Discovery Guide

Discovery Guide
Symantec Endpoint Security

Version 1.0
June 2020
Broadcom
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Proprietary
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and Confidential.
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© 2020 Broadcom.
© 2020 Broadcom.
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term “Broadcom”
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Endpoint Security | Introduction
INDEX The Challenges of Endpoint Security How Endpoint Security Helps Symantec Endpoint Security Solutions
Key Personas Endpoints are a primary target for cyber Endpoint security is the last line of defense Symantec provides a broad portfolio of
attackers. And attacks are more to stop attackers from gaining access to endpoint security technologies to address
sophisticated and targeted than ever. In data and the network these business challenges, including:
Symantec Endpoint response, many companies try to bolster
Security Complete their overall defense by adding multiple Endpoint Security technologies for all • Endpoint Security
endpoint protection products such as EDR endpoints (traditional and mobile) address
• Server Security
Symantec Endpoint and threat hunting. Unfortunately, this the entire attack chain through four primary
Security Enterprise approach weakens an organization’s areas: • Endpoint Management
security posture because there are still • Attack Surface Reduction • IoT Protection
Competitive Battlecards security gaps. Companies average 7
endpoint agents per device and as most • Attack Prevention
vendors’ products do not talk to each other
• Breach Prevention
Customer Stories well.
• Detection and Response
So companies are challenged by the
following:
• How to achieve visibility and protection
for all your devices (both traditional and
modern mobile ones) and all OSes?
• How do you ensure that all the
technologies talk to each other and
share information in a coordinated ,
unified manner?
• How to manage all this security with a
single console and agent?
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Customer Personas
CISOs and Security Analysts are the top decision makers for endpoint security today
CISO SECURITY ANALYST ENDPOINT ADMIN PROCUREMENT

