PARTNER SALES TRAINING

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

2013 Websense, Inc. Proprietary and Confidential Page 1

Global Customer Facing Presence

1600
Employees

Technical Support - US - UK - Australia - India - China Customer Engineering - 80 Dedicated Eng

110
Security Labs Engineers

5 Global Support Centers

Proprietary and Confidential

Security Labs - Global Response

Sales Engineering - 100+ Engineers
Page 2

2013 Websense, Inc.

Global Cloud Footprint

Current Data Centers (ISO 27001 Certified)
US (3)
San Jose (WEM) Ashburn (WEM) Chicago (W) Heathrow (WEM) Feltham (WEM) Dusseldorf (WEM) Paris (WE) Frankfurt (E) Geneva (E) Sao Paulo (W) Johannesburg (WE) Hong Kong (WE) Sydney (WEM) Mumbai (WE) Singapore (WM)

Europe (6)

CALA (1) Africa (1)

APAC (4)

2013 Websense, Inc.

Proprietary and Confidential

Page 3

APAC Customers That Trust Websense

Banking Health Care
Government

Property/Construction/Utilities

Education / Other

Transportation

Telco/Media/IT

Manufacturing/Oil/Gas

Retail

2013 Websense, Inc.

Proprietary and Confidential

Page 4

Snapshot of Websense protects Advance Threats

Detection & Prevention

TRITON RiskVision
Threat and Data Theft Monitoring and Forensic Reporting Phishing Reporting & Education

TRITON ThreatScope
Web & Email File Sandboxing & Forensic Reporting

Protection

URL Sandbox

Web & Email Security Gateways

Dynamic C&C Detection

Data Security Suite

Integrated DLP Engine

Real-Time Protection Inline Analysis Composite Risk Scoring Advanced Threat Dashboard

2013 Websense, Inc.

Advanced Threat Classification

Proprietary and Confidential

Global Threat . Awareness s

Page 5

Websense Core Technologies

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

2013 Websense, Inc. Proprietary and Confidential

Page 6

TRITON Architecture

Global Threat Awareness

Real-time Threat Detection

Unified Console

Protection & Deployment

Advanced Threat Defenses Unifies 900M+ endpoints Analyzes 3-5B requests/day Facebook Partnership Largest Intelligence Network Managed by: ThreatScope Malware Analysis Sandbox Composite Scoring Predictive Analysis Data Theft Prevention

Web Security
Email Security Data Security/DLP

Spear Phishing Protection Forensic Reporting Sandboxing Enterprise DLP MacOS & iOS
Page 7

Mobile Security

2013 Websense, Inc.

Proprietary and Confidential

Real-time Threat & Content Analysis

Websense ACE
Real-time Threat Engines
Security, Data, Content Over 10,000 Analytics

Three Anti-Malware Engines

Commercial AV Engine Heuristic Analysis Engine Malicious PDF Engine

2013 Websense, Inc.

Spear-Phishing, Reputation and Web Link defenses Composite Scoring Model Behavioral Analytics
Page 8

Proprietary and Confidential

Unbeatable Threat Intelligence

Websense ThreatSeeker Intelligence Cloud
Websense Customers Security and URL Database

ThreatSeeker Intelligence Cloud

Connects 900M Endpoints Up to 5B Requests / Day

Websense Labs
URL Requests
2013 Websense, Inc.

Database Updates (real time)

Proprietary and Confidential Page 9

Defenses & Analytics

ThreatSeeker Network Intelligence
Over 900M Endpoints, 3-5B Requests/day Facebook Partnership

Websense Security Labs

Global locations working 24/7

Real-time Updates to ACE Predictive Defense

Composite scoring inputs Determine defense analysis Convicts via prediction

2013 Websense, Inc.

Proprietary and Confidential

Page 10

Proven Daily
Five Top AV Engines Results Posted Daily Security Labs Site
AV Test Results Real-time Updates Requests Analyzed Security Blog

2013 Websense, Inc.

Proprietary and Confidential

Page 12

Security Effectiveness Report

2.2M
Web Security Effectiveness Test
All Vendors

Threat Stage Testing

All Except FE

Data Theft Defense Validation

WSGA Only

Forensic Reporting Review

WBSN & FE

Usability & Policy Comparison

All Except FE

Websense
2013 Websense, Inc.

