1. Eset Sales & Product Training
Mark James - ESET IT Security Specialist

2. Product range
Business products – 9 (+1) categories Consumer products – 2 categories Free Utilities – 6 Upcoming products - 1

3. Business product range

4. Product: ESET Endpoint Antivirus
Versions
Windows
Mac
Linux
Key features
Antivirus
Antispyware
HIPS
Virtualisation support
Exploit blocker
Auto-scan of removable media
Device control
Remote management console
Licensing
Licenced by the machine
Sold in 5’s
Minimum order 5 units
Points to note
Light and fast
improves computer speed
extends hardware life
Top-level detection
for both in-the-wild and zero-day threats
Minimal down-time
Simple installation
Stand alone or through RA
Technical support provided
Rip and replace available
Mac 1st

5. Product: ESET Endpoint Security
Versions
Windows
Mac
Linux
Key features
Antivirus
Antispyware
HIPS
Virtualisation support
Exploit blocker
Auto-scan of removable media
Device control
Remote management console
Web control
Firewall
Antispam
Botnet protection
Licensing
Licenced by the machine
Sold in 5’s
Minimum order 5 units
Points to note
Light and fast
improves computer speed
extends hardware life
Top-level detection
for both in-the-wild and zero-day threats
Minimal down-time
Simple installation
Stand alone or through RA
Technical support provided
Rip and replace available

6. Product: ESET Mail Security for…
Versions
Microsoft Exchange Server
Linux/BSD/Solaris
Kerio Connect
Key features
Antivirus
Antispyware
Antispam
Anti-phishing
Remote Management console
Licensing
Licenced by the mailbox
Sold in 5’s
Minimum order 5 units
Points to note
Mailbox counter available online
Same AV engine as Endpoint products
Server performance monitored real-time
Specifically built for it’s environment
New version 6.2
Simple installation
Stand alone or through RA
Technical support provided

7. Product: ESET File Security for…
Versions
Microsoft Windows Server
Linux/BSD/Solaris
Key features
Antivirus
Antispyware
Removable device control (Win)
Virtualisation support (Win)
Exploit blocker (Win)
Anti-phishing (Win)
Device Control (Win)
Remote Management console
Licensing
Licenced by the server
Sold in 1’s
5 users EAV = 4 endpoint + 1 file
1 in 5 up to 24
Points to note
Optimised for a server environment
Version for “Core” servers
Simple installation
Stand alone or through RA
Technical support provided

8. Product: ESET Mobile Security
Versions
Android
[Windows (not 7/8)]
[Symbian]
Key features
Antivirus
Antispyware
Antitheft
Remote lock / wipe
Call blocking
SIM matching
Licensing
Licenced by the unit protected
Sold in 5’s
Minimum order 5 units
Points to note
Remote management through ERA
Protection of data on the move
Smartphones and tablets
Anti-theft features

9. Product: ESET Gateway Security for Linux/BSD/Solaris & Kerio
Versions
Linux / BSD / Solaris
Kerio
Key features
Proxy integration
Pre-defined actions
Highly customisable
Automatic bi-directional protection
Licensing
Licenced by the server
Sold in 5’s
Minimum order 5 units
Points to note
Streamlined web interface
Rule based filtering (Kerio)
eShell (Kerio)

10. Product: ESET Secure Authentication
Works on
iOS
Android
Windows (7+)
Blackberry
Symbian
All J2ME enabled phones
Key features
One-time passwords
For OWA, VPN, SharePoint & Dynamics
VPN appliances supported
Licensing
Licenced by the user
Sold in 5’s
Minimum order 5 units
Points to note
No additional hardware to lose
Out of the box solution
App-driven
No internet connection required once installed
One time passwords (OTP) randomly generated
API available
SDK for deeper integration

