Symantec DLP 14

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LESSON 1: CUSTOMER PROFILE AND BUSINESS DRIVERS

Key Trends Impacting Your Customers

Compliance

Penalties/fines for non-compliance

$565,020 in avg. customer notification costs when personally-identifiable information is leaked

Data Breaches

$5.5 million per breach or $194 per lost/stolen record

Lost business, damage to reputation

Intellectual Property

Unprecedented global theft or trade secrets and infringements

Costs U.S $300 billion per year

Target Organisation and Buyers

Organisational Profile

Heavily regulated

Dependent on intellectual property

Sophisticated security needs/program

Buyers

CIO/CISO - reduce risk

VP or Director - ability to deploy and manageability

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Obstacles to success for key buyers

What are the obstacles to success?

Difficulty "getting a seat at the leadership table"

Protecting corporate information without becoming, "Dr. No"

Educating employees about security risks

Staying ahead of emerging security threats

How does Symantec help key buyers?

Gives the buyer visibility into confidential data

Changes the security behavior of employees

Measurably reduces data loss risk

Improves the buyer's credibility with peers

What may happen if the customer doesn't deploy DLP?

Data loss caused by well-meaning insiders

Employees leave with data

Costs associated with a data breach

Legal and compliance penalties

A corporate black eye-damage to reputation

The DLP Opportunity

Value Proposition

DLP programs help customers understand their business risk and mitigate it

Partners who implement and manage DLP programs have an opportunity to become trusted advisors to Security and the Business

Examples

Comply with global data protection and privacy laws

Prevent data breaches that could generate bad publicity

Educate well-meaning employees ("stop stupid")

Protect intellectual property by tracking malicious insiders

Build CISO's credibility

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LESSON 2: PRODUCT OVERVIEW

Who should you target?

Target the CIO/CISO but be aware that other business stakeholders will also influence the evaluation and selection process

What is DLP?

DLP answers 3 key questions:

Where is your confidential data? - Discover

How is it being used? - Monitor

How best to prevent its loss? - Protect

How data loss prevention works?

Data Loss Policy > Detection & Response

Detection > Content & Context

Content - Credit cards, SSNs and Intellectual property

Context - Who? What? Where?

Response > Action & Notification

Action - Notify, Justify, Encrypt and Prevent

Notification - User, Manager, Security and Escalate

Unified Management

Cloud & Mobile - Office 365, Box, iOS and Android

Endpoint - USB, Hard Drives, Removable Storage, Network Shares, Print/Fax and Cloud & Web Apps

Storage - File Servers, Exchange, Lotus, SharePoint, Databases and Web Servers

Network - Email, Web, FTP, IM and HTTP/HTTPS

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Product Description

The market-leading DLP solution that discovers, monitors, protects and manages confidential data wherever it is stored or used.

Network - Network Monitor, Network Prevent for Email and Web

Endpoint - Endpoint Discover and Prevent

Storage - Network Discover, Data Insight, Data Insight Self-Service Portal and Network Protect

Cloud & Mobile - Cloud Prevent for Office 365, Cloud Storage, Mobile Email Monitor and Mobile Prevent

Management Platform

Symantec Data Loss Prevention Enforce Platform

Discovery Questions

5 questions you should ask your prospect

Who'd be most affected by data loss?

Are you worried about data loss?

What does your business consider confidential?

How do you currently handle confidential data?

Do you have any upcoming audits?

Objection Handling

Listen - Listen to the objection and acknowledge the concern

Clarify - Follow-up with a clarifying question

Respond - Address the question - Answer the objection!

Close - Seek agreement that objection was addressed

Customer Objections and Responses

Listen - "I don't have budget for a DLP project."

Clarify - What projects do you have budget for right now?

Respond - For many of our customers, once they see the risk and potential liability of employees walking out with intellectual property, projects like DLP that require budget typically get escalated as a priority.

Close - Would a document or report of your risk be helpful to secure budget?

Up-Sell & Cross-Sell Opportunites

Symantec Encryption, Messaging Gateway and Endpoint Protection

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LESSON 3: COMPETITIVE LANDSCAPE

Symantec and the Competition

WebSense

We win because Websense lacks any type of file access and usage monitoring technology comparable to Symantec Data Insight.

We lose because Websense offers DLP as a low-cost add-on to their current email and web security customers.

RSA

We win because RSA is exiting the DLP market and has announced end of life for RSA's DLP. RSA's DLP endpoint agent continues to be basic, and clients reported performance and accuracy issues with using some of the advanced content fingerprinting capabilities on the endpoint.

We lose because customer has decided to maintain the status quo by extending support to get a few more years out of the now defunct RSA DLP.

Intel Security

We win because McAfee DLP has continuing issues with customer satisfaction, customer concerns with long-term innovation under Intel, and a significant reduction on their core DLP team.

We lose because McAfee offers DLP as a low-cost add-on to their current endpoint customers.

Evaluation Workshop

Goal: Influence their evaluation path

What is it?

A detailed demo session ideally lasting 2-3 hours

Who should participate?

Business and technical project stakeholders

What are the objectives?

Tailor demo to prospect's situation

Streamline their evaluation process

Seed our advantages, set traps

Uncover requirements and priorities

Discuss next steps: RA, TE

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Proof of Concept: Risk Assessment or Technical Evaluation

Goal: Prove technical capabilities, demonstrate data loss risk

Connect the product to the customer's requirements

Show Symantec Differentiators

Schedule wrap-up before evaluation start

Risk Assessment

Not always recommended

Bring servers onsite

Passively monitor and discover on production network

Delivers information about risk levels

2-4 weeks, estimated value of $25k

Technical Evaluation

Bring servers onsite

Proceed through checklist of solutions requirements

Does not deliver information about risk levels

2-4 weeks

Executive Wrap-Up Presentation

Goal: Ask for the deal

Co-present findings with sponsor

See results of PoC, quantify prospect's data loss exposure/risk

Map their results to prioritised concerns

Confirm next steps and timeline

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LESSON 4: USES CASES

Account Background

Customer: Large Fortune 500 manufacturing company

Business Challenge: Secure their intellectual property

Value Drivers

Protect competitive edge and safeguard the brand by reducing the risk of the theft of intellectual property

Results:

Purchased 46,000 seats of Network Monitor

Planning a global deployment of Symantec DLP

Secured sensitive data across global operations

Account Background

Customer: Large banking and financial services company

Business Challenge: Needed to comply with financial privacy regulations

Value Drivers

Comply with financial privacy regulations that protect Personally Identifiable Information (PII), account information, credit card numbers, magnetic stripe data, and National IDs.

Results:

Deployed DLP broadly across

Using a breadth of our detection technologies

Planning to expand their deployment to support a large global organisation of 250,000 employees

Account Background

Customer: Large multi-national telecom company

Business Challenge: Protect the information of over 400 million customers

Value Drivers

Safeguard the information of customer while complying with multiple national and local regulations

Results:

Continue to use more of the DLP solution

Roll out DLP company-wide

Set apart from the other competitors