Blue Coat

Cisco

FireEye

McAfee

Palo Alto
Page 13

Proprietary and Confidential

TRITON Security Platform

WEB

EMAIL

DATA

CLOUD

MOBILE
Uniquely effective protection for mobile data from theft, loss, malicious apps and web threats.

The most effective antimalware protection from advanced threats and data theft.

The most advanced email defenses against blended and targeted attacks.

Enterprise DLP with proven risk reduction in 5-6 weeks. Features user & destination awareness.

The best protection for web & email for any location at the lowest TCO and easiest deployment.

2013 Websense, Inc.

Proprietary and Confidential

Page 14

Analysts Recognize Websense

2013 Secure Web Gateway MQ: Leaders Quadrant 2013 Content-Aware Data Loss Prevention MQ: Leaders Quadrant Secure Web Gateway Software 2012 Worldwide Market Share Leader

2012 Email Content Security Wave: Leader

2012 IDC MarketScape: WW Web Security Products: Leader Web Security Software 2012 Worldwide Market Share Leader

2013 Secure Email Gateway MQ: Visionaries Quadrant

2012 WCF Vendor Landscape: Champion 2012 DLP Vendor Landscape: Champion & Trend Setter Award

Hosted Message Security Services Radar Report: Value Leader Best Hybrid Strategy Award

2013 Corporate Web Security Market Quadrant: Top Player 2013 Content-Aware Data Loss Prevention Market Quadrant: Top Player

2012 Global Web Content Filtering Competitive Landscape: Sole Market Leader 2012 Global Web Content Filtering Market Share Leader
2013 Websense, Inc.

Integrated Content Security Gateways CY12 Worldwide Market Share Leader

Proprietary and Confidential

Page 15

Websense Solutions For a New World

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

2013 Websense, Inc. Proprietary and Confidential

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Page 16

TRITON Security Platform

WEB
Advanced Threats Data Theft & Loss The most Threat Dashboard effective anti Malware Sandbox Forensic Reports malware Forensic Data protection from SSL Inspection advanced Social Media threats and App Controls data theft. Video Controls Hybrid Solution

EMAIL
Spear-Phishing URL Sandboxing Advanced Threats The most Data Theft & Loss advanced email Anti-Spam defenses TLS Encryption against blended Advanced Encrypt. and targeted Cloud Archiving attacks . Image Analysis Cloud Cleansing Hybrid Solution

DATA
Content Aware DLP Data Discovery Enterprise DLP DLP Gateway with proven DLP Endpoint MacOS & Windows risk reduction Prot. inOff-Network 5-6 weeks . Portable Decrypt. Features user & 1,700+ Policy/Temp. destination Drip DLP Detect. awareness. OCR of Image Text Geo-Location

CLOUD
Web & Email URL Sandboxing The best Threats Advanced protection for SSL Inspection Social Media for web & email Video Controls at any location Easy to Provision the lowest TCO Cloud On-Ramps and easiest Lower TCO deployment. Cloud Ops Centers ISO 27001

MOBILE
Cloud Service Web Security Uniquely Malicious Apps effective Mobile Email DLP protection for App Controls mobile data Device Mgmt. from theft, loss, BYOD Policy malicious apps Corporate Policy and web Reporting/Inventory Cloud Ops threats . Centers ISO 27001

2013 Websense, Inc.

Proprietary and Confidential

Page 17

Web Security On-Site/Hybrid

Web Security Gateway Anywhere (WSGA)
Hybrid

Best Enterprise Security Award RiskVision Readers Trust Award Best Web Content Management Appliance Best Corporate Security Blog
ThreatScope

