1. Achieving success WITH
Symantec Endpoint Protection
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2. Agenda The market opportunity for Endpoint Protection
Why Symantec Endpoint Protection?
Identifying Symantec Endpoint Protection opportunities
Making money with Symantec Endpoint Protection
Tools and resources available to help you

3. The market opportunity
for Endpoint Protection

4. The threat landscape for SMBs is
more challenging than ever…
60%
of all targeted attacks in 2014 struck SMBs
317m
new pieces of malware were created in 2014
45x
more people had devices held hostage in 2014
295
that top 5 zero-days were used by attackers before patches were available
days
Symantec’s 2015 Internet Security Threat Report reveals that the threat landscape for SMBs is more difficult than ever
SMBs are increasingly being targeted by the bad guys – and are often seen as a relatively easy target
The complexity and diversity of the threats they face has never been greater
Source: ISTR 2015

5. Traditional Antivirus solutions
are no longer enough…
Today’s complex, multi-dimensional threats require multi-layered, intelligent security Antivirus alone cannot protect against today’s targeted attacks or advanced persistent threats
49%
of malware is caught by signature-only Antivirus
Only
28%
of malware was ‘virtual machine’ aware in 2014
SMBs are seeing increased malware outbreaks and need to enable a productive workforce with access to corporate resources from any device while protecting data, applications, and systems.
Since threats have evolved from large-scale massive attacks to include rapidly evolving targeted attacks, new solutions are needed to protect from those threats.
Traditional AV solutions are no longer effective in protecting SMBs from today’s evolving targeted attacks and advanced persistent threats

6. SMBs are feeling the impact
of inadequate protection
Lost
productivity
Higher costs
Reputational damage
The combination of increased threats targeting SMBs, and the fact that many SMBs are running with inadequate protection is having a significant impact on many businesses. The costs are felt in three main ways:
Lost productivity – users unable to use their devices or access the information or apps they need to work effectively
Higher costs – dealing with the fallout from an attack can be very expensive for SMBs. One survey carried out by the UK government found that ‘average cost of a major security breach is between £65,000 and £115,000 and can result in a business being put out of action for up to 10 days’
Reputational damage – the impact of a security breach is often not just felt just by the business concerned but by its customers, partners and suppliers as well. This can be hugely damaging to a business’s reputation

7. Creating a significant
opportunity for you
Forecast annual growth (CAGR) in EMEA market for Endpoint Security 2014–20172
7.8%
of decision makers in SMEs are concerned about vulnerabilities affecting cyber security, data integrity and mobile devices1
45%
1. Zurich SME Risk Index, 2014
2. Symantec proprietary market analysis

8. Why Symantec
Endpoint Protection?

9. Symantec Endpoint Protection –
effective, multi-level protection from today’s threats
Unrivalled security
Blazing performance
Smarter management
Flexible deployment
Quick and easy set-up
Symantec Endpoint Protection offers SMBs effective, multi-level protection from today’s threats in an easy-to-deploy, simple to manage solution.
SEP offers customers many benefits including:
Unrivalled security with five layers of protection
Blazing performance - by leveraging the ability to detect threats more accurately with faster, smarter, and few scans, Endpoint Protection achieves scan times so fast they won’t slow users down. SEP 12.1 offers 70% less scan overhead
Smarter management across both physical and virtual environments from a single management console. SEP offers a single pane of glass for multiple operating systems, with the ability to deploy and manage machines remotely, set policy specific to work groups, location or other use cases
Flexible deployment with on-premise or cloud-managed (Small Business Edition) options
Quick and easy set-up across every desktop, laptop, and server. SEP can be set up in minutes and updates automatically
Symantec Endpoint Protection is available in two editions - SEP (ideal for 250 – 2,500 endpoints) and SEP Small Business Edition (<250 endpoints)

10. Five layerS of protection
SEP goes beyond Antivirus to deliver layered protection at the Endpoint
Firewall and Intrusion Prevention (Network)
Blocks malware before it spreads to your machine and controls traffic
Antivirus (File)
Blocks suspicious files – even those with no fingerprint – before they can run and steal your data
Insight (Reputation)
Safety ratings for every single software file on the planet, and uses this to block targeted attacks
Sonar
(Behaviours)
Blocks software with suspicious behaviours to stop advanced threats
Power Eraser (Repair)
Aggressive scan technology roots out entrenched infections and kills them in seconds
SEP counters today’s multi-dimensional threats by providing five layers of protection.
Today’s sophisticated threats require leveraging the collective wisdom of the world’s largest Global Intelligence Network (GIN). Derived from GIN, the unique Insight™ technology in Symantec Endpoint Protection 12.1 blocks new and mutating threats and enables faster scan times by accurately identifying file reputations and scanning only at-risk files; eliminating up to 70% of scan overhead without compromising security.
Meanwhile, SONAR technology stops zero-day threats by monitoring file behaviour in real time. Powered by Insight and SONAR, Symantec Endpoint Protection provides five layers of protection, not only including strong Antivirus but also Network Threat Protection with Intrusion Prevention and Firewall to protect your business against advanced threats.