How will Broadcom Who can help me What’s my How can you
impact Symantec? stop breaches fast? Operational Overhead? save us money?
One team, executing much Threat Hunting service backed Protection across attack chain, Lowest TCO in market,
faster than before by world class threat without business disruption and single vendor for all security
Evidence: Release cadence researchers and AI/ML gives false positives and IT infra needs
analyst more signal, less noise
Symantec Endpoint Security Complete
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Positioning SESC
Follow your cloud journey– Industry leading
Elevator Pitch Leading Questions Differentiators Endpoint Security, now fully cloud managed, is
Most awarded endpoint security solution flexible across on-premises or cloud without any
Endpoints are a primary target for cyber • How do you currently reduce the new agent to install for an easy upgrade from on-
attackers as threats, malware variants, attack surface of your endpoints? – Gartner MQ leader, Forrester Wave
leader, Radicati top leader, AV-Test Best premises to cloud
and attack frequency are all increasing. In
response, many companies bolster their • What is your visibility into attacks on Protection/Performance, SE Labs Best
overall defense by adding multiple iOS and Android devices Enterprise Endpoint. Realize integrations at scale - No other vendor
endpoint protection products. However, provides an integrated solution that orchestrates a
• How do you prevent breaches and response at the endpoint triggered by the
this approach can actually weaken an stop attackers moving laterally from Protection with multilayered defense
organization’s security posture. With from all attack vectors at industry detection of a threat at the network gateway (i.e.
the endpoint across your network?
Symantec, you can end the compromises. leading efficacy - Combination of core and web and email security gateways).
Why choose between the best security • How do you hunt for threats and next gen technologies in one solution
and the greatest simplicity when you can address breaches? protects across the entire attack chain to Use advanced machine learning backed by the
have both? stop known and unknown threats. SESC largest global intelligence network – Powered
provides better breadth and depth of by AI analyzing more than 3.7 trillion lines of
Market Trends Value Proposition telemetry for the industry’s broadest and deepest
protections that go beyond competitor
features that use standalone technologies threat intelligence across endpoints, emails, and
Security Risks In <25 words: that only address limited points in the attack web.
• 80% increase in iOS and Android Symantec Endpoint Security Complete chain; All validated by 3rd-parties
vulnerabilities delivers the most complete endpoint Proof Points
• 56% increase in risky WiFi networks security platform to protect all your Gain best ROI and reduce complexity
endpoints across the entire attack chain. with a single-agent, integrated platform – Industry Validation
• 62% increase in enterprise targeted
Multiple endpoint security engines in a Infographic with all key industry wins
ransomware In <60 words:
single agent solution (e.g. antimalware,
• 100% increase in malicious PowerShell Symantec Endpoint Security Complete EDR, deception, app isolation, app control, Customer Quotes
scripts delivers the most complete and integrated AD protections, etc.) for ease of deployment “We have seen a 60 percent drop in
• 197 days avg. to identify a breach, 69 endpoint security platform to protect all and management. malware events’
days avg. to contain your traditional and mobile endpoints. As
an on-premises, hybrid, or cloud-based Protect all endpoints (all device types Vicki Gavin
• Active Directory is #1 attack target and
solution, this single-agent Symantec and OSes) – Deep protections for laptops,
it takes less than 7 minutes to infiltrate -Compliance Director, Head of Business
solution delivers innovative antimalware, desktops, and mobile devices; includes
Management Complexity EDR, app control app isolation, and AD Continuity, Cyber Security, and Data
Windows, macOS, Linux, iOS Android, Privacy, The Economist
• ~7 different endpoint agents installed, security to protect your devices across the Windows 10 in S mode, and Windows 10
adding cost, complexity, and risk entire attack chain. for ARM
Prospecting
How to position and sell SESC
Goal Challenges Discovery Positioning Enablement
• Customer needs advanced • How do you currently reduce the • In each case, position SESC, our • SES Partner Training
SELL SESC protections across the entire attack attack surface of your endpoints? flagship product which features
chain protection across the entire attack
• SES Customer Deck
TO NEW • What is your visibility into attacks on
CUSTOMERS; • Customers need enhanced iOS and Android devices
chain: attack surface reduction, • SES Migration FAQ
attack prevention, breach
UPGRADE capabilities without increasing load
• How do you prevent breaches and prevention, and detection & • SES Technical Training
and complexity on the endpoint with response
SEP/SESE TO more agents stop attackers moving laterally from
SESC the endpoint across your network?
• Customer wants to protect all their
