Cloud Security Reseller Playbook

VALUE PROP

Transforming Your BusinessThe Westcon-Comstor Cloud Practice helps you capitalize on the global IT cloud opportunity by enabling and inspiring businesses to grow and thrive. Collaborating with our Security Practice, we are able to address the growing cloud-based security market opportunity by delivering the best solutions, expertise and experience to you.

As the number one global security distributor, we know what it takes to prosper in the security market and to help grow your business. Using our digital logistics approach, we provide you with the hybrid solutions — products + cloud + services — that will strengthen your customers’ security posture so you can capitalize on the promise of cloud.

Our Five Cloud Promises

1 We enable you to thrive in the digital services market, to drive long-term value throughout the channel.

2 We keep you at the center of the digital services life cycle, to ensure you profit from every transaction.

3 We systematically identify, qualify and onboard new vendors and products, to ensure a comprehensive cloud solutions portfolio.

4 We offer hybrid (digital, physical and services) solutions, to help you meet end-customers’ business needs with ease.

5 We bring global reach and scale, with local expertise, to quickly, efficiently and seamlessly help you enter new markets.

WELCOME TO

Westcon-Comstor

There has been, and will continue to be, exponential growth in cloud, leading to greater security spend. Are you ready to take advantage of the millions of dollars in opportunities for cloud-based security?

As cloud adoption increases, the fears of unauthorized access, stolen identities, data/privacy loss and confidentiality/compliance issues are top of mind for your customers. This presents an enormous opportunity for you to help them securely extend to the cloud. In fact, analysts at the research firm Markets and Markets expect more than 15 percent growth in the cloud security market by 2019. That’s a US $8.7 billion opportunity.

The Westcon-Comstor Security Practice has grown faster than the market to become the number one global security distributor, developing a dedicated practice at scale. Our strong security ecosystem means we deliver the comprehensive cloud-based security solutions your customers want, and more importantly need to do business today.

Our digital logistics approach integrates cloud and on-premise security products with complementary services to deliver the hybrid solutions that can dramatically expand your reach and revenue. By combining the expertise of our industry-leading Security Practice with a selective, best-of-breed portfolio, global reach and innovative security-in-cloud education, sales, technical and marketing programs, we give you all the tools needed to position yourself as a trusted cloud security reseller.

We created this playbook to enable you to grow your security business with the benefit of cloud solutions. Our portfolio contains many of the top security vendors you trust, as well as cloud-savvy vendors to support your solutions. We also offer a variety of enablement, marketing and training tools and services to get you on your way.

There is a great opportunity awaiting you. Let us help you deliver results together.

Regards,

Heather AllenHeather AllenSenior Director of Security Products SalesWestcon-Comstor

Key Differentiators

1 Dedicated Security and Cloud Practices ready to work with you to transform your cloud-based security businesses.

1 Legacy security vendors, as well as born-in-the-cloud security vendors to ensure you have comprehensive vendor and solution choices.

1 Technical, Global Deployment, Financial, Managed and Business Operations Services to augment your capabilities, extend your reach, support your business transformation and accelerate your success.

1 Sales enablement programs to empower your sales teams to understand, apply and capitalize on market trends with complementary product and service opportunities, and go-to-market strategies and tactics.

1 Marketing services that offer a full suite of marketing campaigns from high-touch demand generation to customized communication plans.

Westcon-Comstor ContactsFor more information or if you have questions you can contact the following: Resources for You and Your Customers

Interested in Becoming a Customer?Partner with us to strengthen your market position and your bottom line. Our account managers and engineers deliver customized, innovative solutions for you and your customers. The Westcon Financial Services Team is able to help you finance these solutions through in-house programs and partnerships with various companies to assist you in growing your business.

Need more info on becoming a customer of Westcon-Comstor?