11. 7 1+ 2.5 2+ 100,000 200,000 550 Symantec IS Security Intelligence 157+
File, URL & IP Classifications
Capturing previously unseen threats and attack methods
Devices Protected
More visibility across devices creates better context and deeper insight
Rows of Security Telemetry
Putting “big data” analytics to work for every end user
Billion
Billion
Trillion
Symantec possesses the world’s largest Global Intelligence Network that consists of hundreds of millions of users and sensors feeding back data on the latest malware. This unique level of insight helps deliver the unrivalled security offered by SEP 2+
Billion
Events logged daily
Over
100,000
Security alerts generated annually
200,000
Daily code submissions
157+
Monitors threats in
countries
550
Threat Researchers
14 Data Centers
Worldwide

12. outperforms the industry in scheduled and on-demand scanning.2
A proven
competitive advantage
Smarter
Symantec Endpoint Protection scored 6/6 on AV-TEST for protection on Windows 8.1
Faster
PassMark Software demonstrates that Symantec Endpoint Protection dominated every product tested in overall score.2
Trusted
13 consecutive years as Gartner Magic Quadrant Leader for Endpoint Protection.3
Fewer Scans
outperforms the industry in scheduled and on-demand scanning.2
SEP offers you a proven competitive advantage, backed by a variety of independent tests
1. AV-TEST Product Review and Certification Report, Feb 2015
2. Enterprise Endpoint Security Performance Benchmarks, PassMark Software, Aug 2014
3. Gartner Magic Quadrant for Endpoint Protection Platforms, Dec 2014

13. Two editions available Symantec Endpoint Protection
Ideal for companies with more than 250 users. Systems: Windows, Mac, Linux and Virtual
Symantec Endpoint Protection Small Business Edition
Ideal for companies with less than 250 users.
Systems: Windows or Mac
With SEP and SEP SBE Symantec offers solutions to meet with needs of organisations from tens to many thousands of users

14. Identifying Symantec
Endpoint Protection opportunities

15. Our target customer SMB organisations
Security typically managed by IT Generalist
Lacks resources and expertise to invest in security or ensure best practices are implemented today
Understands that threats are increasing and Antivirus alone is not enough
Wants an effective, easy-to-manage, integrated Endpoint Solution

16. Opportunities to look for
A customer that exhibits one or more of the following characteristics is a good SEP prospect:
Concerned about increasing risks from malware, zero-day threats, Advanced Persistent Threats (ATPs) and targeted attacks
Understands that existing Antivirus software is not enough
Lacks in-house security expertise – reliant on the right advice and the right technology
Have suffered recent malware outbreak or data breach
Wants more accurate malware detection with fewer false positives
Wants to better protect physical and virtual servers, covering legacy OS in data center

17. Discovery questions General For existing SEP customers:
When is your next desktop/laptop hardware refresh, and what is your refresh strategy?
How many endpoints and servers do you have? How many are considered critical/sensitive?
What are you using to protect your endpoints today?
How are you protecting against Targeted Attacks and Advanced Persistent Threats?
How are you protecting Macs and/or virtual machines against threats and malware?
Are you interested in a 5-minute security check? tinyurl.com/ohecvn9
For existing SEP customers:
How many endpoints are not using SEP? What is your strategy for upgrading those endpoints to SEP?
Have you switched on the advanced features of SEP such as Insight and SONAR? Do you need support to help ensure you’re utilising these technologies to deliver maximum protection?

18. Making money with
Symantec Endpoint Protection

19. Helping you make money with SEP
Generous reseller discounts on list price
Front-end and back-end rebates to improve profitability
Extensive marketing campaigns available via The Grid
Comprehensive set of sales resources

20. Increasing margins with
Margin Builder
You can earn increased margin by registering SEP deals on the Margin Builder tool
SEP and SEP SBE are both eligible for Margin Builder benefits
Expert and Principal competency level partners can earn up to 20% front-end discount
Registered partners can earn up to 10% front-end discount

21. Tools and resources
available to help you

22. Partner go-to-market Toolkit
A comprehensive toolkit is available to help you generate pipeline and close deals for SEP
DEMAND GENERATION TOOLS
SALES TOOLS
THE GRID CAMPAIGN – ENDPOINT PROTECTION : MOVE BEYOND ANTIVIRUS >
‘Moving beyond AV’ infographic
‘What’s new in Endpoint’ customer presentation
SEP SBE cheat sheets
HTML em\ail templates
Landing page template
‘Moving beyond AV’ whiteboard video
‘SEP - Advanced Persistent Threats’ white paper
SEP & SEP SBE data sheets
THE GRID CAMPAIGN – ENDPOINT PROTECTION SMALL BUSINESS EDITION >
HTML templates
Landing page template
‘Proactive Protection’ video
‘WSJ Aspiring/Mature Business’ white paper
Security introductions
call script
Competitor comparison infographic
Print/online advert templates
SEP Playcard

23. Training resources available SEP SEP SBE
Further training is available for both SEP and SEP SBE on PartnerNet
SEP
Endpoint Protection Sales Training
Endpoint Protection Sales Expert Training
Endpoint Protection Technical Training
SEP SBE
Endpoint Protection Small Business Edition Sales Expert (SSE) Training
Endpoint Protection Small Business Edition Sales Expert Plus (SSE+) Training

24. Summary – why sell SEP? Growing market demand Easy-to-sell
product with clear competitive differentiators
Comprehensive toolkit to support partner sales and marketing efforts
Quick-to-deploy =
fast time to revenue

25. Thank
You!