11. Why encryption?
Information Commissioners Office (ICO) The ICO can issue fines of up to £500,000 for serious breaches of the Data Protection Act and Privacy and Electronic Communications Regulations.
Who needs it?
Anyone holding personal information.
Key targets?
Legal professions
Education
Government sector
Charities
FINES…
N.E. Lincolnshire Council - £80,000
Jala Transport Ltd - £5,000
Aberdeen City Council - £100,000
Glasgow City Council - £150,000
Local school - £30,000
North East Lincolnshire Council – Fined £80,000 after the loss of an unencrypted memory device containing personal data and sensitive personal data relating to 286 children.
Jala Transport Ltd – Fined £5,000 after the theft of an unencrypted portable hard drive containing its customer database.
Aberdeen City Council – Fined £100,000 after inadequate homeworking arrangements led to 39 pages of unencrypted personal data being uploaded onto the internet by a Council employee.
Glasgow City Council – Fined £150,000 following the loss of two unencrypted laptops, one of which contained the personal information of 20,143 people.
Nursing and Midwifery Council – Fined £150,000 after the council lost three DVDs related to a nurse’s misconduct hearing, which contained confidential personal information and evidence from two vulnerable children. An ICO investigation found the information was not encrypted.
A school was fined £30,000 after a Teacher had left a laptop on a train and was found to have unencrypted data containing personal details of pupils and parents, including addresses, phone numbers and addresses.

12. Product: DESlock+ … Versions DESlock+ Essential Edition
DESlock+ Standard Edition
DESLock+ Pro Edition
DESlock+ Mobile Edition (iOS)
Key features
See next slide
Licensing
Licenced by the user
Sold in 5’s
Minimum order 5 units
Points to note
No renewal discounts
Once in encryption customers stay with software
Important for legislation / compliance
Independent remote central management
FIPS level 1 certification

13. Product: DESlock+

14. Product: ESET Security for Microsoft SharePoint Server
Versions
SharePoint server 2013
SharePoint server 2010
SharePoint server 2007
Key features
Antivirus
Antispyware
Rule-based filtering
Remote Management
Licensing
Licenced by the connected users
Sold in 5’s
Minimum order 5 units
Points to note
One of few vendors to cover 2013
Key client – 10 Downing street

15. Product: ESET Remote Administrator
Versions
ERA 5 and ERA 6
Key features
Remotely Deploy ESET products
Remotely Manage your networked clients
Keeps you informed of client ESET Status
Remotely modify your users configuration
Run reports on all ESET clients
Run remote scans of client machines
Rogue detection sensor
Licensing
Provided free of charge with all ESET Business products
Points to note
Highly scalable
Can be used by you to manage your clients
Reduction of management time on security
Simple or advanced configuration
Highly customisable
Windows OR Linux

16. DESlock+ Encryption

17. DESlock+ Encryption

18. DESlock+ Encryption

19. DESlock+ Encryption

21. Designed for the Windows environment, the solution creates sector-level images of a disk drive, including not just data but also the operating system, applications, services, and configuration settings. Because your backup image contains everything on a given laptop, desktop or server, when you need to recover its entire hard drive you can do so in minutes, rather than hours or days.
ESET Technology Alliance aims to better protect businesses with a range of complementary IT security solutions. We provide customers with a better option when staying protected in the ever-changing security environment by combining our proven and trusted technology with other best-of-breed products.

27. Consumer product range

28. Consumer Product: ESET Mobile Security
Versions
Android 2.3 and higher
Key features
Antivirus
Antispyware
Antitheft
SMS Antispam
Remote lock / wipe
Call blocking
SIM matching
Call filtering
Licensing
1-4 licenses
1-3 years
Points to note
Mobiles and tablets
SIM card required for some features
Sold on freemium model
Available on Google Play

29. Consumer Product: ESET NOD32 Antivirus 4 for Linux
Versions
Version 4
Key features
Antivirus
Antispyware
Licensing
1-4 licenses
1-3 years
Points to note
Cross-platform protection
Top-level detection
for both in-the-wild and zero-day threats
Minimal down-time

