• Security Solutions for 2016

• Security Beyond Technology SpendingWednesday March 23rd, 2016

9:30-11:30am

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Agenda

9:30 - 9:35 Welcome

9:35 - 9:45 Executive Council

9:45 – 10:25Security Solutions for 2016Seth Robinson

10:25 – 11:25Security Beyond Technology SpendingModerator: Larry Walsh Panelist: Doug Erickson, Eric Jacobs, Mark Solazzo

11:25 – 11:30 Closing

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2016 Leadership

Chair - Chris JohnsonCEO, Untangled Solutions

Vice Chair – Ron CullerCTO, Secure Designs

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Outgoing Community Leadership

Stephen Cobb

Executive Council 2012-2015

Senior Security Researcher

ESET North America

THANK YOU!

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Outgoing Executive Council Members

Zak Karsan Scott BrownDean Sorensen

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NEW in 2016 Andrew Bagrin My Digital Shield

NEW in 2016 Eric Torres Datto, Inc

Neal Bradbury Intronis

Colin Knox Passportal

Eric Pinto Relyenz

Jessica Schroder Consultant

Larry Schweitzer CMIT Solutions of East & West Nassau

Mike Semel Semel Consulting LLC

Charles Tholen Cognoscape, LLC

Ex-officio - Scott Barlow Sophos

2016 Executive Council

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It’s been shared internationally now!

Both the ANZ and UK communities presented it at their recent meetings.

IT Security Assessment Wizard

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Last year we asked you the delivery method you preferred…

Remember this?

Security in the IT ChannelSeth Robinson, Sr. Director Technology Analysis@sethdrobinson

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Let’s Start With Some Basics…

51%

41%

8%

Grow significantly

Grow modestly

Flat/Shrink

Security Revenue Expectations

$75.4$81.0

$87.0$93.4

$100.3

2015 2016 2017 2018 2019

Gartner Market Projections

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Let’s Start With Some Basics…

58%

29%14%

Nogaps

Minor gapsModerate/Major gaps

View on Skills GapsSecurity Job Postings

39,920

48,947 58,456

109,819

2012 2013 2014 2015

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Let’s Start With Some Basics…

80%19%

2%

Must approve

Involved in discussion

Not involved/No IT

Audience for Security Discussion Involvement of IT62%

51%

29% 27%22%

CIO CEO CFO Sales Marketing

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Security Technologies Offered by Channel Firms

Security Products Currently Offer Plan to Offer

Standard firewall 69% 25%Email antivirus 68% 27%Server antivirus 66% 26%Disk/File encryption 63% 30%Desktop antivirus 63% 27%Host-based firewall 62% 33%SIEM 61% 31%IPS/IDS 60% 32%IAM 59% 35%Email encryption 59% 34%Advanced firewall + UTM 58% 34%DLP 57% 33%

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Why is there a focus on technology?

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A couple problems

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A couple problems

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Security Services Offered by Channel Firms

Security Services Currently Offer Plan to Offer

Risk management 67% 27%Backup/BCDR 62% 31%Mobile security 61% 30%Compliance management 61% 31%Corporate policy help 61% 31%Security education 61% 33%Security audits 59% 32%Cloud security 58% 35%Network policies admin 57% 36%

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Really doing it all?

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Top Revenue Makers

• Standard firewall• Host-based firewall

• Advanced firewall + UTM• Email antivirus

• SIEM• DLP

• Desktop antivirus• Server antivirus

• Disk/file encryption• IPS/IDS

• Cloud security• Corporate policy work

• Email encryption• Risk management

• Network policy management• Backup/BCDR

• IAM• Mobile security• Security audits

• Security education• Compliance management

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What are you relying on?

56%

33%

11%

Reputation of vendor

Combination of vendor rep + services

Value-added services

Security Beyond Technology Spending

Larry Walsh CEO and Chief Analyst

The 2112 Group

@lmwalsh2112

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

Visit the2112group.com | Call 347.770.2112 | Email info@the2112group.com

Admitting to the Security ProblemMarch 2016

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

97%

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

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©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

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50,000 125,000

1,900,000

3,000,000

2000 2005 2009 2010 2015

29.8 Million • Sniffers

• Malware-

Laced Spam

• Phishing

Attacks

• Trojans

• Ransomware

82,000 New

Malware per Day

Malware Proliferation

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

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60%Of all security

incidents, hackers

are able to

penetrate a target

network within

minutes.

90%Of all attacks

target old,

known

vulnerabilities

dating back to

2002

Breaches Happen Fast

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

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©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

Security Spending

- 36 -

7.5%

8.1%

8.4%8.3% 8.3%

8.4%

7.00%

7.20%

7.40%

7.60%

7.80%

8.00%

8.20%

8.40%

8.60%

$50,000

$60,000

$70,000

$80,000

$90,000

$100,000

2012 2013 2014 2015 2016 2017 2018

Spending in Millions Y/Y Change

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

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0% 5% 10% 15% 20% 25% 30% 35%

Printing and imagingPCs (notebooks, desktops, workstations)

Converged InfrastructureServers

Business SoftwareMobile Device Management

Internet of Things/M2MMobile Devices (smartphones, tablets,…

Software-Defined Networks (SDN)Other

Networking (switches/routers)Big DataStorage

VirtualizationWireless Networking

Voice ServicesUnified Communications

Cloud Computing (IaaS/SaaS)Backup/Business Continuity

Security

Channel Growth Opportunities

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

• Avoid: Change plans and goals

• Reduce: Mitigate exposure

• Share: Spread risk across partners

• Accept: Take a chance

• Ignore: Do nothing, but move forward

A probability or threat of damage, injury, liability,

loss, or any other negative occurrence that is

caused by external or internal vulnerabilities, and

that may be avoided through preemptive action.

Managing

Risk

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

Breach Notifications

0%

5%

10%

15%

20%

25%

30%

35%

UnaffiliatedThird-Party

ManagedService Provider

33

%

<1

%Managed Service

Provider

Unaffiliated

Third-Party

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

“Security is a

process, not

a product.”-- Bruce Schneier

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

Policy

ProcessProduct

4Ps of Security

People

Prayer

5Ps of Security

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

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Starting Point

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

Our Panel

Erin Jacobs

Founding Partner

Urbane Security

@SecBarbie

Doug Erickson

VP, Partner Sales

Pulse Secure

@ericksondoug

Mark Sollazo

President & CEO

SynerComm

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

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Questions

©The 2112 Strategy Group, LLC – Distribution Prohibited Without Express Permission.

STRATEGY.

EXECUTION.

RESULTS.

Larry Walsh

lmwalsh@the2112group.com

@lmwalsh2112

@the2112group

2112 Blog

www.the2112group.com/blog

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