RSA Authentication Manager Express RSA SecurWorld University 14 April 2011 Westcon Security Nederland Hubert van Straelen Product Manager RSA Authentication Manager Express General Session Market Overview Product Overview Product Availability How to sell AMX Hubert van Straelen– Product Manager RSA Authentication Market by the Numbers 124 45 Millions of SSL VPN users in 2012 1 Percent of companies still using passwords for 2 remote access authentication 123456 Most commonly used password 1 Gartner Specialized SSL VPN Equipment, 2008 Forrester Enterprise And SMB Security Survey, North America And Europe, Q3 2008 3 http://igigi.baywords.com/rockyou-com-passwords-list/ 2 3 IT Staff Feels the Pressure The Environment User Productivity Constantly changing threat landscape Security is considered a “burden” Users cannot experience downtime Supporting multiple groups of users and initiatives Budget and headcount are always a consideration Management Has Demands The push for mobility and collaborative tools means potentially exposing identities and Intellectual Property (IP) outside the organization Overview • The Market: Authentication Market White Space still exists in large numbers • The Solution: We have a complete authentication portfolio with solutions for every market INTRODUCING RSA AUTHENTICATION MANAGER EXPRESS MULTI-FACTOR AUTHENTICATION STRONGER THAN A PASSWORD RSA Authentication: Innovation Through Time Understand the customer’s need to balance Cost Passwords Convenience Security RSA Authentication Manager Express Enterprise B2C Applications Small & Mid-Size Organizations More than 1,000 users More than 10,000 users Fewer than 2,500 users Hardware tokens Software tokens SMS & text messaging Risk-Based Authentication (B2C) Convenient, userfriendly strong auth with lower TCO Target Market for Authentication Manager Express • Customer profile – Mid-market company (< 2,500 employees) currently using passwords for authentication – Has not adopted strong authentication because existing market options were too expensive or inconvenient for the use case • Customer requirements – Lower TCO than hardware and software One Time Password Authenticators – Footprint-less solution for employees, partners or customers – Protection of web-based solutions only Use Case: Web-Based Remote Access For Employees, Contractors, Partners and Clients SSL VPN Employee Mobility SSL VPN and web-based email for employees & contractors OWA Government Web Portal A Law Firm that exchanges sensitive information with clients using an online portal State and local agencies that must adhere to compliance regulations Manufacturing Citrix Professional Services Healthcare Community Health Clinics eliminating the “token necklace” for medical staff Vendors accessing an Order Management System hosted by XenApp Employees & Contractors Partners & Vendors Clients RSA Authentication Manager Express General Session Market Overview Product Overview Product Availability How to sell AMX RSA Authentication: Three Platforms Target Market Use Case Value Proposition Small and mid-size organizations Fewer than 2,500 users Enterprise with More than 1,000 users EnterpriseConsumer Applications More than 10,000 users Protection of SSL VPNs and web applications Users: Employees, partners, clients Protection of any application, portal or network infrastructure Users: Employees, partners, customers Protection of web applications Users: typically customers or clients Convenient for endusers and IT staff Lower TCO Enterprise class features and scalability, authenticator form factor options Scalable, convenient, cost-effective; Available on-prem or hosted RSA Authentication Manager Express RSA Authentication Manager RSA Adaptive Authentication Maximum Flexibility and Optimization Introducing Authentication Manager Express Multi-factor authentication with zero footprint Risk-Based Authentication On-Demand Authentication AND Easy to Manage Appliance Platform On-Demand Authentication (SMS) • One-Time Password (OTP) delivered via SMS or email – Based on the RSA SecurID algorithm – Compatible with any mobile phone from any carrier – Open support for third party SMS gateways and modems – No software to deploy or tokens to manage – Provides multi-factor authentication: • Factor #1 – PIN • Factor #2 – Mobile device or e-mail account Risk-Based Authentication Multi-Factor