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Samsung CAC Solution Sales Guide
We are providing enhanced security printing environment… Samsung CAC Solution Sales Guide B2B Biz Group / Solution Planning Samsung IT Solutions Business October, 2010
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Contents Market Trend Addressable Market Sales Plan (2010-2012)
- CAC Sales Plan ( ) Sales Plan ( ) Product Concept & Key Features Segmentation Competitor Analysis Price & Target Revenue Solution Package / Supported Models Launching Plan (Schedule) Appendix Contents 2
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Market Trend Despite the decrease in IT spending, Security is the least likely area to face cuts in response to the current economic crisis [ Increased Needs of End-user & Channel for Security ] [ Global IT / Security Spending Growth Trend ] Planned Investment Solution Interest Low High Security Mgmt IPC Config. Mgmt Inventory Mgmt Software Policy Mgmt : Channel Partners : End-User (Rate. %.) Security Spending 10.9% 10.8% 13.2% 10.3% 9.8% IT Spending 5.5% 5.7% 3.6% 2.9% 2008 2009(e) 2010(e) 2011(e) 2012(e) -1.8% Based on end-user and channel partner survey on IT Investment Priority and Planned Investments, security was ranked as the highest investment priority Security spending has higher growth rate than IT spending and the big gap exists between them Although spending on both IT and security is increasing, It is anticipated that growth rate of security spending will exceed that of IT spending by 5.1% IDC, Worldwide Security Products Forecast : Post crisis, Dec. 2008 IDC, Worldwide IT Spending 2009–2013 Forecast: The Worldwide Black Book, Jun,2009
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Market Analysis Key Solution driver of Hardware
21% to 37% of companies spent more on hardcopy hardware when they acquired document solutions, and fewer spent less in the past 12 months. The highest percents belong to Document accounting (37% of companies spent more on hardcopy hardware) Security/authentication (36%), Document capture/scanning/routing (35%), and Device management/remote diagnostics (32%) <Document Solutions Impact On HC Hardware Spending – By Company Size> <Document Solutions Impact On HC Hardware Spending – By Overall Solutions Spend>
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Market Analysis – US addressable market
As of 2010, the addressable market is $101M in terms of H/W and Supplies from 5 major agency. US Air Force case will be expected to drive other agencies H/W share. From SEA’s expected cumulated sales from 2010 to 2012 is $33M, furthermore CAC & PIV certification will be applied to other governmental agency in US as well as other region. Total Addressable Market: $101M from 5 Major Agencies - Target H/W Share ( ) - Addressable Market (Military & Government Agency) As of 2010 -3 YR Forecasting (H/W & Supplies) -
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Sales Plan 2010-2012 Total Addressable Market
Agency Employees Total Addressable H/W Market per Year Total Addressable Supplies Market per Year Total Addressable Market per Year Army 264,000 $17,424,000 $6,969,600 $24,393,600 Navy 200,000 $13,200,000 $5,280,000 $18,480,000 Air Force 155,000 $10,230,000 $4,092,000 $14,322,000 Homeland Security 194,000 $12,804,000 $5,121,600 $17,925,600 Veterans Affairs 288,000 $19,008,000 $7,603,200 $26,611,200 Total CAC Market 1,101,000 $72,666,000 $29,066,400 $101,732,400 Samsung CAC Revenue Plan (SEA) 2010 Target H/W Share 2011 Target H/W Share 2012 Target H/W Share 2010 2011 2012 H/W Supplies 5% 10% 15% $871,200 $1,742,400 $348,480 $2,613,600 $1,045,440 20% $1,320,000 $1,980,000 $528,000 $2,640,000 30% 40% $2,046,000 $3,069,000 $818,400 $4,092,000 3% $384,120 $640,200 $153,648 $1,280,400 $409,728 $570,240 $950,400 $228,096 $1,900,800 $608,256 $5,191,560 $8,382,000 $2,076,624 $12,526,800 $5,429,424 HW & Supplies Sales ($M) 33.5 5 10.5 18 CAC Sales ($M) 2.9 0.6 0.9 1.4 Total ($M) 36.4 5.6 11.4 19.4 * CAC sales is based on the expected H/W unit sales and FOB, $136.5.