Westcon-Comstor Cloud Practice

Westcon-Comstor Cloud Team

Program Manager:Frank Jacobs

Program Manager:Howard Orocu

Senior Director of Cloud Solutions: Matt Karst

Westcon Security Practice

Senior Director of Security Products, Sales: Heather Allen

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www.westconcomstor.com/cloud

The Opportunity is Clear with IT Organizations

To learn more about how we and our partners can help your cloud business thrive, contact us at

Cloud@Westcon.com or Cloud@Comstor.com

The Westcon-Comstor Advantage

Deep Security ExpertiseOur security practice is out-pacing industry

average and surpassed $1 billion in 2015.

Superior Line CardOur line card reflects the most critical and fastest-growing security and cloud solution providers such as: Blue Coat SystemsCheck Point Software TechnologiesF5 NetworksFireEyeGemaltoImperva

Unmatched Reseller Enablement ProgramsWe combine dedicated sales and marketing with advanced logistics support, services, pre-sales engineering and training.

80%Began implementing,

piloting or planning for cloud environments.2

57%Believe current data projection strategies

contribute to insider attacks.4

$8.7 B CAGR by 2019,15+% Growth!

=++

Cloud solutions provide: • Faster deployment • Scalability • Reduced maintenance • Up-to-date software • Lower capital outlay

Westcon-Comstor Helps You • Select strong solutions • Manage vendor relationships • Augment your technical abilities • Attract customers to your business • Ready your staff to sell cloud solutions • Streamline invoicing and logistics • Scale without disrupting existing operations

Security applications protect users and information against: • Unauthorized access • Stolen identities • Data and privacy loss • Confidentiality and compliance issues

How Distribution Helps You Build a Profitable Cloud Security Business

1 Cloud Security 2016 Spotlight Report, CrowdResearchPartners • 2 CrowdResearchPartners3 Markets and Markets, 2015 • 4 "Market Share Analysis: Security Software, Worldwide, 2015,” Gartner, Inc.

50+%In 2016, more than

50% devoted budget to the cloud.1

It doesn’t take a psychic to see that cloud computing is taking off. In 2016, more than half of IT organizations devoted 15+ percent of their budget to cloud, and nearly 80 percent began implementing, piloting or planning for cloud-based environments.1 Clearly, cloud has surpassed the early adopter phase and is now a mainstream phenomenon.

We all know why it’s so attractive — fast time-to-deployment, scalability, reduced maintenance, up-to-date software, dramatically lower capital outlay — but there is one aspect of cloud that consistently worries IT and business professionals alike and, in fact, tops their list of concerns: security. As cloud adoption increases, the fears of unauthorized access, stolen identities, data and privacy loss, and confidentiality and compliance issues, are rising right along with it.2 So it shouldn’t be a surprise that the cloud security market is expected to grow at a CAGR of more than 15 percent and be worth US$8.7 billion by 2019 3.

This presents an enormous opportunity for resellers to help customers securely extend to the cloud. By adding cloud security services and solutions to your on-premises security offerings, which remain in demand as evidenced by the $22.1 billion spent on them in 2015 4, you can dramatically expand your reach and revenue.

According to Westcon-Comstor reseller Todd Weber, vice president, Partner Research and Strategy at Optiv, “The opportunity within the SMB and enterprise spaces is incredibly promising. Because most companies don’t have clear strategies for how to migrate to and secure applications and data in the cloud, or insights into which technologies they should use, they rely on resellers to guide them on how to improve their cloud security posture and select the best solutions for their needs.”

Distributors Accelerate Resellers’ Cloud ExpansionTo fully capitalize on security in cloud, you need to strike while the iron’s hot. The challenge for many resellers and, in particular, those not born in the cloud, is how to do so effectively and profitably. This is where distributors come into play.

The Reseller Primer for Building and Scaling a Profitable Cloud Security Business

www.westconcomstor.com

“Businesses are anxious to implement cloud

given its economies of scale on total cost of ownership (TCO), but they sometimes turn a blind eye to how that impacts their overall

security posture. We see securing cloud as a big opportunity for

us moving forward.”-Joe Luciano, CEO,

Access IT Group, Inc.