Authentication without replacing Passwords Factor #1: Something You KNOW Factor #2: Something You HAVE Factor #3: Something You DO Step Up: Something You KNOW or HAVE The RSA Risk Engine • Proven, sophisticated risk engine – Protecting more than 350 million online identities today – Dozen of characteristics used to calculate the riskiness of each authentication • Optimized for the enterprise organization • Self learning so it adapts to your user population over time • Plug-and-play integration building upon existing SecurID agents – Works with many existing RSA Secured Partner Solutions RSA Risk Engine Example End-user Scenario Typical behavior from registered machine Authentication Successful OR RSA Risk Engine Access SSL VPN page Redirected to the Secure Logon page Enter Username and Password Unusual behavior from unregistered machine On-demand Authentication or Security Questions Authentication characteristics are sent to the risk engine for score calculation Typical behavior – user is authenticated OR Challenge presented Successful completion of challenge results in authentication complete Authentication Successful RSA Secured Partner Solutions Plug-and-Play Integration and Certified Interoperability • • • • Certified interoperable and fully supported by RSA Implementation Guides with illustrated step-by-step instructions Leverages the SecurID agents built into hundreds of 3rd party products Risk-Based and On-Demand Auth – – • SSL-VPNs – Checkpoint, Cisco, Citrix, Juniper Web Servers/Portals – Citrix, IIS, Apache, OWA SMS Aggregators and Modems – – – – – – – Clickatell KPN SMS Gateway Logix Mobile Multitech MultiModem iSMS Server Sybase 365 Talariax sendQuick Alert Plus AT&T, mBlox, StrikeIron, Syniverse, and more (coming soon) Visit www.rsasecured.com for a current list of supported solutions or to request integration with a specific product RSA Authentication Manager Express General Session Market Overview Product Overview Product Availability How to sell AMX “We Want It…When Can We Get IT?” March 18: Order taking begins Shipment expected in Q2 Sales and Marketing Tools • Collateral – Datasheet – Solutions brief – Updated Authentication Decision Tree – Web page – Micro site • Demo – Flash demo • Sales Tools – Quick Reference Guide – FAQ • Case Studies – coming soon! • Not for Resale Demo kit for 25 users – available trough Distribution • Training available trough RSA Partner Central Authentication Manager Express Micro Site • • • • • Product Information White papers Press Videos and Podcasts Games & Prizes! www.rsa.com/clearthehurdles RSA Authentication Manager Express General Session Market Overview Product Overview Product Availability How to sell AMX Where is the AMX Opportunity? Customer Challenges • Scenarios that Compel Action – Purchase or deployment an SSL VPN in need of authentication – Development of a new business plan to launch an online portal for partners, customers or employees – Emergence of new or renewed government/industry regulations – Awareness of emerging threats – Incidents of breach, loss, or fraud – Reconsideration of strong authentication solutions based on awareness of new options including AMX – Appearance of a new security officer/executive Why RSA Authentication Manager Express? • RSA Authentication Manager Express Delivers the Fastest Path to Multi-Factor Authentication – Proven multi-factor authentication technology – Seamless transition from passwords to strong authentication – Convenience for end-users • Standard password authentication in typical situations – Simplicity for IT organizations • Nothing to deploy to end users • Out-of-the-box integrations • Convenient appliance platform What Makes Us Better Key Unique Differentiators • Self-Learning Risk Engine – Dozens of risk indicators – Proven: 350 million users protected with RSA risk-engine – “Tell me about how your current authentication solution adapts based on the authentication attempt?” • Risk-based authentication and ODA (SMS) on a plug-and-play appliance platform – Unique combination of a risk-engine with On-demand and Security Questions simplified for mid-market organizations – Fastest path to two-factor authentication – Convenient to install, manage and deploy to users – Seamless migration from passwords to strong authentication – “Describe to me how your current IT staff could manage an