AKAMAI CONFIDENTIAL: FOR INTERNAL USE ONLY

Akamai Guardicore Segmentation: SS1-SS2 Supplement

Overview
Akamai Guardicore Segmentation is a software-based microsegmentation solution that is
part of Akamai’s Zero Trust portfolio.

Sales Stage 1: Identify Need

Target Customer Intro pitch
✓ 1000+ employees
✓ $250M - $1B+ in annual revenue
✓ $5M - $50M+ in annual
cybersecurity budget

Industries
● FinServ, Ecommerce, Retail, Legal,
Insurance, Utilities
COMING SOON!
● Service Providers, Media, High-tech
SaaS Providers

Contributing attributes
● Regulated industry
● Complex infrastructure
● Post- or during- breach

Target Buyers Resources

Business
Roles CISOs, CIOs, VPs of InfoSec
Driven by Need to ensure Business
Continuity
Ask these ● How are you addressing the
questions threat of ransomware?
● Is there an initiative around
Zero Trust?
● Do you have any concerns
about remote access and
security?
Listen for ● Simplify operations
these ● Minimize business disruption
phrases
● Lower total cost of ownership
● Digital transformation
● Modernize IT stack
● Gain visibility
Technical
Microsegmentation: The unsung
Security/Enterprise/Network
Architects, Sys Admins hero of ransomware protection
(featuring Forrester) Webinar
Risk: Security posture & compliance
The Ransomware Kill Chain
● Are you implementing a Zero
Infographic
Trust architecture?
● How are you protecting critical Guardicore for Infrastructure
applications from a breach? Segmentation Product Brief
● Do you have concerns about
ransomware detection and Mitigate Ransomware with
containment? Guardicore Centra Product Brief
● Reduce likelihood of a breach
Mapping Use Cases to Business
● Reduce impact of breach
Drivers Infographic
● Achieve compliance
● Prevent/reduce lateral movement
The Future of Firewalls is Software
● Eliminate blindspots
Ebook
● Protect sensitive data
 AKAMAI CONFIDENTIAL: FOR INTERNAL USE ONLY

Akamai Guardicore Segmentation: SS1-SS2 Supplement

Sales Stage 2: Explore Options

Discovery Questions by Use Case Good Fit Opportunities

Firewall Alternatives ✓ Ransomware detection & containment
● How does your organization deploy ✓ Failed audit exposes uncontrolled lateral
datacenter firewalls today? movement
● How do you create/update segmentation ✓ Isolation/segmentation of business-critical
policies today? applications
● How do these processes impact your ✓ Remote access projects with security & cost
organization? challenges
● How effective is your firewall at protecting ✓ Zero Trust architecture initiatives
you from risks like ransomware? ✓ Firewall refreshes/upgrades
✓ Cloud migrations, especially if compliance
Ransomware Prevention is a concern
● What controls do you have in place today? ✓ Protection of legacy systems
● How confident are you that you could prevent
a ransomware attack?
● How much visibility do you have to lateral FAQ
movement?
● If someone were to land in your environment, My customer is interested! How do I schedule a
how long could they hide undetected? demo?
Follow the instructions provided here; a Sales
Legacy Server / Application Protection leader will reach out to you.
● How do you approach protection today?
Is Guardicore offered as a stand-alone product?
● How important are these
Yes, and it can also be offered as part of a Zero
servers/applications?
Trust portfolio.
● To what extent do unprotected
servers/applications impact your compliance How is the Guardicore product delivered?
efforts? It is primarily delivered as a SaaS solution.

Click here for a full list of discovery questions. Additional Product FAQs are available here.

Competitive Landscape
Occurrence
Competitor Product Name in deals Key selling features Critical downsides (compared to Akamai)
illumio Core ● Viewed as industry leader ● Policy engine: allowlist only, inflexible
illumio illumio Edge
80% ● Encryption capability ● Lack of additional security capabilities
● Microsegmentation is part of ● Lack of additional security capabilities
VMWare NSX-T 30% broader NSX SDN capabilities ● Limited OS support
Secure Workload ● Includes application analytics ● Visibility: UI
Cisco (Tetration)
15% ● Requires hardware to scale
Workload ● “One click” microsegmentation ● No known large-scale deployments
ZScaler Segmentation 5% ● Focus on software identity ● Lacks visibility
(Edgewise) ● Lacks core features (e.g., user identity)