AUTOMATED SECURITY

AWARENESS PLATFORM
SECTION 0

WHY SELL AWARENESS?

 Employee behavior is a major IT security risk despite traditional
awareness programs being in place:

$ 1,155,000 $ 83,000 $ 101,000 $ 400

per enterprise per SMB per SMB per employee
organization per year

The average financial impact The average financial impact The financial impact of attacks The average cost of
of attacks caused be careless/ of attacks caused be careless/ caused by phishing/social phishing attacks
uninformed employees* uninformed employees* engineering** ($1.3M per alone***
enterprise)

* Report: “On the Money: Growing IT Security Budgets to Protect Digital Transformation Initiatives . Kaspersky, 2019
** Report: “Human Factor in IT Security: How Employees are Making Businesses Vulnerable from Within”, Kaspersky and B2B International, June 2017
*** Calculations based on Ponemon Institute, “Cost of Phishing and Value of Employee Training”, August 2015.
 Cornerstone of Kaspersky offering:
Automated Security Awareness Platform (ASAP)

Pre-determined learning efficiency for

employees

Time-saving program administration for

companies

Benefits for partners:

Ease of sales & delivery;
MSP, MSSP, VAS
Register for free trial Check video review:
www.k-asap.com youtu.be/7DxTD3tlblc
 So why sell Kaspersky Security Awareness products?

Take advantage of Meet the increasing demand Attract new customers

market growth

Benefit from being Become Security Awareness It’s genuinely meaningful

an MSP partner Specialized partner
Here’s what we’ll cover:

Why your customers need Kaspersky Awareness products

How to sell the Kaspersky Security Awareness Platform

How our product compares with other vendors’ solutions

The licensing model

Channel marketing support

Other Kaspersky Security Awareness training

Frequently Asked Questions

Course summary and sales kit

SECTION 1

WHY YOUR CUSTOMERS NEED THE

KASPERSKY AUTOMATED SECURITY
AWARENESS PLATFORM
 52% of businesses admit that
employees are their biggest IT
security weakness *

* According to the Kaspersky and B2B International survey

 It should become part of your
behavior and practice!

Staff training is essential to raise awareness among employees

 It’s not part of my specific job
description!

Staff training is essential to raise awareness among employees

 It’s not part of my specific job
description!

Oh no, I must change

my password again!
Ok, let it be qwerty123...

Staff training is essential to raise awareness among employees

 It’s not part of my specific job
description! I need to finish urgent report,
I’ll update the Antivirus later...

Oh no, I must change

my password again!
Ok, let it be qwerty123...

Staff training is essential to raise awareness among employees

 USER BEHAVIOR
GOES DOWN

Staff training is essential to raise awareness among employees

 TRAINING IS NOT EFFICIENT AN ADMINISTRATIVE BURDEN

Perceived as difficult, How to create a program

boring, irrelevant drudge and set goals?

It’s all about ‘don’t’ rather How to manage training

than about ‘how to’ assignments?

Knowledge is not retained How to control the progress?

Reading and listening aren’t as How to engage people into a

efficient as doing training?

Customer pain points: 80% of CIO are not happy with awareness training they use
 How Kaspersky training responds to customer pain points

Kaspersky Automated Security

Awareness Platform

• Pre-determined learning efficiency

for employees

• Time-saving program administration

for companies

• Benefits for partners:

Ease of sales & delivery; MSP,
Register for free trial MSSP, VAS
www.k-asap.com
 Pre-determined learning efficiency: A human-centric approach

Pre-determined learning Automated Security Time-saving program

efficiency Awareness Platform management

Content Schedule

Automation

Motivation Assessment

Pre-determined learning efficiency via Full automation with an easy setup

methodology made by experts
 Pre-determined learning
efficiency

Content Motivation Schedule Assessment

Clear Multi-modal Try to pass test first!

structure content
A win Automated
every day learning path

Motivation
200+
through
specific
practicality &
skills
relevance Relevant case Interval
studies training

