Security GTM 2018

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Radware GTM Strategy 2018 - Security
Enterprise Service Providers

Data Center Infrastructure

Protection Protection
Lead: Hybrid Attack Mitigation Lead: Inline & scrubbing
center protection

Application Malware SaaS Build a

Protection Protection Providers Business
Lead: Cloud WAF and Lead: Cloud Malware Lead: Hybrid Attack Mitigation Lead: Help Carriers & SPs
DDoS Protection Services Protection Service (w/ SSL Protection) build a DDoS or WAF business
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Enterprise
GTMs
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Enterprise Data Center Protection GTM

Go After Main Concern Lead With

Financial Services Data center has to Hybrid Attack Mitigation
Government stay up • DefensePro
Education Need to protect and • Hybrid Cloud DDoS Protection
Manufacturing ensure availability of • WAF and SSL
Healthcare • ERT Managed Service
their data centers

Against

2017 WINS
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Enterprise Data Center Protection GTM

How to Qualify Competitors & How We Win

• Is the focus to protect the DC or app

availability?
• Is there a strong web presence that requires • Differentiators:
protection or compliance? • IoT botnet DDoS attack protection
• Are there any apps hosted in the cloud or • Automated, zero-day detection &
planning to be migrated? mitigation
• Do they have encrypted traffic through • High capacity, lowest latency SSL attack
their network? mitigation
• Do they have the expertise to manage on- • Synchronized messaging
prem appliances?
• Integrated, single vendor solution
• Are they open to having gear on-premise?
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Enterprise Application Protection GTM

Go After Main Concern Lead With

Financial Services Application availability Cloud Security Services
Gaming Need to ensure availability • Cloud WAF Service
E-Commerce of their applications • Cloud DDoS Protection Service
Media & on-premise or in the cloud
CEO/COO Entertainment
Business Mgr.
VP App Dev Travel & Logistics

Against

2017 WINS
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Enterprise Application Protection GTM

How to Qualify Competitors & How We Win

• Is the focus to protect the DC or app

availability?
• Is there a strong web presence that • Differentiators:
requires protection or compliance? • Positive security model
• Are there any apps hosted in the cloud • Continuously Adaptive (Auto Policy
or planning to be migrated? Generation)
• Do they have encrypted traffic through • Bot mitigation
their network? • High capacity SSL solution
• Do they have the expertise to manage • Integrated, single vendor
on-prem appliances? • Granular SLA
• Are they open to having gear on-
premise?
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Enterprise Malware Protection GTM

Go After Main Concern Lead With

Enterprises with Malware protection for Cloud Malware Protection Service
>2000 employees the organization.
Need solution that can
Open to upload
CIO / CISO with cloud solution effectively block zero-
IT / Network Security day malware
SOC Mgr

Secure Web Gateways Anti-Virus IPS/IDS SIEM

Against

2017 WINS
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Enterprise Malware Protection GTM

How to Qualify Competitors & How We Win

• Are you worried about the risk of Data • Inbound defense mechanisms (secure web
Breach? gateway, IPS/IDS)
• Are you concerned about the risk of • Must work in real-time (immediate decision)
data-theft malware? • Don’t have zero-day capabilities
• Endpoint Protection (anti-virus, endpoint DLP)
• What malware protection security
solutions do you currently use? • Protect individual endpoints only
• Focused mostly on files & OS processes
• What mechanisms do you have for
dealing with zero-day malware threats? • Inter-network solutions (FireEye, Cisco Umbrella)
• Lack scope of data
• Are you covered by industry regulations • Long-period scope to identify & classify threats
such as PCI, GDPR, or HIPAA?
• Outbound defenses (Zscaler, Secure Web
Gateways)
• Relies on real-time inspection (immediate decision)
• Uses signatures
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Service Providers
GTMs
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Carriers & SPs Infrastructure Protection GTM

Go After Main Concern Lead With

Carriers Protect the business • Inline Perimeter
MSSPs Secure the network • Scrubbing Center
Cloud & Hosting and infrastructure of • Always-On Attack Mitigation
CISO Providers the provider • Peak Protection
Security Eng. Other Providers
Network Eng.

Against

2017 WINS
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Carriers & SPs Infrastructure Protection GTM

How to Qualify Competitors & How We Win

• Is the SP interested in always-on (inline)

solutions vs. on-demand (OOP)?
• Is the SP looking for network security • Differentiators:
(detection & mitigation) expansion? • IoT botnet DDoS attack protection
• Does the SP have NetFlow devices • Automated, zero-day detection &
deployed? mitigation
• Does the SP support large enterprises and • Fully orchestrated attack lifecycle
target verticals? management
• Does the Service Provider have an SDN • High capacity, asymmetric SSL mitigation
strategy? solution
• Flexible deployment solutions
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Service Providers Build a Business GTM

Go After Main Concern Lead With

Cloud & Hosting Lead with resell Radware’s Cloud Services
Enhance the business
Providers • Resell Cloud WAF Service
Creating new revenue • Resell Cloud DDoS Protection Service
MSSPs opportunities and Build with Radware’s products
Carriers maintaining customer • DDoS: DefensePro, DefenseFlow, MSSP Portal
CEO / COO
Business Owner
Other Providers satisfaction • WAF: AppWall

Against

2017 WINS
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Service Providers Build a Business GTM

How to Qualify Competitors & How We Win

• Is the SP liable for customer SLA outages?

interested in additional revenue streams ?
• Is a customized solution required or open to • Differentiators:
reselling? • Comprehensive solution covering DDoS &
• Can they handle the complexity of building application attacks
their own service? • Flexible terms in structuring the deal
• Is the SP interested in building & selling (Opex, Capex)
always-on (inline) solutions vs. on-demand • Unmatched security expert support for SPs
(OOP)? by ERT
• Does the SP want to deploy multi-tenant • IoT botnet and advanced DDoS attack
platforms (vs. dedicated appliances)? protection
• Flexible tool for extended tenant visibility
(MSSP Portal)
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SaaS Providers GTM

Go After Main Concern Lead With

SaaS Providers Protect the business Hybrid Attack Mitigation
Data center protection • DefensePro w/SSL
with visibility into • Hybrid Cloud DDoS Protection
encrypted traffic • ERT Managed Service
Network Eng.
• WAF/AppWall for additional L7 protection
Security Eng.

Against

2017 WINS
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SaaS Providers GTM

How to Qualify Competitors & How We Win

• What percentage of their traffic is encrypted?

• Is there a strong web presence that requires
protection or compliance? • Differentiators:
• Are there any apps hosted in the cloud or • IoT botnet DDoS attack protection
planning to be mi-grated? • Automated, zero-day detection &
• Do they have the expertise to manage on- mitigation
prem appliances? • High capacity, lowest latency SSL attack
mitigation
• Synchronized messaging
• Integrated, single vendor solution