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TIC-TOC: VPN Is Dead; Are you Monetizing Its Replacement?
- 1. VPNs Is Dead, Are you Monetizing its Replacement? TIC-TOC July 8, 2020 Tamara Prazak NationalChannel Director Tamara.Prazak@appgate.com 720-648-1980
- 2. 2 3TakeAways 1. VPN is Dying & your clients have pain points & needs NOW. 2. Paradigm shift from security to a network ACCESS conversation. Wedge to get meetings! 3. Easy to uncover opportunities- How are your VPNs performing for your work from home remote access?
- 3. Agenda • The problem & opportunity • Why SDP & why now • AppGate SDP differentiators • Use cases & wins • Target customer & how to uncover leads • Q&A
- 5. 5 1000+ C U S T O M E R S 40 C O U N T R I E S 400+ E M P L O Y E E S 11M+ T H R E A T S M I T I G A T E D P U R P O S E - B U I LT D E F E N S I V E S O L U T I O N S I N F O R M E D B Y E X P E R T O F F E N S I V E C A P A B I L I T I E S UNITED STATES OF AMERICA COLOMBIA ARGENTINA SWEDEN JAPAN 24x7 T H R E A T M O N I T O R I N G
- 6. Blackberry pager 1999 Apple’s iBook 1999 VPNs ARE DYING. AND THAT’S A GOOD THING Nearly 25 Year Old Tech… VPN 1996
- 7. 7AP P G ATE © 2 0 2 0 A lot has changed since 1996………
- 9. The Opportunity for Partners with SDP is NOW • VPN’s are under attack • Work From Home is our new norm • ZeroTrust is the predominant industry trend in Security – Cybersecurity Insiders 2019 Report • AppGate SDP is a recognized leading technology in the ZeroTrust landscape – Forrester ZeroTrust Wave Report, 2019 By 2021, 60% of enterprises will phase out networkVPNs for digital business communications in favor of software-defined perimeters. $1 Trillion Global cyber security spending 2020-2025 is expected to exceed well over $1Trillion.
- 10. 10AP P G ATE © 2 0 2 0 IT Changed. Security Didn’t. - The perimeter is dead - Built around networks, not users - Inherent over-entitlement - Broad attack surface - Complexity impedes agility
- 11. 11AP P G ATE © 2 0 2 0 -Reinvents security for a hybrid, multi-cloud world -Moves beyond outdated perimeter security model -Eliminates “default trust” that leads to attacks from within the network -Designed to address internal and external threats -Makes security continuous and adaptive A Better Way AppGate SDP:The ZeroTrust Solution
- 12. AppGate SDP Software Defined Perimeter Identity Centric Live Entitlements Segment of One
- 13. Identity Centric - Focus on the user, not the IP - Integrates with directory services and IAM - Business and risk context-aware Role and Group Operating System Location Time of Day Network Device Posture External Systems
- 14. Live Entitlements - Dynamic and context sensitive - Extensible and scriptable - Continuously monitored
- 15. Live Entitlements - Dynamic and context sensitive - Extensible and scriptable - Continuously monitored
- 16. Live Entitlements - Dynamic and context sensitive - Extensible and scriptable - Continuously monitored
- 17. Live Entitlements - Dynamic and context sensitive - Extensible and scriptable - Continuously monitored
- 18. Segment of One - Secure encrypted communication - Connects user to only authorized resources - Eliminates problem of lateral movement - Access adjusted in real time as necessary - Support for hybrid IT with multi-tunnel capability
- 20. 20AP P G ATE © 2 0 2 0 Use Cases Remote & Third-Party Access Cloud Migration Enabling Secure DevOps - Enforce identity-centric policies - Remove over-privileged access - GranularAccess Control - Data Sheet - Video - Automatically secure workloads - Enforce consistent, hybrid controls - Cloud Agnostic - Data Sheet - Video - Remove onerous management - Grant timely and precise access - Dynamic access provisioning - Data Sheet - Video
- 21. 22©2020 APPGATE | CONFIDENTIAL & PROPRIETARY Successful Partner Deal USE CASE • VPN Alternative • COVID-19 WHY WE WON • Single Packet Authorization – reduce attack surface • Segment-of-One – to protect valuable IP • Ease of deployment – 4 days WHO WE BEAT • SonicWall VPN $31k ARR 3yr Contract $97.5k TCV CLIENT The Third Floor, Inc. is a leading visualization studio for film, television, games and VR. Based in Los Angeles, California. Their customers include Disney, Marvel, Lucasfilm, Netflix, Warner Bros and Sony. VERTICAL Media PROBLEM • Urgently needed to move 250 workers offsite • SonicWall VPN couldn't support the load or meet security requirements to limit data files to specific artists • Needed to support BYOD and integrate with Okta SOLUTION Replaced SonicWall VPN with AppGate for all 250 users Solved the issue of securing IP for their studio, artists and movie production companies CUSTOMER QUOTE – ”AppGate is working incredibly well. I just got off a phone call with the Execs and I raved about AppGate. They're over the moon with how it's all working out. Our users are loving it, and it's allowing our support teams to do things they weren't able to do before. I want to sing the praises of the AppGate team.” SALES CYCLE: 3 BUSINESS DAYS DEPLOYMENT: 4 DAYS