Localization
beyond PC or Mobile
translation
 We just add learning
techniques to make our
customers’ employees
immune from attacks Kaspersky knows what cybersafe user
behavior looks like

Cybersecurity
Skillset

Methods Formats Level of difficulty

Client admin’s
Delivery Licensing model
engagement

It’s cybersecurity experts who can tell safe from risky

 Hundreds of specific skills

Universal multi-level curriculum

Password and accounts Protecting confidential data

Email Mobile Devices

Web browsing PC Security

Social networks & Messengers GDPR

Content: Well-defined secure behavior, comprised of specific, necessary skills

 Hundreds of specific skills

1 lesson = 1 (or more) new skills

• What endangers my email?

• Whom can you tell your email password?
• What should I do if my email is hacked?
• What kinds of passwords should I use for my email accounts?
• Why is it important to use different passwords for your personal
and work email accounts?
• What kinds of information should not be sent over email?
• What should you look out for if you’re asked to enter your email
password?
• Can I open any link from email?
• Are all attachments good to open?
• What should I do about my email accounts today?

200+ short lessons and ‘target level’ approach

 Automated learning path

The Ebbinghaus Forgetting curve

Repeated reinforcement helps building strong skills

Obliteration

Remembering after reinforcement

Automation and simplicity ensure skills retention

 New level

Reinforcement Simulated
Interactive email/case study phishing
Next topic
lessons Test attack

4 days 3 days 3 days Level 1 topics are

later later later studied
 Well thought-out, structured
content that includes and
automatically assigns different
types of learning content

200+ interactive
lessons Test Reinforcement

Phishing simulator

Multi-modal content
 Time-saving program
management

Fully Internal Single admin &

automated communications reporting
Free trial. Automation
Instantly
learning path & notifications dashboard
 Single admin & reporting
dashboard

Routine tasks Reporting License control

Clear actionable all-in-one dashboard: Everything you need in one page

 Regular internal communications ensure the
formation of a strong cybersafety culture
within the company

Weekly Admin’s
reminders reports Invitations

Certificates

ASAP saves hours

of administration work

Notifications are part of internal communications

 Kaspersky Automated
Security Awareness Platform

• Online training
(learn at own pace)

• Licensing per 1 user

• 10+ languages

• Monthly subscription
for MSP/MSSP/VAS

• Free instant fully- functional

trial
(2 months, up to 5 trainees)
Register for a free admin-level trial:
www.k-asap.com
 Kaspersky Security Awareness Platform – Value Proposition

Automated Security
Awareness Platform
key features
Kaspersky Traditional online
ASAP training solutions
Online training modules Yes Yes

Simulated phishing attacks Yes Yes

Knowledge assessment Yes Yes

Multilevel curriculum Yes No

Automated learning path Yes No

Localization support Yes Limited

SMB – ready (5+ users) Yes No

MSP – ready business mode Yes No

Pay per active users Yes No

Monthly subscription supported Yes No

Fully automated training process

 The Kaspersky Automated Security Awareness Platform

Predefined Time-saving product Flexible

efficiency management licensing

Pay only for

active users
 Kaspersky ASAP offers the following benefits for partners

Increased Sales revenue for MSP

+10% for Specialized Partners

Standard Kaspersky Partner Rebate*

Financial conditions Partner commission*

Managed services

Licensing, tailored to MSPs

Managing multiple companies

from the same account

Opportunities for xSP

*Check the partner program for detailed information
 Kaspersky ASAP offers the following benefits for partners