devices, traditional and mobile from • How do you hunt threats and address
attacks and threats. breaches?
Assets Awareness Education Validation Adoption
• Prevention Matters Video (first panel) • Endpoint Webinar (Art & Adam) • AV-Test Best Protection for 5 • Why upgrade/transition to SESC
consecutive years and Best (customer letter)
BUYER & • SES Solution Brief Performance
• SEP to SESC migration steps
CUSTOMER • ‘Endpoint Security vs. APT’ video • SE Labs Best Enterprise Endpoint KB
(resource section of SESC page) (Annual Report 2019 - page 12)
JOURNEY • How to videos (tips and tricks)
• Endpoint White Papers (EDR, App • EPP - Gartner Peer Insights for SESC capabilities (EDR, app
Control, Active Directory security, etc. Customer Choice Award 2019 isolation, app control, AD
security, etc.)
• EDR – Gartner Peer Insights
Customer Choice Award 2020
• Industry Awards Infographic
Symantec Endpoint Security Enterprise
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Positioning SESE
Realize integrations at scale - No other
Elevator Pitch Leading Questions Differentiators
vendor provides an integrated solution that
Most awarded endpoint security orchestrates a response at the endpoint
Endpoints are a primary target for cyber • How do you want to manage your
attackers as threats, malware variants, endpoint security (on-premises, cloud, solution – Gartner MQ leader, Forrester triggered by the detection of a threat at the
and attack frequency are all increasing. or hybrid)? Wave leader, Radicati top leader, AV-Test network gateway (i.e. web and email
And with the growing remote workforce, Best Protection/Performance, SE Labs security gateways).
companies need to protect both traditional • What are all the operating systems you
Best Enterprise Endpoint.
and modern, mobile endpoints as well as use in your organization? Use advanced machine learning backed
BYOD and UYOD. And with the transition • How many attacks have there been on Reduce complexity with a single-agent, by the largest global intelligence network
to cloud, companies need a solution that your company’s mobile devices? – Powered by AI analyzing more than 3.7
integrated platform – Symantec
will walk their cloud journey and support trillion lines of telemetry for the industry’s
all deployment options: on-premises, in • How do you secure all the endpoints combines multiple endpoint security
engines into a single agent solution for broadest and deepest threat intelligence
the cloud, and a hybrid approach accessing your network, especially with
the growing remote workforce? ease of deployment and management. across endpoints, emails, and web.
Market Trends Value Proposition Protect all endpoints (all device types Proof Points
and OSes) – Deep protections for Industry Validation
Security Risks In <25 words: laptops, desktops, and mobile devices;
• 80% increase in iOS and Android Symantec Endpoint Security Enterprise includes Windows, macOS, Linux, iOS Infographic with all key industry wins
vulnerabilities delivers advanced protections for all your Android, Windows 10 in S mode, and
Customer Quotes
traditional and mobile endpoints. It Windows 10 for ARM
• 56% increase in risky WiFi networks supports on-premises, cloud, and hybrid “We have seen a 60 percent drop in
• 62% increase in enterprise targeted management models Follow your cloud journey– Industry malware events’
ransomware In <60 words: leading Endpoint Protection, now fully Vicki Gavin
cloud managed, is flexible across on-
Management Complexity Symantec Endpoint Security Enterprise premises or cloud without any new agent -Compliance Director, Head of Business
• ~7 different endpoint agents installed, delivers advanced protections for all your to install for an easy upgrade from on- Continuity, Cyber Security, and Data
adding cost, complexity, and risk traditional and mobile endpoints. As an premises to cloud Privacy, The Economist
on-premises, hybrid, or cloud-based
solution, the single-agent Symantec
solution uses artificial intelligence (AI) to
optimize security decisions to protect
against known and unknown threats and
attacks.
Prospecting
How to position and sell SESE
Goal Challenges Discovery Positioning Enablement
• Customer wants to protect all their • How would you like to manage your • If customer needs a new endpoint • SES Partner Training
SELL SESE TO devices, traditional and mobile from endpoint protection: on-premises, in protection product, then position
NEW attacks and threats. the cloud, or hybrid? Perhaps you are SESE which features on-premises,
• SES Customer Deck
CUSTOMERS; on-premises now and want to cloud, and hybrid management • SES Migration FAQ
• Customer needs an easy, effective transition to cloud shortly. models
UPGRADE transition from SEP SBE and SEP • SES Technical Training
SEP SBE/ Cloud to another endpoint security • What is your visibility into attacks on • If customer owns SEP SBE or SEP
SEPC TO solution iOS and Android devices Cloud, then position SESE as the
SESE solution to protect desktops,
• How are you addressing BYOD and laptops, and mobile devices.
UYOD issues associated with the
increase in remote workers due to
COVID-19?
Assets Awareness Education Validation Adoption
• Prevention Matters Video (first panel) • Endpoint Webinar (Art & Adam) • AV-Test Best Protection for 5 • Why upgrade/transition to SES