- 22. 23 2+ Years Config to Setup <1 Month Setup 10+ Security Tools Single 100% Software Solution Attack Surface 100s of Hosts Attack Surface Single Host 100s hours of maintenance No new config needed for any environment <$10k Per Office/Year Using Per User License >$700k Per Office/Year 10xEasier,10xSafer,10xLowerCost SuccessfulUseCase: AppGateSDP forSecure NetworkAccess
- 23. 24 AppGateTargetCustomerProfile C U S T O M E R S L O O K I N G A T Z E R O T R U S T , C O N C E R N E D W I T H U N A U T H O R I Z E D A C C E S S , W H O W A N T T O S E C U R E A C C E S S A C R O S S M U L T I P L E / H Y B R I D C L O U D S , L O O K I N G T O R E P L A C E V P N O R F O R A N A C A L T E R N A T I V E . Medium & Large Enterprise Multiple company locations, hybrid architectures & hybrid cloud deployments Companies with need for 3rd party access to network and/or employees who need remote access Verticals: • Business Services • Media,Technology &Telecom • Financial • Retail/Consumer • Healthcare • Government It’s all about access- it’s not a security conversation anymore in our new norm!
- 24. 25 Whoshouldpartnerscallon?/ Whattoask? CEO CISO Office/Staff • VP/Director/ Manager: • Info Security • Cloud Security • SecurityOperations (SOC) CIO/CTO Office/Staff • VP/Director/ Manager: • Network Operations (NOC) • Enterprise Architecture • CloudArchitects • IT Operations What to ask… • Are you struggling withVPNs for your work from home remote access? • Are you looking at ZeroTrust? • Evaluating alternatives to a traditionalVPN? • Need a better way to secure access across multiple clouds/hybrid cloud? • Looking to Segment Network or Micro-segmentation or application segmentation? • Do you have lots of remote users? • Is 3rd party access a concern? • Have you had technology integration challenges after M&A? • Are you running DevOps in the cloud? • Do you need to secure IoT devices? • Looking for a NAC or having problems with a NAC implementation? ❖ If the answer is yes to any off the above questions, or if you hear Zscaler is in any of your accounts, you just uncovered an AppGate opportunity!
- 25. 26 Ifyouhear….. Key words Challenges ▪ Zero-Trust ▪ Software-Defined Perimeter ▪ VPN / Remote Workers ▪ Remote/Third party access ▪ IoT ▪ Perimeter security ▪ Identity; Identity-centric ▪ Least privileged ▪ Micro-segmentation ▪ Lateral movement ▪ Policy–based access ▪ Multi-factor authentication ▪ Secure network access ▪ DDoS ▪ DevOps / DevSecOps ▪ Cloud migration/Hybrid Cloud ▪ Insider threat ▪ Off shore/contract development ▪ Mergers and Acquisitions ▪ Struggling with WFH remote access and VPNs are not performing ▪ My employees are complaining about VPN ▪ Too slow, can’t connect, keep getting disconnected ▪ I had/have to increase my bandwidth for: ▪ Backhauls, Site-to-site circuits, MPLS/ WAN Links, Internet Pipe/DIA/circuits ▪ Want to migrate to the cloud, but cannot secure it/convince business of security ▪ Maintain security controls ▪ Dissatisfied with VPN ▪ DevOps annoyed with security solution in the cloud ▪ Poor user experience ▪ Cannot secure remote access to networks ▪ Address compliance controls ▪ Integrate with business / security solutions ▪ Current security solutions not built for the cloud ▪ Disparate tools ▪ Trying to secure and integrate systems
- 26. 27 27 AppGate SDPTestDrive Your prospects can test drive AppGate for free by visiting: https://partner.appgate-sdp.com/ Please have your customer/prospect enter your company name in the “Referrer” section.
- 27. YourSupportContact Tamara Prazak National Channel Director Tamara.Prazak@appgate.com 720-648-1980
- 28. Q&A
- 29. AdditionalTrainingResources Check out the SDP Resource Center page on our website for data sheets, technical materials, analyst reports, podcasts, customer case studies, whitepapers and more. Check out these partner Video Resources for Cybersecurity Insights.