Security in the cloud is a topic that continues to arise as far-reaching data breaches affect businesses and end users across the globe.

Database breaches are topping the news headlines with some of the most troubling being: • Experian (credit agency) – 200 million records • U.S. voter database – 191 million records • eBay (online auction) – 145 million records • Heartland (payroll processing) – 130 million records • Anthem (health insurance) – 80 million records • Target (retailer) – 70 million records

With numbers like that, it should come as no surprise that the biggest insider threat keeping business owners up at night is the fear of an inadvertent data breach or leak, according to the Insider Threat Spotlight Report, 2016.

Despite the questions these incidents raise, the transition to the cloud-computing model continuesto accelerate — thanks to the agility and scalability benefits to be gained.

As an IT service provider, your interest in cloud security may range from evaluating securityprovisions as a potential consumer of cloud-based services to assessing the security preparednessof potential partners.

Regardless of the role you play, knowing the questions to either ask — or be prepared to answer — is key to the success of your cloud-based venture.

Top 10 Cloud Security Questions to Ask Your Customers

www.westconcomstor.com

OUR VENDORS

We are spotlighting the following vendors in this program. To help you get acquainted with these vendors and their cloud offerings, we have compiled the following information for each offering. This is only a subset of our cloud security vendors. Please review the Westcon-Comstor portfolio for a complete list of available vendors and solutions.

A leader in advanced enterprise security, Blue Coat provides superior Network + Security + Cloud protection for 15,000 organizations every day, including 88 of the 100 largest global companies. Through the Blue Coat Security Platform, Blue Coat unites network, security and cloud to deliver maximum protection against advanced threats while minimizing the impact on network performance and enabling cloud applications and services. Together with Westcon Security, Blue Coat empowers customers to quickly analyze and resolve potential attacks and breaches, even in the largest, most demanding networks.

Product OverviewThe Elastica CloudSOC platform empowers organizations to confidently use cloud applications and services while staying safe, secure and compliant. Applying advanced

data science and machine learning, Elastica CloudSOC taps real-time user traffic, native SaaS APIs and other data sources to provide a single pane of glass for monitoring and controlling SaaS applications.

The platform’s Elastica Apps cover the full life cycle of cloud application security, including:

• Auditing of shadow IT

• Real-time detection of intrusions and

threats

• Protection against intrusions and

compliance violations

• Investigation and forensic analysis

AssetsBlue Coat Elastica AAG

Contact InformationTo explore the promising opportunities Blue Coat can create for your practice, contact Westcon Product Sales Manager, James Johnson.

Blue Coat Website

CASB Website

Endorsed by Network. Trusted by Security. Empowered by Cloud.

Check Point vSEC is a family of products that delivers advanced threat prevention security to public, private and hybrid cloud and software-defined data center environments.

Product OverviewSupporting leading network virtualization solutions such as VMware NSX and Cisco ACI, vSEC enhances native micro-segmentation to provide real-time proactive protections for East-West traffic inside virtual data centers. The Check Point vSEC Controller integrates with Cloud Orchestration Management platforms such as VMware NSX and vCenter, Cisco ACI, Open Stack and Alcatel Nuage (coming soon), allowing automated security service insertion, context sharing of security groups, tags and threat information as well as automated quarantine and remediation of infected VMs. vSEC gives customers complete traffic visibility and reporting in addition to proactive protection from even the most advanced threats within virtual network environments.

vSEC public cloud solutions seamlessly extend advanced security protections to leading public and hybrid cloud environments such as Amazon Web Services, Microsoft Azure and VMware vCloud Air. Flexible and expandable, vSEC fits the dynamic needs of cloud deployments to securely enable connectivity from enterprise networks to public and hybrid cloud infrastructures while inspecting all data entering and leaving private subnets in VPCs. Centrally managed by the gold-standard in security management, vSEC provides

consistent security policy enforcement and full visibility across both on-premise and public cloud networks.

vSEC is also designed to support popular hypervisor technologies such as VMware ESX, Microsoft Hyper-V and KVM, delivering comprehensive security to protect dynamic virtualized environments from internal and external threats.