consecutive years and Best (customer letter)
BUYER & • SES Solution Brief Performance
• SBE/SEPC to SES Migration
CUSTOMER • Endpoint White Papers • SE Labs Best Enterprise Endpoint Steps KB
(Annual Report 2019 - page 12)
JOURNEY • SEP to SES Migration Steps KB
• EPP - Gartner Peer Insights and FAQ
Customer Choice Award 2019
• Industry Awards Infographic
Competitive Battle Cards
For all endpoint battlecards, please find them at:
https://drive.google.com/drive/folders/1dMnmSB66hVIiYgrw3Qx_y3BSEf_CIAQZ
Broadcom
10 | Broadcom
Proprietary
Proprietary
and Confidential.
and Confidential.
CopyrightCopyright
© 2020 Broadcom.
© 2020 Broadcom.
All RightsAll
Reserved.
Rights Reserved.
The term The
“Broadcom”
term “Broadcom”
refers to Broadcom
refers to Broadcom
Inc. and/or
Inc.
itsand/or
subsidiaries.
its subsidiaries.
CrowdStrike Falcon Prevent (1 of 3)
Microsoft Endpoint Protection (1 of 3)
Customer Stories
Broadcom
17 | Broadcom
Proprietary
Proprietary
and Confidential.
and Confidential.
CopyrightCopyright
© 2020 Broadcom.
© 2020 Broadcom.
All RightsAll
Reserved.
Rights Reserved.
The term The
“Broadcom”
term “Broadcom”
refers to Broadcom
refers to Broadcom
Inc. and/or
Inc.
itsand/or
subsidiaries.
its subsidiaries.
Large Multinational Bank
• Customer Challenges
• Financial regulations and internal audit
requirements for application whitelisting by 2018
• McAfee solution “did not work”
• Why We Won
• App Isolation & App Control for suspicious and $2M deal
vulnerable apps; had the needed workflows
• Single endpoint agent – big plus 130K endpoints
• Broader contract negotiation
• Great trust relationship with Symantec
• Competitors
• McAfee (lacked legacy application support, had
performance issues)
Large Multinational Oil Company
Customer Challenges
• Heavy resource consumption on the McAfee endpoint
• Too much endpoint complexity with McAfee (EP, AP, TIE) and FireEye HX;
need a simple, integrated endpoint solution
• McAfee lost customer trust when it fell out of the Gartner MQ leader quadrant
• Wannacry infection in May 2017 was not detected by McAfee
41K seats of SEP 14 + EDR
Why We Won (now included in SES
• Our platform proposal delivers significant opex and capex savings, reduces
Complete)
complexity, and increases agility for incidents response Deal size:
• Superior detection efficacy and better technology $700K over three years
• SEP is significantly less resource intensive on the endpoints (vs. McAfee)
• Our leadership position in the Gartner MQ and McAfee’s drop-off
• Our integrated EDR features were comparable to the existing FireEye HX
deployment
Competitors
• Displaced McAfee (ePO, ETP, ES and TIE), FireEye (HX, EX,
NX), and Cisco IronPort
Large Healthcare Company
Customer Challenges
• Too little visibility into endpoint activity
• Zero day and ransomware detection
• Understanding of what users are doing and if there are any data leaks
• Need confidence that malware had not spread across the estate when a
compromise was detected 30K seats of SEP 14 + EDR
(now included in SES Complete)
Why We Won + Virtual Appliances [3yrs]
• Single agent - simple to add EDR (ATP: Endpoint) 30K seats ATP: Network +
• True security partner, MSS monitoring ATP and performing incident 2 8800 appliances [3 yrs]
investigation ATP deal size:
• No additional load on healthcare endpoints $866K over three years
• Endpoint visibility with SEP 14 + EDR (ATP: Endpoint)
• CISO on Symantec Healthcare Advisory Board
• Deal included 30,000 DLP seats
Competitors
• No competitors - Existing SEP and BCS for endpoint customer
Large Healthcare Company
Customer Challenges
• Too many vendors, required one vendor to solve multiple security needs
• Fulfill current and future requirements with vendor technology, not 3rd-
parties
• Looking for mature and proven products for endpoint, web, email, DLP
• One solution provider to deliver technology, implementation, support
and educational services 40K seats of SEP 14 + EDR
(now included in SES
Why We Won Complete)
• Broader security portfolio than Cisco 60K seats ATP: Network +
• Proven products across endpoint, web, email and DLP 20 8800 appliances
• Competitive total acquisition cost for entire bundle of products and
services 60K seats ATP: Email
• Established Symantec as trusted partner over many executive ATP deal size:
briefings, technical reviews and consulting projects $809K over three years
Competitors
• ATP: Network displaces FireEye and Snort IPS (Cisco/IronPort)
• SEP + ATP: Endpoint across enterprise displaces Microsoft
SCEP
• 21 Email Security.Cloud and ATP: Email displaces Proofpoint
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Thank You
Broadcom
22 | Broadcom
Proprietary
Proprietary
and Confidential.
and Confidential.
CopyrightCopyright
© 2020 Broadcom.
© 2020 Broadcom.
All RightsAll
Reserved.
Rights Reserved.
The term The
“Broadcom”
term “Broadcom”
refers to Broadcom
refers to Broadcom
Inc. and/or
Inc.
itsand/or
subsidiaries.
its subsidiaries.

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CISO SECURITY ANALYST ENDPOINT ADMIN PROCUREMENT

Goal Challenges Discovery Positioning Enablement

Assets Awareness Education Validation Adoption

Goal Challenges Discovery Positioning Enablement

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