ACE
File Sandboxing Hybrid Deployment Web Channel DLP Web Proxy + SSL

Web Security Gateway (WSG)

Appliance or Software Web Proxy + SSL ACE RT Defenses Data Theft Defenses Adv. Threat Dashboard Social Web Controls IPv6 / CC EAL2+ / FIPS Web Security* TRITON Console
Included

Web DLP

Adv. Threat Dashboard

Web Security* (WS)

Appliance or Software

ACE RT Defenses
Data Theft Defenses Adv. Threat Dashboard

Web Security & Filtering

RT Security Updates

Social Web Controls

IPv6 / CC EAL2+ / FIPS Web Security* TRITON Console
2013 Websense, Inc.

Custom/Allow Deny Lists

YouTube for Education Adv. Application Controls TRITON Console

Proprietary and Confidential ThreatScope Add-On TRITON Integration

Page 18

Web Security - Cloud

ISO 27001 Certified Cloud Operation Centers
W = Web, E = Email, M = Mobile

Cloud Web Security Gateway

(Cloud)

i-Series Appliance VPN to the Cloud SSL Interception ACE RT Defenses Social Web Controls Cloud End Point Web Security Filters RT Security Updates Web Filtering TRITON Console Cloud End Point Web Security Filters RT Security Updates Web Filtering TRITON Console

Europe: Heathrow (WEM), Feltham (WEM), Duesseldorf (WEM), Paris (WE), Frankfurt (E), Geneva (E) US: Ashburn (WEM), Chicago (W), San Jose (WEM) APAC: Hong Kong (WE), Mumbai (WE), Sydney (WEM), Singapore (WM) Africa: Johannesburg (WE) South America: San Paolo (W) Cloud Web Security
(Cloud)

Included 2013 Websense, Inc.

TRITON Integration Proprietary and Confidential

Page 19

Email Security - On-Site/Hybrid

Email Security Gateway Anywhere (ESGA)
Hybrid Advanced Email Encryption Image Analysis File Sandboxing Email URL Sandboxing TruHybrid Mobile Email DLP TruEmail DLP TLS Server Encryption ACE RT Defenses Anti-Spam (99% SLA) TRITON Console Image Analysis File Sandboxing Mobile Email DLP TruEmail DLP TLS Server Encryption ACE RT Defenses Anti-Spam TRITON Console

Email Security Gateway (ESG)

Appliance

Email Security (WES)

Software Virtual Image Agent Content Controls (DLP) TLS Server Encryption ACE RT Defenses Anti-Spam Email Security Console

2013 Websense, Inc.

Included

ThreatScope Add-On TRITON Integration Proprietary and Confidential

Optional Extra Charge Add-On

Page 20

Email Security - Cloud

ISO 27001 Certified Cloud Operation Centers
W = Web, E = Email, M = Mobile

Cloud Email Security & Content Control (CES & CC)

Advanced Email Encryption Image Analysis Email URL Sandboxing Phishing Ed. & Reports TLS Server Encryption Content Controls (DLP) ACE RT Defenses Anti-Spam (99% SLA) TRITON Console

Europe: Heathrow (WEM), Feltham (WEM), Duesseldorf (WEM), Paris (WE), Frankfurt (E), Geneva (E) US: Ashburn (WEM), Chicago (W), San Jose (WEM) APAC: Hong Kong (WE), Mumbai (WE), Sydney (WEM), Singapore (WM) Africa: Johannesburg (WE) South America: San Paolo (W) Cloud Email Security (CES)
Image Analysis Email URL Sandboxing Phishing Ed. & Reports ACE RT Defenses Anti-Spam (99% SLA) TRITON Console Image Analysis Anti-Spam (99% SLA) TRITON Console
Optional Extra Charge Add-On