AssetsvSec for Amazon Web ServicesvSec for Cisco ACIvSec for Microsoft AzurevSec for VMware NSXvSec for VMware vCloud AirCheck Point SEC Battle Card

Check Point Microsoft Battle Card

Contact InformationSecure your future today. Contact Westcon Product Sales Manager Brittany Tobiasen.

Check Point Resources

Check Point Blog

Advanced Protection for Cloud

R

F5 helps organizations seamlessly scale cloud, data center and software-defined networking deployments to successfully deliver applications to anyone, anywhere, at any time. In fact, 48 of the FORTUNE 50 rely on F5 products and solutions to ensure applications are always protected and perform the way they should.

Together with Westcon Security, F5’s mission is to drive your business forward, based on a solid foundation of agility that delivers new ways to provide services and generate true business value.

Product OverviewMore cloud-based applications are being deployed than ever before. This presents the challenge of finding flexible and cost-efficient ways to deploy and scale application services across multiple environments, including public and private data centers, without scaling out IT resources, infrastructure and staff.

F5’s Silverline cloud-based application services, and the experts who manage them, let organizations rapidly deploy enterprise-grade application services across hybrid environments — minus upfront investments in IT infrastructure and support.

F5 Silverline DDoS Protection is a service that detects and mitigates even the largest of volumetric DDoS attacks before they reach the network.

F5 Silverline Web Application Firewall is a cloud-based service built on BIG-IP Application Security Manager (ASM) to protect web applications and data, as well as ensure compliance with industry security standards, such as PCI DSS.

BIG-IP VE for Public Cloud or Private Cloud hyperscales and secures the infrastructure during high query volumes and DDoS attacks, and keeps global applications online. It delivers complete DNS security, protecting the infrastructure from the latest threat vectors and strengthening security.

Contact InformationGet started transforming your cloud security business with F5 by contacting Westcon Product Sales Manager Paul Foote today.

F5 Website

The Silver Lining for Cloud Security

www.westconcomstor.com/cloud

FireEye provides a unique combination of expertise, technology and intelligence that is unmatched in the security industry. FireEye technology enables near real-time detection of cyber threats across multiple threat critical vectors and empowers rapid response to accelerate the alert-to-fix cycle. FireEye iSIGHT Intelligence provides organizations with tactical, operational and strategic intelligence to help organizations proactively assess threats, detect and prevent attacks, and build attack context for security alerts.

Product Overview

FireEye as a Service

FireEye as a Service provides continuous compromise assessment, proactive analyst-driven hunting and response, using FireEye products and intelligence to detect signs of intrusion early, rapidly investigate and provide the answers needed to respond effectively. In most cases, detection-to-response occurs within hours, drastically minimizing the scope, impact and cost of a breach.

FireEye Cloud Email Security

Most cyber attacks begin with a single email. And traditional email security systems often fail to detect the variety of threats in those emails.

FireEye Email Security:

• Reduces the risk of unauthorized access to

people, data and assets

• Protects the end-customer’s brand and

reputation by preventing high-profile

breaches

• Provides the what, who and why of

threats and threat actors, optimizing the

operational efficiency of valuable security

resources

• Offers on-premise, cloud and hybrid

deployment options

FireEye Cloud Email Security

FireEye Email Threat Prevention (ETP) is a cloud email security offering that combats today’s advanced email attacks and provides anti-spam and antivirus software protection. With no hardware or software to install, FireEye Email Threat Prevention Cloud (ETP) is an ideal solution for organizations migrating their email to the cloud.

FireEye ETP integrates seamlessly with cloud-based email systems, allowing businesses to easily move from an on-premise email system to a cloud solution, such as Office 365 with Exchange Online Protection.