30. Consumer Product: ESET Cybersecurity
Versions
Version 6
Key features
Antivirus
Antispyware
Anti-phishing
Social media scanner
Gamer mode
Exploit blocker
Advanced Memory Scanner
Licensing
1-4 licenses
1-3 years
Points to note
Light and fast
improves computer speed
extends hardware life
great for gamers
Top-level detection
for both in-the-wild and zero-day threats
Minimal down-time

31. Consumer Product: ESET Cybersecurity Pro
Versions
Version 6
Key features
Antivirus
Antispyware
Anti-phishing
Social media scanner
Gamer mode
Exploit blocker
Advanced Memory Scanner
Firewall
Parental control
Licensing
1-4 licenses
1-3 years
Points to note
Light and fast
improves computer speed
extends hardware life
great for gamers
Top-level detection
for both in-the-wild and zero-day threats
Minimal down-time

32. Consumer Product: ESET NOD32 Antivirus
Versions
Version 9
Key features
Antivirus
Antispyware
Anti-phishing
Social media scanner
Gamer mode
Exploit blocker
Advanced Memory Scanner
Licensing
1-4 licenses
1-3 years
Points to note
Light and fast
improves computer speed
extends hardware life
great for gamers
Top-level detection
for both in-the-wild and zero-day threats
Minimal down-time

33. Consumer Product: ESET Smart Security
Versions
Version 9
Key features
Antivirus
Antispyware
Anti-phishing
Social media scanner
Gamer mode
Exploit blocker
Advanced Memory Scanner
Vulnerability Shield
Botnet Protection
Banking & Payment Protection
Firewall
Anti-theft
Antispam
Parental control
Licensing
1-4 licenses
1-3 years
Points to note
Light and fast
improves computer speed
extends hardware life
great for gamers
Top-level detection
for both in-the-wild and zero-day threats
Minimal down-time

34. What's new in V9? Banking & Payment Protection (available only in ESS) This feature automatically detects when customers are using online banking sites or online payment gateways and provides them a protected browser to ensure all online financial transactions are process in trusted and secure environment.
Support for Network signatures (available only in ESS) Network Signatures allow fast identification and blocking malicious traffic coming to and from users devices related to bots and exploit packs. This feature can be considered as Botnet Protection v2.0.
Redesigned user interface User interface in version 9 has been significantly redesigned and simplified based on the results of usability testing, all wordings and notifications has been carefully reviewed and interface now provides support for right to left languages as Hebrew and Arabic and contains online help which can be dynamically updated.

38. FEATURES ✓ Application Guard - Blocking — Provides extra peace of mind for parents by showing suitable apps for your children based on their age group. Age-inappropriate apps can be automatically blocked. ✓ Application Guard – Time Limits— Playing games, sharing with friends and improving skills online are important for kids. But so are other family activities, so this feature lets you set daily time limits for the apps of your choice. ✓ Child Locator — Trigger the location of children’s devices whenever you like, reducing any anxiety about where they are if they forget to text or call you. ✓ Web Guard — Allows kids to explore the Web, a fantastic place to learn new things and be entertained, without access to inappropriate content. Simply enter the child’s age, and categories such as gambling and pornography are blocked automatically. ✓ Parental Mode — Allows you to manage rules and receive reports on kids’ online activities so you can be confident they’re using the Internet safely. ✓ Child/Parent Setup Wizard — Helps you set up everything properly in just a few easy steps. ✓ Parentalcontrol.eset.com — Lets you sign up for a free My.eset.com account to access statistics and settings on your child’s device from your desktop PC, tablet or mobile phone.

39. Free utilities

40. ESET Online scanner Location
Key features
Free to use
Up-to-date, but not updated
Wide browser support
One-click activation
In-depth scanning
Comprehensive detection
Licensing
Points to note
Will give an instant scan of computer
Can be used to convert users to ESET
Will not update so cannot be used as ongoing protection – on-demand scanner

41. Mailbox count tool Location
Key features
Counts all active mailboxes
Excludes aliases and system mailboxes
Licensing
Free to use
Points to note
Will enable you to sell the correct size licence
Can up-sell customers at limit of their mailbox count

42. ESET SysInspector Location
Key features
Wide diagnostics
Capture critical and detailed information
Licensing
Free to use
Points to note
Captures running processes, registry content, startup items and network connections.
Technical support will often ask for this as first point of diagnostics.

