
http://affinitypartner.trendmicro.com
- Online training and certification
- Deal Protection program (lead registration)
- NFR Application
32
Refresh Affinity Structure
Trend Micro Gold Partner
Trend Micro Platinum Partner
Trend Micro Silver Partner
Trend Micro Registered Partner
RE
VE
NU
E G
RO
WT
H
BREADTH OF
COVERAGE/SKILL
B
S
G
P
APP – Sales – Leads Registration
33
1. Access Landing
Page(affinitypartn
er.trendmicro.com
)
2. Login input
registered email
and password
3. Click on Sales
Lead Registration
on top Selection
Quick Tips
1. Input Customer/Competitor/Product Info 2. Clicks on “Submit” 3. Successful Pop-Out message
1. Input Customer/Competitor/Product Info 2. Clicks on “Update Your Lead” 3. Successful Pop-Out message
APP – Sales – Lead Update
34
My Leads Update
(To update Lead
Status)
Access Steps:
1. Click on Sales
My Leads
History
2. Click “Update”
link on the
lead to be
updated
Quick Tips
Overview Trend Micro’s Not For Resale (NFR) program is an internal-use license granted to each registered Affinity Partner upon successful application that ensures partnering with Trend Micro is threat-free, cost-free and worry-free. It provides Affinity partners with the opportunity to evaluate, test and train up to USD$20,000* worth of Trend Micro’s award-winning solutions. * The available product value of NFR licenses is based on Affinity Partner status. Licenses can be requested based on the product value listed in the Affinity Partner NFR License Value table below.
Classificati
on 6/6/2012
35
Platinum Gold Silver Registered
NFR Program*
/ USD
20,000 10,000 5,000 2,000
36
Key Changes from Trend Micro
A genuine commitment to work smarter together
Focus on Growing both our Businesses
Rebrand & Simplify Partner Tiers
Deliver country wide Online Deal Registration
Regular Business Reviews
Ongoing Developments to Channel Enablement tools
Introduce Specialisations & Partner expertise
Implement Achievable and Meaningful Rebate Scheme
Deep Security 8.0 Funnel Incentive program
37
Thank You!
6/6/2012 38 Confidential | Copyright 2012 Trend Micro Inc.