Cloud Anti-Spam

2013 Websense, Inc.

Included

ThreatScope Add-On TRITON Integration Proprietary and Confidential

Page 21

Data Security/DLP Solutions

Best Regulatory Compliance Solution TRITON v7.7 Innovations: Advanced Machine Learning Criminal Encryption Detection Password File Detection Optical Character Recognition (OCR) Drip (Cumulative) DLP Destination Geo-Location Data Endpoint (DE)
Data Discover Data Security Gateway Data Endpoint Mobile Email DLP Monitor & Respond Scan & Remediate Data ID & Risk Mgmt. TRITON Console Software LAN Storage Control USB Portable Decrypt. Application Data Controls Off Network Protection Monitor & Respond Data-in-Use ID TRITON Console

PLUS: 1,700+ Policies & Templates by Region and Industry

Data Security Suite (DSS)

Appliance or Software

Data Security Gateway (DSG)

Appliance or Software Mobile Email DLP Monitor & Respond

Data Discover (DD)

Software Scan & Remediate Data-at-Rest ID TRITON Console

Data-in-Motion ID
TRITON Console

2013 Websense, Inc.

and Confidential IncludedProprietary TRITON Integration

Page 22

Mobile Security

TRITON Mobile Security

Mobile Malware Prot. Malicious App Protect. Mobile App Controls MDM Controls Web Proxy + SSL ACE RT Defenses Web Security & Filtering

Web Security Mobile Email DLP

Mobile Security
Exchange Email Server ACE + ThreatSeeker Network Malicious Mobile App Tracker Management + Reporting

Mobile Security

+ MDM

ActiveSync*
Enterprise DLP controls

Enterprise email *Any ActiveSync compatible device

VPN** WiFi/3G

** iOS, Android

RT Security Updates
TRITON Console Cloud
2013 Websense, Inc. Proprietary and Confidential Page 23

The Right Appliance for Your Needs

Proxy/Cache HTTPS/SSL Explicit/Transparent WCCP, ICAP NIC Bonding SOCKS Proxy Proxy Chaining Inline RT Defenses Integrated DLP Allow/Deny Lists Port Monitor/Control Client IP Preservation Multiple AUTHs Realm Sequencing CC EAL2+ FIPS 140-2 (Aug.) IPv6 Proxies

Proxy
Performance
Over 9,000 Shipped to Date

X10G V10K V5K Remote

2013 Websense, Inc.

2000

7500
Proprietary and Confidential

50,000+
Page 24

TRITON Solution Suites

Websense foresaw that web security, email security, and data loss prevention are inextricably linked. And the integrated Websense TRITON technology was built to address all three as content security, said Phil Hochmuth, program manager of Security Products at IDC. The companys web security leadership has been solidified by continued innovation and commitment to security effectiveness.
TRITON Enterprise (TE)
Hybrid

IDC February 2012

WSGA TruWeb DLP

TRITON Secure Gateway AnyWhere (TSGA)

Hybrid

TRITON Secure Gateway (TSG)*

Appliance

ESGA TruEmail DLP

WSGA - TruWeb DLP

WSG

DSS
2013 Websense, Inc.

ESGA - TruEmail DLP

Proprietary and Confidential

ESG - TruEmail DLP

*Upgrade for web and email customers only. Page 26

Introducing TRITON RiskVision

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

2013 Websense, Inc. Proprietary and Confidential Page 27

RiskVision Provides
Insight into Previously undetected Threats Dashboard View into Current Threat Levels Detailed Behavioral Analysis on Files Easy Access to Forensic Data Non-intrusive, Flexible Deployment

2013 Websense, Inc.

Proprietary and Confidential

Page 28

RiskVision Defenses

Advanced Threat Defenses

Global Threat Intelligence

File/Object Sandboxing

Data Loss/Theft Detection

WWW

TRITON RiskVision provides advanced threat and data exfiltration visibility as a network monitor appliance solution.
2013 Websense, Inc. Proprietary and Confidential Page 29

TRITON ThreatScope
Websense TRITON ThreatScope is an add-on service to provide additional defenses for the most advanced, targeted zero-day threats and APTs that may attack through web or email channels