43. ESET SysRescue Location http://www.eset.com/int/support/sysrescue/
Key features
Create rescue CD / USB / ISO
Scan PC with SysRescue Live
Licensing
Free to use
Points to note
Enables “sandbox” type checking of native OS
Can be used for pc diagnostics with the use of “portable apps”
Built-in Windows PE version with ESET products or download live Linux version.

44. Rogue Application Remover
Location
Key features
Removes rogue applications
Repairs undesired registry changes
Licensing
Free to use
Points to note
32 & 64bit versions
Auto updates when run

45. Specific cleaners Location http://www.eset.co.uk/Download/Utilities
Key features
Range of specific infection cleaners
Licensing
Free to use
Points to note
Updated regularly to meet the ever evolving strains and variants.

46. Upcoming products

49. ESET Remote Administrator 6 + ELA

50. Business sales

51. ESET … the Antivirus company?
Challenges for ESET
Many resellers perceive us as an Antivirus company and Pidgeon hole us as such
Many end-users ditto
Challenges with selling Antivirus:
Antivirus becoming more commoditised
Easy to lose customers to your competitors on one product
Customer loyalty is easy to break
Margins getting tighter and tighter
Multiple products makes you harder to move away from

52. Building your ESET Pipeline
Questions you should be asking your customers
Increasing the amount of Eset opportunities.
Working together to maximise sales.
What is your current Anti-Virus Solution?
How many machines do you have?
What is your expiry date?
What encryption product do you currently have?
What is your current backup solution?

53. Cross-sell the complete solution
Endpoint security
Encryption
StorageCraft
File Security
SharePoint security
Secure Authentication

54. Cost benefits of protection

55. Calculating the cost Assuming an infection on a 500-user business
Cost Type
No of Users
Cost per hour
Downtime Cost in HR per hour
Estimated Annual Cost 3 hours downtime per year
Average Personnel
500 £9
£4,500
£13,500
IT Technical Support 5
£40
£200
£600
Total Company
£4,700
£14,100
Additional hidden costs can also result from lost revenue when no orders placed during downtime

56. Entirely avoidable - St Barts
Three hospital worm infection dubbed 'substantive failure'
Well known infection - Mytob worm
4,700 PCs
doctors had to resort to pen and paper backup systems
three days to restore key administrative systems such as s
another two weeks to fully scan some 5,000 PCs
"The review concluded that the incident was 'entirely avoidable' and there was a 'substantive failure'

57. NHS Surrey
Fined £200,000 by the Information Commissioner's Office (ICO)
More than 3,000 patient records were found on a second hand computer.
NHS Surrey was alerted to the problem by a member of the public.
Further investigation found confidential sensitive personal data and HR records.
Including patient records relating to approximately 900 adults and 2,000 children on the device.
Stephen Eckersley, head of enforcement at the ICO, said:
“The facts of this breach are truly shocking”
“This breach is one of the most serious the ICO has witnessed and the penalty reflects the disturbing circumstances of the case”

58. Ministry Of Justice
Fined £180,000 by the Information Commissioner's Office (ICO)
The penalty follows the loss of a back-up hard drive at HMP Erlestoke prison in Wiltshire.
The hard drive contained sensitive and confidential information about 2,935 prisoners.
Including details of links to organised crime, health information, history of drug misuse and material about victims and visitors. The device was not encrypted.
Stephen Eckersley, head of enforcement at the ICO, said:
“The fact that a government department with security oversight for prisons can supply equipment to 75 prisons throughout England and Wales without properly understanding, let alone telling them, how to use it beggars belief.”
“This is simply not good enough”

59. Selling building trust and familiarity

60. Trust and familiarity - Name dropping
ESET wins business 2007
Business moves to Sophos
Business returns to ESET 2014
The grass isn’t always greener
Gromit let’s stay with ESET