alternative technology?” Non-Unique Comparative Differentiators • Out-of-the-box integration with 3rd party devices – Juniper, Citrix, Cisco and CheckPoint SSL VPNs – Reduces deployment costs and resources – “Tell me about what would happen if a security solution did not integrate into your existing environment or a system in the future?” • Low acquisition and operating costs (TCO) – Single-SKU perpetual license is reasonably priced when compared to competitive offerings – “Tell me about how you would make the decision between a less secure solution and AMX at comparable price points?” Non-Unique Comparative Differentiators • Works anytime, anywhere – Strong authentication from any device, anywhere, anytime with nothing to carry, manage, or install – Accessibility drives productivity, user compliance and collaboration – “What would happen if senior executives could not access corporate resources because the authentication solution didn’t work?” Our Weaknesses • Acquisition cost is higher than single-point solutions – Express is more expensive than SMS-only competitors (Ex. SMS Passcode, SecurEnvoy, Etc.) – Customers looking for the cheapest option may choose point-solution vendor – “Tell me about why you want to sacrifice security, reliability and convenience just to save a little money?” AMX vs. Other Options Password ****** SMS Competitor Authentication Manager • Introduce strong authentication while still using passwords • Easier for end-users to adopt • Simple to deploy and administer • Change the conversation to a layered approach • Better security and higher confidence • Improved end-user experience • Predictable and lower SMS costs • Simple administrative functionality • Lower TCO • Ability to expand to 2,500 users The Choice Between AMX and AM AMX AM Types of Users Remote relationship or internal Internal, connected users Number of users Fewer than 2,500 10 to 1,000,000 IT Organization Resources Limited Medium to Large Applications to protect Web-only Diversity of applications Authentication method Hardware tokens, Software tokens, On Demand RBA+ODA or Security Questions, ODA only Licensing, Configuration and Pricing • Platform: Version 1.0 is offered on a Hardware Appliance only (same h/w as the SecurID Appliance 130) • Licensing: Single SKU perpetual licensing per user includes software and all authentication features • Pricing: Volume based pricing tiers (similar to RSA Authentication Manager) – • Appliance bundles are available Maintenance: – Annual software maintenance is 21% of license fee – 3-year AHR is included with the h/w appliance • Years 4 and 5 optional and additional • Configuration: – Supports up to 1 replica – Can be deployed in multiple ways for different user bases: • RBA + ODA or Security Questions step-up • On-demand Authentication only List Pricing Examples Pricing Includes: 1 Appliance, AMX License and 1-year S/W Maintenance # of Users List Price 25 $6,377 100 $13,879 500 $42,314 1,000 $65,304 2,000 $110,074 What’s in it for you?! Training and Deal Registration • Training and exams for Sales and Technical are available through RSA Partner Central (https://education.emc.com/rsa) at no charge • Course Introduction to Selling RSA Authentication Manager Express required to maintain Sales Accreditation for RSA Authentication and to keep the ability for deal registrations (Affilliate and Affiliate Elite partners) • Course New: RSA Authentication Manager Express required to maintain Technical Certification for RSA Authentication • Authentication Manager Express will be part of the RSA Authentication accreditation by end of Q2 • Deal registration for AMX will be available through RSA Partner Central on March 18th. Promotional Deal Registration discount of 15% valid through end of Q2 Attacking New Opportunities 1. Become an AMX Expert 80 Thousands 2. Attack the White Space 60 40 20 - 3. Look for Opportunities for All Products Thank you very much. Two-Factor User Authentication It’s Just Like… Banking Chip ‘n PIN “Something you have” = TOKEN + “Something you know” = PIN RSA SecurID Products • RSA SecurID Authenticators – Hardware Tokens – Software Tokens – Smart Cards/USB Tokens Risk-Based Authentication Multi-Factor Authentication without replacing Passwords Factor #1: Something You KNOW Factor #2: Something You HAVE Factor #3: Something You DO Step Up: Something You KNOW or HAVE