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Product Concept & Key Feature
Samsung’s CAC solution for MFPs follows the same protocol as current laptop and PC CAC authentication processes. The CAC reader and MFP touch screen make authentication simple and secure. Product Concept MFP Walk-up Features and additional security functions with CAC Sales Point Security smart card (CAC) authentication & Easy configuration ■ CAC/PIV Smart Card Authentication - PIN Validation / Card Authentication from Server ■ MFP Walk-up Features Enable / Disable - Preliminary function of MFP - Additional Security-Related Function ■ User Automatic data pulling function from CAC ICC or LDAP Server ■ Signing ■ Encryption
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Segmentation Security & Authentication (CAC)
CAC Card Security solution is mandatory in US militaries, DoD, and Several Federal Government agencies. Featured DoD Sites Federal Agencies Air Force United States Congress Arlington National Cemetery Office of Compliance Army United States Supreme Court Business Transformation Agency Executive Office of the President Central Command Department of Agriculture Central Contractor Registration Department of Commerce Chief Information Officer, DoD Department of Defense Coast Guard Department of Education Defense Acquisiton University Department of Energy Defense Logistics Agency (DLA) Department of Health and Human Services Defense Media Activity (DMA) Department of Homeland Security DoD Forms, Directives & Issuances Department of Housing and Urban Development DoD 101 (Introduction to the DoD) Department of the Interior DoD Office of Security Review Department of Justice Employee Verification Department of Labor Federal Voting Assistance Program (FVAP) Department of State Freedom of Information (FOIA) Department of Transportation Hurricane Hunters Department of the Treasury Joint Chiefs of Staff Department of Veterans Affairs Joint Civilian Orientation Conference (JCOC) Independent Agencies and Government Corporations
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Competitor Analysis Samsung CAC solution is superior to other vendors except Secure Print feature. Until September, Secure Print feature will be developed. Features Samsung Lexmark HP Xerox Dell Sharp Ricoh Embedded solution Yes A3 / Tabloid only No (Waiting on Samsung) (Cryptek, A3/ Tabloid only) Comply with HSPD-12 Authenticate CAC card holder against user provided PIN Enable/Disable features (Block MFP features) All or Scan only All Individual feature encryption (3DES, AES256) (3DES,AES256) (Only to self) Certification (CCC, FIPS 201, FIPS 140) (A3/Tabloid) Secure Print / Job Accounting with CAC In September OCSP for Tumbleweed or Corestreet Easy Installation(SWS) (Wizard style)
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Refer to Competitors’ CAC Brochure
Offering comparison SEC Xerox Ricoh HP Lexmark Solution CAC Enablement Package Common Access Card Enablement Kit CAC Authentication Solution Common Access Card Solution CAC Authentication Key Copy Secure your sensitive and precious information from the network Protecting government information is more important than ever. Xerox makes it easier. Strong user authentication for securing information assets. The HP Common Access Card solution helps government agencies optimize their IT Infrastructure. Ensure the highest level of confidence on your network. Included items CAC Firmware (USB) Card Reader Installation & Configuration Guide CAC Enablement kit Feature enable key - Smart card reader Special firmware Embedded application Preparation Compatible card reader Compatible Access card PRT/SCN Kit option JAVA VM Card Option MSRP $199 $336 1 Pack : $ 279 25 pack : $ 6,975 Brochure WP TO BE DEVELOPED 각 경쟁사별 TYPE과 ENABLEMENT 방식, 가격 확인필요 Refer to Competitors’ CAC Brochure
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Price & Target Revenue CAC pricing Target Revenue MSRP $199, TP $93.1
achieve $47 profit per package (39%) SOL-CACV1/XAA Price rate(%) Street Price $199.0 Reseller Margin 25.0 ITD Price $149.3 Sub Margin 36.2 SVC rate: 3%, 3 yrs customization(2.5MM) EX-ADC $95.3 ADC Margin 2.3 Transfer Price $93.1 78.0 Target Revenue 2010 2011 2012 TOTAL Set Sales(M$) 5.2 8.4 12.5 26.1 Supplies Sales(M$) 0.0 2.1 5.4 7.5 CAC package Sales(M$) 0.6 1.0 1.6 3.2 Total Sales(M$) 5.8 11.5 19.5 36.8
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CAC Solution Package CAC Package Included Items
CAC Standard F/Ws for 6 models USB Storage (F/W + License Enablement Mechanism) - 2GB USB Stick CAC Card Reader - SCM MICROSYSTEMS SCR3310 USB SMART CARD READER Installation Guide - Installation & Configuration Manual Package Box