61. Selling against the competition

62. ESET Advantages and benefits
Smaller system footprint
Lower CPU usage
Faster scanning speeds
ESET
Footprint 5%
Other
Footprint
62%

63. ESET Advantages and benefits
Smaller system footprint
Lower CPU usage
Faster scanning speeds
improved performance for both home and business users
Home users benefit from optimum performance for gaming, surfing & etc
For business users in particular, this also means increased productivity and therefore provides excellent ROI

64. Finding flaws and proving quality

65. Choosing the right product
Internal Comparison of Software Encryption Products for Windows
DESlock+
Sophos
Symantec
TrueCrypt
McAfee
Trend Micro
Microsoft
Kaspersky
Check Point
Pro
SafeGuard Enterprise
Encryption Desktop
Endpoint Encryption
BitLocker
Endpoint Security 10
Full Disk Encryption
full HDD encryption
container encryption
removable media enc.
encryption plug-in
enterprise (management) server
file shredder
file encryption
folder encryption
multifactor pre-boot authentication
sw & hw tokens, smart cards
single sign-on
biometric devices support
multiple users share encrypted computers
administrators' service account
password recovery self-help
one-time-use recovery token
hibernation encryption
Intel anti-theft technology support
invisible containers
password sniffing protection
Secure wipe for decommissioning machines
Linux support
Mac support
Mobile devices encryption
AD synchronization/AD support

66. Choosing the right product
Internal Comparison of Software Encryption Products for Windows
DESlock+
Sophos
Symantec
TrueCrypt
McAfee
Trend Micro
Microsoft
Kaspersky
Check Point
Pro
SafeGuard Enterprise
Encryption Desktop
Endpoint Encryption
BitLocker
Endpoint Security 10
Full Disk Encryption
full HDD encryption
removable media enc.
encryption plug-in
enterprise (management) server
file encryption
folder encryption
single sign-on
multiple users share encrypted computers
administrators' service account
hibernation encryption
Intel anti-theft technology support
invisible containers
password sniffing protection
Secure wipe for decommissioning machines
Linux support
Mac support
Mobile devices encryption
AD synchronization/AD support
The right product needs to do a few things very well

67. AV Comparatives show high quality
AV Comparatives Tests
Awards received
August 2015
More combined results
than any other vendor

68. AV Comparatives Performance
Phishing protection
On Demand protective scan
Malware removal
Performance test

69. VB100 show consistency and detection quality
VB100 awards May 1998 to date
The above table only contains products (vendors) that participated in VB testing 40 or more times

70. VB100 Awards
ESET are the only company who has achieved the award for 10 consecutive years of positive testing

71. Virus Bulletin “In the wild” Virus Testing Results
1998 -

72. Specific reseller help

73. ESET Selling tools Dedicated Channel Manager
Dedicated Internal Account Manager
UK Technical Support
Deal Registration
Competitive pricing
Technical Training
Sales Training
Charity and Gov’t sector pricing
Web demos
Channel Manager client visits
Enterprise sales support
Marketing support
Quarterly promotions
Campaign support

74. New Partner Portal and resource centre
Design resources
Marketing campaign support
Literature
Sales support
Events support
Technical Training sessions
Sales Training sessions
Partner programme information
Free utilities and management tools
Linkedin Reseller community

75. Account

76. Licences

77. Orders

78. ESET UK

79. Partner Resources

80. Specific competitor comparisons

81. Free antivirus?
Free No initial outlay…but… High false positives Higher risk of infection Pay for tech support (Foreign call centres) Pay for virus removal!!! More user support required You make no margin!
ESET Purchase of annual licence which allows… Investment in research and development Free access to latest version Free unlimited technical support (UK) Provided on national number (01202) Free virus removal if infected You make margin

82. Trust and familiarity - Case studies
Education – Govt Sector – Charity – Private Sector

83. Trust and familiarity - Name dropping

84. Trust and familiarity - Name dropping