Financial conditions

Managed services

Licensing, tailored to MSPs

Managing multiple companies

from the same account

Opportunities for xSP

 Kaspersky ASAP offers the following benefits for partners

Financial conditions

Managed services

Licensing, tailored to MSPs

Managing multiple companies

from the same account

Opportunities for xSP

 Kaspersky ASAP offers the following benefits for partners

Financial conditions

Managed services

Licensing, tailored to MSPs

Managing multiple companies

from the same account

Opportunities for xSP

 Kaspersky ASAP offers the following benefits for partners

Financial conditions

Managed services

Licensing, tailored to MSPs

Managing multiple companies

from the same account

Opportunities for xSP

 How the product works

Sign up and create an Upload a list

account at k-asap.com of employees

Track training progress with

Start the training
dashboards
 Learning Management

• Automated learning management

• Definitive security awareness content library

• Learning at own pace to ensure content retention

• Variety of content formats and styles

• Employee risk profile defines what and low much to learn

TOPICS SECURITY DOMAIN

Passwords
# Messengers
and accounts
# PC security
Email security
# Mobile devices
Web browsing
# Phishing
Social networks # Dangerous links
Confidential # Ransomware
information # Dangerous files
PC security # Applications
Mobile devices # Social engineering
GDPR
 Learning Management

• Automated learning management

• Definitive security awareness content library

• Learning at own pace to ensure content retention

• Variety of content formats and styles

New level
• Employee risk profile defines what and low much to learn

Simulated phishing
Lesson first Reinforcement Test attack Next topic

4 days later 3 days later 3 days later Level 1 topics are

studied
 Multy-modal content:

Motivation + workout + reinforcement +

test + simulated phishing attacks

200+ interactive
lessons Test Reinforcement

Phishing simulator

*as of spring 2020 only 200 skills are available, by the end of the year customers will be
upgraded for full functionality for free
 The Platform is available worldwide

English
French
German
Italian
Spanish
Russian
Portuguese
Arabic
Dutch
Polish

*as of spring 2020, ASAP is not available for sale in the USA
 The Platform is available worldwide

Try free fully-functional

trial at www.k-asap.com

*as of spring 2020, ASAP is not available for sale in the USA
SECTION 2

HOW TO SELL KASPERSKY

SECURITY AWARENESS PLATFORM
 Target markets: value proposition

SMB Enterprise Government

1-999 employees 1000+ employees Agencies + ecosystems

• Reduce loss from human-
related attacks, taking
just few minute to set
up and manage
• Mid to large SMBs and • Government and EDU, interested
Enterprises looking for in national/regional level
comprehensive and well- awareness program
structured training with
predictable result but without
• Strategic partnerships
huge time investment

Kaspersky Security Awareness training acts

as a door-opener to winning new accounts
 Which roles to target inside the customer organization

In SMBs, the CEO is a final decision maker

Any kind of background: not necessarily IT

Security or HR

Security education as an
additional workload in many
cases

Usually not an expert in training

and development (and have no
desire to develop such
expertise)
How to sell the Kaspersky Automated Security Awareness Platform
How to sell the Kaspersky Automated Security Awareness Platform

1. Security awareness training from the 2. Time-saving program management

leading cybersecurity vendor

3. Quantifiable results in graphs 4. Built-in motivation

and dashboards
 1. Security awareness training from the leading cybersecurity vendor

Choose a solution and justify choice to

management and stakeholders
 1. Security awareness training from the leading cybersecurity vendor

Choose a solution and justify choice to

management and stakeholders

Save time on exploring the subject

of Security Awareness
 1. Security awareness training from the leading cybersecurity vendor

Choose a solution and justify choice to

management and stakeholders

Save time on exploring the subject

of Security Awareness

• Choose the Kaspersky – acknowledged

experts in cybersecurity

• Try a competency model that differentiates

employee categories by typical risk profiles
 1. Security awareness training from the leading cybersecurity vendor

Choose a solution and justify choice to

management and stakeholders

Save time on exploring the subject

of Security Awareness

• Choose the Kaspersky – acknowledged

experts in cybersecurity

• Try a competency model that differentiates

employee categories by typical risk profiles

• Enable decision-making by stakeholders on

training objectives and the time investment
needed.
2. Time-saving program management
 2. Time-saving program management