File sandboxing for web File sandboxing for email Email URL sandboxing Detailed forensic reporting

Phishing education and reporting

2013 Websense, Inc. Proprietary and Confidential Page 31

GTM Strategy
White Space and New Business Sales Plays

2013 Websense, Inc.

Proprietary and Confidential

Page 32

Defining Opportunities

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

2013 Websense, Inc. Proprietary and Confidential Page 33

White Space vs. Migration vs. New Product

White Space:
Compare to Cross Selling Someone owns a product in a product silo, and we want to sell them something in another silo, or a complimentary product.

Migration:
Compare to Up Selling Someone owns a product in a product silo, and we want to REPLACE it with another product.

New Product:
Compare to Net New, New Logo Someone who does not own any Websense product.

Resulted in 100 more orders of French Fries per day per Restaurant, or $218K per Year per Restaurant!!!
Source: Inspiringchampions.com
Page 34

2013 Websense, Inc.

Proprietary and Confidential

Wheres The Money?

White Space
Web

Migration

Net New

Email

Data

Mobile

2013 Websense, Inc.

Proprietary and Confidential

Page 35

White Space and Migration Opportunities - Websense

Legacy vs. TRITON
Data TRITON Security 3% TMS 2% 0%

Number of Products Owned

5 Prod. 0%
3 Prod. 1% 2 Prod. 11%

Hosted Email 13% Email Gateway 7%

Web Gateway 18%

4 Prod. 0%

Legacy Web 57%

1 Prod. 88%

2013 Websense, Inc.

Proprietary and Confidential

Page 36

Key Sales Plays 2014

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

2013 Websense, Inc. Proprietary and Confidential Page 37

So Many Opportunities!
Email
WES ESG
ESGA/ CES
Image Analyzer Archiving

Encrypt.
Threat Scope

WF

WSG WS

WSGA

Web

Risk Vision

CWS

CWSG
TMSv2

Data

DSS

Legacy
2013 Websense, Inc. Proprietary and Confidential

TRITON
Page 38

Web Migration Key Benefits

Lowered Infection Levels Less Time Re-Imaging Global Threat Awareness Advanced Threat Protection Real Time Protection Single Console Data Loss Protection Remote User Protection Optional Sandboxing

WF

WS CWS

WSG CWSG

WSGA

Lowered CAPEX/OPEX Global Threat Awareness

Advanced Threat Protection Real Time Protection

2013 Websense, Inc.

Proprietary and Confidential

Page 39

Example Pain Points - Web

Cost/Time Commitment for re-imaging of infected machines. Existing Security solution is not effective in detection of threats. Productivity gained from Web Filter is consumed by re-imaging of machines due to infections. The risk of data theft is too high. Company could suffer as a result of data breach. Remote users are not appropriately protected and open to attacks.
2013 Websense, Inc. Proprietary and Confidential Page 40

Web Play # 1: Security Focused Play

WSG

WS

WS Message: Think Beyond Compliance and Productivity WSG Message: Think about real-time security and advanced threat protection.
Proprietary and Confidential Page 41

WF

2013 Websense, Inc.

Web Play # 2: Advanced Threat Protection Play

ThreatScope

WSGA

WSG Message: Think Real Time, Inline Security and Advanced Threat protection. WSGA Message: Outbound data theft defenses improve security. Also offers remote user protection
Proprietary and Confidential Page 42

WSG

WS

2013 Websense, Inc.

Web Play # 3: Cloud Play

+i500 Appliance
+TMSv2
Coming Soon

CWSG

CWSG Message: Upgrade to Real-Time Security without hardware. i500 Message: For additional protocol/application control and/or latency reduction

WS / WF

2013 Websense, Inc.

Proprietary and Confidential

Page 43

Web Play # 4: Data Loss Protection Play

+ESGA = TSGA +ESGA+DSS = TE +ThreatScope

WSGA Message: Add Web Channel DLP to your gateway for better protection. Add ESGA/DSS Message: Provide better DLP through email channel, endpoints, etc

WSGA

WSG

2013 Websense, Inc.

Proprietary and Confidential

Page 44

Email Play #1: Cross-sell to WSGA or TRITON Bundle

TSGA/TE Why: Customer has experience with Websense Message: Extend the value of your Websense investment.