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CAC PACKAGE (Incl. Items)
CARD READER SCR3310/SCR3310v2.0 Contact Smart Card Reader Customization Option: Casing color & company logo for 3310 only EMV Level 1 certified Dimension (LxWxH): 70x70x10 Weight: 70g USB STICK Memory: 2GB Weight: 15 g MANUAL A4 (216 *297mm), 2도 양면 인쇄, E-plus 70g, 3회 접지 PACKAGE BOX Size (W*D*H: 180X180X80MM) Weight: 250g (Box, Cushion, PAD) 80 MM Samsung Common Access Card Manual 180 MM 180 MM Package Size (W*D*H: 180X180X80MM)
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CAC Supported Model Project Elbert-2 Elbert-P Lily-24 R Rushmore Rushmore-M Magnolia Model SCX-5835 SCX-5635 CLX-6250FX SCX-6555N SCX-6545N CLX-8540ND Image Function Copier, internet fax, network printer, printer, fax, network fax, pc fax, scanner Copier, Network Printer, Printer, Fax, PC Fax, Scanner Copy, network printer, printer, fax(opt), PC fax, Scanner Print, Copy, Color Scan, Fax(Optional), Network Print, Copy, Scan, Fax(Optional), Network, Deplex PPM 35 ppm 25 ppm 53 ppm Up to 43 ppm in A4 Up to 38 ppm in A4 Remark After stabilizing CAC Standard F/W, it will be implemented to Super UI & Cosmos.
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Samsung IT Solutions Business
Appendix
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How does it work? 1 2 3 Configuration 4
Download CAC F/W from USB storage to MFP then configure to be ready for CAC authentication. 1 F/W Upgrade 2 3 Configuration DoD Server (LDAP etc) CAC F/W for 6 models Insert CAC Card You are ready to use the machine! PRINT SCAN 4 Type PIN Number COPY FAX
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CAC Authorization Process
Insert CAC Card & Enter PIN on GUI PIN Code Validation User Certificate Validation with DoD Authentication Server PRINT SCAN Graphic User Interface COPY Validation Result FAX 2 1 3 Send Certificate 1 TB PKCS#11 Smart Card USB Class Driver DoD Server 2 Check PIN, Get Certificate
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PIN Validation INSERT CARD Device Read Card Insertion
Device Request PIN Code To User User Input PIN Code Device validate PIN Code with PKCS#11* module 1 2 3 4 5 2 Request PIN Code 1 Notify Card Insertion 5 Display PIN validation result TB PKCS#11 Smart Card USB Class Driver 3 Input PIN Code 4 Validate PIN and return result *PKCS: Public-Key Cryptography Standards (PKCS), published by RSA Laboratories.
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Authentication Server Certificate Validation (optional)
1. Device send Server Certificate to OCSP server 2. OCSP server validate Server Certificate User Certificate Validation Device get Certificate From Card Device send Certificate to Authentication Server Server verify User Certificate Server encrypt Special random value with user’s Public Key Device decrypt the value with Private key within Card Server verify the value OCSP Server 1 Send Server Certificate to OCSP Server 2 Verify Server Certificate 2 4 5 Send User Certificate to Auth. Server 3 Verify Certificate Send encrypted Challenge Response decrypted Challenge 6 Verify Challenge and allow session 1 Read Certificate Authentication Server OCSP: Online Certificate Service Protocol
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Generate signature & Send mail
Signing Signing MFP read user signing certificate from card MFP generate the hashed data of the data. MFP generate a signature from the hashed data and the certificate 2 Generate Hash Mail Server Read Certificate 3 Generate signature & Send mail 1
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Decrypt mail with Private Key
Encryption Encryption Read certificate from card or Server Extract Public key from the Certificates Encrypt mail with public key Mail client program(outlook) extract Private key from card Mail client program (outlook) decrypt mail with private key Mail Server 2 Extract Public Key 3 Encrypt Mail 1 Read Certificate 4 Decrypt mail with Private Key Server
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Compatible CAC Card Readers
MilitaryCAC.com USB External CAC Readers (MSRP) SCM MICROSYSTEMS SCR3310 USB SMART CARD READER: $12-$14 SCM SCR-331 SMART CARD READER: $16-$21 Stanley Global Model SGT111: $13 Stanley Global Model SGT114: $19 Omnikey 3021 Desktop Smart Card Reader: $22 SCR-3500 Smartfold mini USB Smart Card Reader: $16
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Competitors’ CAC Brochure
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CAC Card Information
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Thank you Samsung IT Solutions Business
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