ST B02 Profiting from the Cloud New revenue streams with Security and Information Protection services Arnaud Taddei EMEA Cloud Solution Architect – Service Providers and Telcos Your Route to SUCCESS 1 What Matters for Telcos and Service Providers 2 Symantec Unique Value Proposition 3 Mature Services co-Launched on Market 4 Nascent Services being launched on Market 5 Securing the Cloud = Brand Protection + More $$ SYMANTEC VISION 2012 What Matters for Telcos and Service Providers? SYMANTEC VISION 2012 Key Challenges for Service Providers today … From Risk and Cost #2 Reduce Churn (Improve Stickiness!) Brand Protection #3 #4 Impact of Regulation For the SP & Their Customer Reducing Total #5 Cost of Ownership SYMANTEC VISION 2012 Key Challenges for Service Providers today … Into Opportunity for Growth! Business Generation #1 to Improve Revenues #2 Reduce Churn (Improve Stickiness!) Brand Protection #3 #4 Impact of Regulation For the SP & Their Customer Reducing Total #5 Cost of Ownership SYMANTEC VISION 2012 Key Challenges for Communication Service Providers Symantec & Norton Solutions Improve Service Levels Generate new Business #1 and Customer Satisfaction Improve ARPU Reduce Complexity,#2 Reduce DriveChurn Standardization,Increase BSS Integration Customer Lifetime Value Protect Brand #3 Differentiate Protect Information and Devices (Endpoints, Servers, Carrier Network) #4 Demonstrate Compliance Fulfill EU Directives and Reduce TCO #5 Voluntary Frameworks Fast Time to Market Monetize Information Protection & Mgmt. for Consumers and Enterprises SYMANTEC VISION 2012 Summary of the requirements Service Provider / Telco ASK • 5 years of Experience at Symantec shows • Tactical Approach – Might want to discuss one solution to put on their market OR • Strategic Partnership Approach – Multiple services to launch (up to 13 per Telco so far!) – Revenue Generation • Which pauses the question of Sales Enablement, Channel, GTM – AND Brand Protection (Driver 1 and Driver 3) • Which pauses the question of the SOC SYMANTEC VISION 2012 How to Work with Symantec on which Revenue Streams Portfolio SYMANTEC VISION 2012 The ingredients for Strategic Partnership CSPs / Outsourcers Customers Consume Symantec Build Products Extend Symantec Services New CSP Consumers Cloud / Mobile SMBs Enterprises Cube Architecture Framework Services xSP Licensing Programs Symantec CSP Solution Architects Service Co-Marketing SYMANTEC VISION 2012 Consume Extend Build Use Case Examples Category Use Cases Examples • Leverage security as a service from the SYMC Cloud • VIP Consume • Cloud management service with onprem agents • Email Security.cloud • Hybrid app, onprem mgmt with a cloud module • BE.Cloud • Extend onprem security management with SaaS agents • CCS with SFDC agent Extend • Deploy security protection in IaaS • SEP agent in AWS • Backup to local as well as cloud storage targets • NBU to Nirvanix • SYMC technology embedded in 3rd party cloud app • SSL in SFDC Build • Software in public cloud to protect infrastructure • SMF / EV in Email aaS • Deploy software in private cloud to protect customer • CSP hardens *aaS servers SYMANTEC VISION 2012 The Joint Service Stack for CSPs – A Partner Play Cloud Brokerage Services O3 Corp. & Cons. Control Serv. NGNP Enterprise / Parental Controls IT Compliance Services Control Compliance Suite, DLP, Vulnerability Mgmt. Archiving Services EV. Cloud, Enterprise Vault, NGNP (Mobile Messaging) Sec. Personal Cloud Services Norton Zone Customers & Backup Services BE.cloud, NBU, Norton Online Backup, Norton 360 Target Market Storage Services Storage Foundation, VOM Enterprise Secure M2M Services MPKI for Device Authentication (Smart Meter, ...) SME Authentication Services VIP, VIP Mobile, MPKI SoHo Encryption Services PGP, O3, Norton Anti-Theft, Norton Hotspot Privacy Consumer Application Mgmt. Services Apps Center Residential Personal Care Services Norton Live Services CSP SERVICES ENABLEMENT CSP SERVICES M2M Endpoint Mgmt. Services Client Management Suite, Symantec Mobile Management Endpoint Security Services SEP, Norton Internet/Mobile Security, SCSP Safe Web Services Norton DNS, Norton Identity Safe Security Intelligence Services Deepsight, SymDroid, Reputation Services, MSS SYMANTEC SYMANTEC Clean Pipe Services Symantec.cloud, NGNP, SBTS, SBMF, Norton Power Eraser ExSP & SSP Service Provider Buying Programs “Pay as you grow” Shared & Managed Services SYMANTEC VISION 2012 What is trend vs nascent? (includes Residential, SOHO, SMB, Enterprise segments) • Current areas of Services being launched – Clean Pipe (including Core Network, Mail Traffic, Web Traffic, etc.) – Data Protection (including Backup, Cloud Backup, Archiving, etc.) – Endpoint Security (Fixed, Mobile Devices, etc.) – Cloud Brokerage (includes O3, .cloud