Train all employees to their best

required level

Control costs and training time

 2. Time-saving program management

Train all employees to their best

required level

Control costs and training time

• Different learning goals depending on

employee risk profile

• Individual, self-paced training

• No over-training, able to determine interim

skill levels

• This is achieved by automated curriculum

management and different training format
for different organizational level
 2. Time-saving program management

Train all employees to their best

required level If you don’t follow
the script…

Control costs and training time

• Different learning goals depending on

employee risk profile

• Individual, self-paced training

• No over-training, able to determine interim

skill levels

• This is achieved by automated curriculum

management and different training format
for different organizational level
 3. Quantifiable results in graphs and dashboards

Manage all aspects of the learning

process and monitor progress

Have clear answers to key questions

(what works, what doesn’t and why)

• Live tracking of data, trends and forecasts

• Address issues before they become problems

• You know what to do with data (which

organizational unit needs more attention

• Kaspersky as a discussion partner, can

provide expert opinion
 3. Quantifiable results in graphs and dashboards

Manage all aspects of the learning

process and monitor progress

Have clear answers to key questions

(what works, what doesn’t and why)

• Live tracking of data, trends and forecasts

• Address issues before they become problems

• You know what to do with data (which

organizational unit needs more attention

• Kaspersky as a discussion partner, can

provide expert opinion
 3. Quantifiable results in graphs and dashboards

Manage all aspects of the learning

process and monitor progress

Have clear answers to key questions

(what works, what doesn’t and why)

• Live tracking of data, trends and forecasts

• Address issues before they become problems

• You know what to do with data (which

organizational unit needs more attention

• Kaspersky as a discussion partner, can

provide expert opinion
 4. Built-in motivation

Train people intensively and get strong

results

Get positive feedback from trainees despite

perceived “dullness” of the topic
 4. Built-in motivation

Train people intensively and get strong

results

Get positive feedback from trainees despite

perceived “dullness” of the topic

• Interactive, effective learning sessions

• Real-world experience in preventing cyberattacks

• Safe cyber practices in the workplace

SECTION 3

HOW OUR PRODUCT COMPARES

WITH OTHER VENDORS’
SOLUTIONS
 Competitors overview

Classroom-based Visual aids

training (including video)

Through simulated attacks Computer-based

training

Traditional security awareness training is delivered in one of four ways

 Classroom-based training

The Pros The Cons

• Immediate feedback • Contradicts Adults

loop Learning Theory

• Helps to promote • Expensive

culture of security
• Infrequent
 Visual aids & Videos

The Pros The Cons

• Simple to process • Not Interactive

• Relatively • Poor testing

inexpensive functionality

• Contributes towards a • No feedback loop

culture of security
 Simulated phishing attacks

The Pros The Cons

• Emotionally engaging • Unproductive and

create mistrust

• Weak theoretical basis

 Online security awareness training

The Pros The Cons

• Designed to help
• Compliance training
adults learn
designed to satisfy
• Less disruptive to the regulators
working day
• Complex and time-
• Dynamic consuming program
• New modules can be
management
included to existing
security courses

• Advanced analytical
capabilities
How Kaspersky’s online security awareness training is different

Kaspersky’s Security Awareness approach is based on

CyberSafety Culture methodology that ensures a self-
sustained state of cybersecurity throughout the
organization

Learning is fully automated, the platform interface is

intuitive, and most of our customers grasp it
immediately

Ongoing methodological and technical support is

available via instant messages in online chat or by
email
The most effective approach – increasingly favored
The most effective approach – increasingly favored
The most effective approach – increasingly favored
The most effective approach – increasingly favored
The most effective approach – increasingly favored
The most effective approach – increasingly favored
The most effective approach – increasingly favored
 Key advantages

Kaspersky ASAP forms a central part of this

comprehensive portfolio and represents an
integrated solution

Kaspersky’s main advantage is full learning

automation of online training, which ensures:

Learning efficiency developed by training and

development and cybersecurity specialists

Easy implementation - a unique feature

in the security awareness market
SECTION 4

LICENSING MODEL
 Licensing model

Pricing may be different across regions –

for up-to-date price lists, just contact your local
Kaspersky representative

Price per 1 user MSP (per 1 license,

Users
per year per 1month)

5-9 99 EUR 10 EUR

100-149 52 EUR 5 EUR

509-2499 32 EUR 3 EUR

1500-2499 22 EUR 2 EUR

5000+ 13 EUR 1 EUR

SECTION 5

CHANNEL MARKETING
SUPPORT
 Channel marketing support

Partner pack
Brochure
SMM & Leadgen
Presentations campaigns
Emailers
Leaflets

Partner portal updates &

Battlecards and sales training
telemarketing scripts

Partner & customer

Web
events & roadshow

Media/press release Assets and support

are at your disposal
SECTION 6

OTHER KASPERSKY SECURITY

AWARENESS TRAINING
Kaspersky Interactive Protection Simulation (KIPS)

• Delivers a fresh workable approach

to cybersecurity

• Fun, engaging and fast (2

hours)

• Builds co-operation through

teamwork

• Fosters initiative & analysis skills

through competition

• Allows discoveries and mistakes in

building cybersecurity and cybersafe
behavior to be made and analyzed
safely through gameplay
Demo video
 Cybersecurity for IT online (CITO training)
Now
Aaah! It seems we
Something are safe
went wrong

Reboot

User IT Support/Admins IT Security

Should be
Aaah! We are really safe
Something now!
went wrong

Let’s check…

User IT Support/Admins IT Security

 Cybersecurity for IT online (CITO training)
Target audience: IT generalists (IT support, service desks, etc)

Security Awareness Online Training

for IT people

Empower “first line of defence” in

the cyber incident response

Decrease the number

of incidents caused by
misconfiguration mistakes

Develop the critical thinking for IT

teams on cybersecurity

Try CITO Demo

SECTION 7

FREQUENTLY ASKED QUESTIONS

 Where can I find
information on rebates?
Information on terms and conditions for
rebate payments can be found in the
Rebate Program Guide
 Is it obligatory to become
a specialized partner
to start selling awareness?
 No restriction on partnership level. Specialized
partners have additional financial and marketing
benefits. For further information, consult the
Specialization Guide
Can I buy a pool of licenses and
resell them to different
customers?
 Kaspersky MSP Partners can buy a pool of licenses in their
name and distribute them among their customers. Monthly
subscription is also available for these partners. Please visit
www.kaspersky.com/msp to learn more about Kaspersky MSP
Program
 How can I get more
detailed information on the
Kaspersky ASAP?
 Automated Security
Awareness Platform

And if you’d like to learn more

about the ASAP methodology,
please check the brochure.
For additional information, check
the Security Awareness page on
Register for free trial the partner portal,
www.k-asap.com or contact your Kaspersky
manager.
Check video review
SECTION 8

SUMMARY AND SALES KIT

The security awareness market continues to grow, the quality of offerings between vendors
is very different
The Kaspersky Automated Security Awareness Platform puts you in a very strong position
 If you have any questions, please
contact us at
awareness@kaspersky.com

As an additional follow-up to this course, we

suggest you do the following:

• Register for a trial of the Kaspersky Automated Security

Awareness Platform at k-asap.com

• Use demo scripts for your customer presentations

• Take the technical training on ASAP

• Use the telemarketing and other promo tools/

campaigns available to you on the partner portal*

• To help you to persuade your customers, we’ve prepared

a whitepaper that clearly demonstrates
the importance of security awareness

*Check out the Product Library Section of the partner portal to access additional materials - enter
«Security Awareness» in the Search field to filter relevant files
Thank you for watching this
training course.

And don’t forget

to take your sales exam!