AssetsFireEye Overview FaaS Email pdf

FireEye TAP and AWS Securing the Cloud pdf

Contact InformationHelp your customers outsmart cyber attackers when you partner with Westcon-Comstor and FireEye. Contact Westcon Product Sales Manager Erin Hammond.

FireEye WebsiteFireEye Email Security WebsiteFireEye as a Service WebsiteFireEye Blog

Expertise. Technology. Intelligence.

www.westconcomstor.com/cloud

Gemalto is a global leader in digital security, bringing trust to an increasingly connected world. Gemalto delivers a vast range of solutions to businesses, governments and other organizations, protecting identities and data so they’re kept safe wherever they are: in personal devices, connected objects, the network, the cloud and all points in between.

Product Overview

Secure Migration to the Cloud and Virtual Data Centers – Maintains ownership and control of sensitive information, manages privileged user access and safeguards against the damage of exposure of data as end customers migrate to virtual data centers or multitenant public cloud environments.

Secure Encryption for Sensitive Data in the Cloud – Ensures transparent, efficient, and unmatched data protection using Gemalto’s portfolio of encryption solutions — securing sensitive data in databases, applications, file servers, virtual instances and machines, and storage in your customers’ virtual, public cloud and hybrid environments.

Cloud Access Control Center – Extends secure access to the cloud through identity federation, leveraging existing authentication infrastructures to extend users’ identities to the cloud, enabling unified access control policies for both cloud and network applications.

Secure Cryptographic Keys in the Cloud – Delivers on-demand, elastic crypto services for data protection via cloud environments. Manages crypto and encryption services, including storage of cryptographic keys, and centralized key and policy management simply, efficiently and securely.

Secure Data in Motion in the Cloud – Safeguards data in motion with high-speed Layer 2 encryption designed to meet network performance demands for real-time low latency and near-zero overhead to provide security without compromise for data traversing the cloud.

Contact InformationPut the “trust” back in trusted advisor with Westcon-Comstor and Gemalto. Contact Product Sales Manager Teague Dufresne today to get started.

Gemalto Cloud Security Website

Bringing Trust to the Digital World

Imperva is a leading provider of data and application security solutions that protect business-critical information in the cloud and on-premises. Founded in 2002, Imperva has enjoyed a steady history of growth and success, generating $234 million in 2015, with more than 4,500 customers and 300 partners in over 90 countries.

Imperva has a singular purpose: to defend business-critical information and applications from cyber attacks and internal threats. With an integrated security platform, Imperva data center security provides tools to combat attacks, theft and fraud; mitigate risk and streamline regulatory compliance.

Product OverviewThe Imperva Skyfence Cloud Gateway is a Cloud Access Security Broker (CASB) that provides visibility and control over sanctioned and unsanctioned cloud applications to enable their safe and productive use. With Skyfence, organizations can discover SaaS applications, assess related risks, enforce controls to prevent account-centric threats, meet compliance requirements and protect data in the cloud.

Imperva Skyfence consists of two main services that can be purchased separately or together as a suite. The first, Cloud Discovery and Governance, gives organizations a deep understanding of applications in use, users, security settings and where data is stored.

The second, Cloud Audit and Protection, provides granular access controls for both managed and unmanaged devices, advanced threat detection and prevention features, and real-time risk remediation options (e.g., alerting, blocking an action, blocking an account altogether, enforcing multi-factor authentication).

With Imperva Skyfence Cloud Gateway:

• Discover unsanctioned apps and “Shadow

IT” use

• Enforce BYOD access rules

• Prevent data leakage in the cloud

• Control data and file sharing

• Protect against cyber threats

• Identify security and compliance gaps

Contact InformationHelp your customers secure what matters most— whatever that may be. Contact Product Sales Manager Jessup Lebowitz today to get started.

Imperva WebsiteImperva Skyfence Website

Imperva

Skyfence

Cyber Security for What Matters Most

Westcon-Comstor is your partner for Cloud Security solutions. Contact us and unlock

new opportunities today.

www.westconcomstor.com/cloud