ESGA/CES

Web Security
2013 Websense, Inc. Proprietary and Confidential Page 45

Rules of Email Club

Rule 1: Best time to talk about email security is at time of renewal

Rule 2: In larger companies email security (messaging group) and web security (security group) can have different owners Rule 3: You achieve success simply by learning when the current email security solution expires (see Rule 1)
2013 Websense, Inc. Proprietary and Confidential Page 46

Top 3 Criteria for Effective Email Security

How do you effectively protect against linked threats?

How do you effectively protect against attached threats?

How do you effectively protect against data exfiltration?

Example

Example

Example

Spear-Phishing using social engineering via LinkedIn

Malicious attachment evades signature/heuristic detection and compromises user device

Malware sends confidential encrypted data in small chunks to evade detection

Questions 1. How does your current solution protect against malicious links? 1. Are you concerned about activating malicious links from mobile devices? 2. Do you perform User Awareness and Education for Phishing? 3. How effective is this training?
2013 Websense, Inc.

Questions 1. What % of your email contains attached malware? And just how big is the risk? 2. How effective are your current defenses against zero hour filebased threats?

Questions 1. Can you see malware thats trying to exfiltrate confidential data? 1. What ways are the bad guys trying to steal this data? And is it working? 2. Are your data policies and reporting integrated with your mail gateway?
Page 47

1. Do you know what these attached files are doing on your users devices?
Proprietary and Confidential

Email Migration/White Space Exercise

Think of one of your existing Web Customers and Answer the Following Questions: 1. What additional information do you need to start an email security conversation? 2. What questions would you ask to determine pain points with their current email security solution? 3. How would you explain the value of Websense email security to address the pain points?
2013 Websense, Inc. Proprietary and Confidential Page 48

DLP Play #1: Intellectual Property Play

TE

Why: Customer concerned with IP protection Message: Protect high value IP Prevent Malicious Data Theft Enable adoption of Cloud Infrastructure

WSGA

2013 Websense, Inc.

Proprietary and Confidential

Page 49

DLP Play #2: Mobile Endpoint Play

DLP Endpoint

Why: Employees laptops on and off network exposing company to data loss and theft Employees corporate email sent to mobile devices Message: Protect malicious data theft at endpoint Enable business partnerships Drive employee productivity

WSGA

2013 Websense, Inc.

Proprietary and Confidential

Page 50

Mobile Endpoint Finding the Pain

Mobile Endpoint Pain Points:

Employees using laptops on & off network exposing company to data loss & theft Employees sending corporate email to their mobile devices

Questions:

What percentage of your users are using laptops today? Do you users have to be connected to the network to interact with sensitive data? How likely is it that they work with sensitive information while off network? How many of your users have MacOS devices?
Proprietary and Confidential Page 51

2013 Websense, Inc.

DLP Migration/White Space Exercise

Think of one of your WSGA Customers and Answer the Following Questions: 1. What data theft protection needs can Websense address with DLP? 2. Which Play would you suggest and why? 3. What questions can you ask to bring out unrecognized pain? 4. What questions can you ask the customer to consider a Migration?

2013 Websense, Inc.

Proprietary and Confidential

Page 52

THANK YOU! QUESTIONS?

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

2013 Websense, Inc. Proprietary and Confidential Page 53

Introducing the New POV

2013 Websense, Inc.

Proprietary and Confidential

Page 54

TRITON Overview The POV Extension

2013 Websense, Inc.

Proprietary and Confidential

Page 55

TRITON Overview The POV Extension

2013 Websense, Inc.

Proprietary and Confidential

Page 56