in Market Places, etc.) • Nascent Situations – Public SOC powered by MSS to secure the cloud + to provide Public SOC – Many new demands to extend clouds with Encryption, VIP, CSP, DLP, etc. – From Securing the Cloud as a major concern … – … To turn the problem into a new revenue stream with CCS, DLP, CSP, etc. SYMANTEC VISION 2012 Some Clean Pipe Use Cases SYMANTEC VISION 2012 Clean Pipe is a fundamental topic • 2 Marketing Good News – Tap Water as we know is ‘clean’ … What’s coming out of Data Pipes is ‘dirty’ – How to market water … it is the same for everyone. Yet, Nestlé, etc. gave it a brand! • Limited to Messaging Security 5 years ago • Impacted by the Outbound Spam issues 4 years ago • Moved to Web Security 3 years ago • Entered Core Network Security 2 years ago • Now under re-definition – Parental Control, Anti-Botnet, – SMS Anti-Spam, SMS Anti-Fraud, – Country level Data Rentention projects – Strong Link to the Device (see Device and Endpoint based Services) SYMANTEC VISION 2012 TELENOR– Secure Messaging services to Enterprises Partnering for success – Building solution competition cannot • Customer Requirements: – Clean Pipe Solution… – …with per customer quarantine – …and Customer Self-Care – Not exactly the best fit for Symantec Messaging Gateway ! • Architect’s job – Collect the bricks to build a solution from the requirements – Find a messaging technology partner: Message Systems – Build the architecture with Symantec products: Traffic Shaper and Message Filter – Articulate the requirements to cover the missing features – Adapt the Solution to moving requirements ! SYMANTEC VISION 2012 TELENOR– Secure Messaging services to Enterprises Final Architecture Web UI Sun T6320 Web Server Zone Customer Customer Admin Admin modifies domain and user preferences Postgres DB zone Quarantine Storage Delivery to Quarantine based on domain or user preferences Quarantine Zone Mail routing decision based on Customer preferences Symantec Brightmail Momentum Cluster Node Traffic Shaper in active- N+1 Failover active Sun T6320 VIP1 Internet VRRP Failover Database Synchronisation Queue Storage VIP2 Momentum Cluster Manager Sun T6320 DB and Logs SYMANTEC VISION 2012 TELENOR– Secure Messaging services to Enterprises Immediate benefit to Telenor’s customer 200% Clean mail volume increase 90% Spam volume decrease SYMANTEC VISION 2012 NGNP: Network-based security management Radio Access Mobile Core Network Service Layer Internet Network (RAN) Virus Subscriber Notification and Malware Recovery Option … MMSC SMSC Consumers INTERNET SGSN GGSN Mail WAP Malware Traffic Analysis Recovery Option Module Next Generation Network Protection Enterprises NGNP addresses both customer segments, consumer and enterprise SYMANTEC VISION 2012 NGNP: Cross-selling the Norton portfolio • Norton Internet Security Radio Access Mobile Core Network •Service Norton Layer Mobile Security Internet Network (RAN) • Norton Tablet Security • Norton 360 Virus • Norton Power Eraser, ... Subscriber Notification and Malware Recovery Option … MMSC SMSC Consumers INTERNET SGSN GGSN Mail WAP Malware Traffic Analysis Recovery Option Module Next Generation Network Protection Enterprises NGNP addresses both customer segments, consumer and enterprise SYMANTEC VISION 2012 Total solution from “Beeline” «Parental Control» is implemented according to clean pipe principle - negative Internet content is not delivered to home, connected to the service. Features of “Parental Control” 1. Content Filtration Offers different categories to block the content, including the pre-defined ones for the different age of child. «up to 7 years», «from 7 to 12 years» «older 13 years» + 6 additional options 2. Time control Allows to limit the internet connectivity for the child, by managing daily and weekly calendar. 3. Report about visited Internet resources Allows to get the detailed report about internet sites visited by children by getting it to the e-mail on weekly or monthly basis. Additional option Network antivirus Provides high level protection for downloading traffic, no software installation to the client PC is required SYMANTEC VISION 2012 Some Data Protection Examples SYMANTEC VISION 2012 Data Protection is entering new patterns • From Hosted Backup and Archive 5 years ago (Cybernest) • To Remote Backup Services 3 years ago (HP) • Now to new patterns – Cloud Backup (a la Nirvanix) • A push model that helps cloud transformation – That is pushing the need for APPLIANCES (everyone forgets RESTORE!) – Cloud based Backup • NOBU for File Restore and BE.Cloud – And Cloud Archiving • EV.Cloud – To Collaboration Services • Norton Zone SYMANTEC VISION 2012 Who is Cybernest? • Telkom SA is the incumbent Fixed Line Telco in South Africa • Telkom SA has two strategic new business development