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Nov 3, 2013 (3 years and 9 months ago)

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©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

1

SENTRY METRICS

the right solution at the right time.



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

2

PROBLEM: IN
-
SOURCE, OUT
-
SOURCE


EITHER WAY, YOU LOSE

Customers have 2 choices today

-
Self Service for those who can: manage Security Operations themselves via on
-
premise or SaaS

-
Managed Service for those who can’t: outsource to MSSP


Most Customers are in the middle

-
Lack of mature procedures and best practice
knowledgebase; dissatisfaction with existing service providers

-
Capable of some operations; varied across disciplines; desire to manage in
-
house; inefficient performance


Attackers take advantage of the disconnects

-
Managed Services were designed to be low
-
cost; attackers have evolved beyond these boundaries

-
Poor visibility, meets
-
minimum service, and expertise atrophy with outsourced operations


Outsourcing can improve posture, performance, and productivity … but at what cost?

-
Sacrificing in
-
house expertise and capabilities are now expensive trade
-
off’s for cost savings

-
Losing competency means losing to attackers. There has to be a better way…





©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

3

SOLUTION: TIME TO TURN LOSE
-
LOSE INTO WIN
-
WIN

Customer
-
centric solution required

-
Deliver managed services to continuously improve posture, performance, and productivity

-
Mature operations and develop client capabilities in parallel; transition back in
-
house = success


Design and Operate services with
Planned In
-
Source Service Transition

-
Build mature
procedures and best
practices into ITSM platform, including knowledgebase augmentation

-
Support client development with appropriate instruction, demonstration, support, and planned transition


Close critical gaps that attackers prey upon

-
Restore technology performance, institute proactive measures, and improve response procedures

-
Raise visibility, continuous service improvement, and develop client *operations service* expertise


Outsource
-
to
-
Insource is an investment in continuous service and capability improvement

-
Develop in
-
house expertise and capabilities in parallel with immediate and long
-
term cost savings

-
ITSM is the right tool for this kind of effort, and theSentry brings ITSM to Security



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

4

SOLUTION: HOW TO START WINNING

Unified Technology and Services are key

-
theSentry



Award
-
winning ITSM Security and Compliance Management platform

-
Full
-
service MSSP with 24/7/365 SOC Operations and Advisory Services support

-
Extensive Knowledgebase and eLearning modules to support the right development at the right time

-
Focus on Operations competencies as much as product
-
specific technical expertise


theSentry

Platform

-
The industry’s only true ITSM Security and Compliance Management solution

-
Supports best
-
in
-
class technologies, integrated solutions, automation, and client
-
specific flexibility

-
SaaS
-
Based platform that our SOC uses to continuously improve posture, performance & productivity

-
Extensive Knowledgebase and template library from years of managing Operations for our clients

-
Core shared
-
services for CMDB, workflow, knowledgebase, integrations, dashboards, and reporting

-
Discrete modules for Security Monitoring & Management (SIEM, IDP, Firewalls, Wireless, Web Security),
Vulnerability Management, Distributed Denial of Service (DDoS) Protection, and Compliance Management




©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

5

MARKET OPPORTUNITY: BRIDGING THE GAP FROM MSSP TO S
AA
S

Multiple markets overlap this need

-
MSSP: $3B/year; $4B expected by 2015 in North America alone

-
IT
-
GRC: >$300MM/year; often used to fill security product gaps

-
Security SaaS: high growth in VA, SIEM, Web Security, etc.


Disconnect creates opportunity

-
E
xisting MSSP clients do not have realistic transition path to SaaS

-
Self
-
Managed clients can opt
-
in to temporary Managed Service

-
ITSM Platform is a better fit that IT
-
GRC for Security Operations

-
On
-
premise technologies can be delivered directly via SaaS model


Client
-
Enablement strategy is differentiated

-
MSSP industry driven by client lock
-
in and expansion; Sentry
disrupts client lock
-
in and enables transition to SaaS self
-
service

-
ITSM Platform is best
-
fit for continuous service improvement


Proven Business Model

-
ServiceNow (ITSM): transition to SaaS through client enablement

-
Vigilant (MSSP): insource service transition; acquired by Deloitte

Modest penetration across these markets provides
significant short and long term revenue opportunity.


Managed Services become a funnel for planned
transition to self
-
service with Sentry SaaS attached.



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

6

MARKET ATTACK PLAN:

-
Already in
-
market; ~$6MM 2012 revenue in Canada

-
On target for >40% growth in 2013

-
Primary growth planned from expanding into U.S.

-
Key investments in Sales, Marketing, and Engineering

-
U.S. SOC necessary for scaling U.S. enterprise clients

-
Time to revenue
within 6 months, accounting for
sales/Channel ramp
-
up
(already in
-
market)

-
Time to
profit within the first year

-
Key beachhead customers key to Segment Attack

-
Channel ecosystem key throughout phases

-
Key tech alliance partnerships in place today:

-
HP: ArcSight (SIEM); Tipping Point (IPS)

-
Rapid7; Qualys (Vulnerability Management)

-
Sourcefire (IDS/IPS)

-
Akamai (DDoS Protection)

-
We are Akamai’s first MSSP Channel Partner

Staggered cycle of MSSP market capture & transition to SaaS



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

7

PRODUCT: INTRODUCING
THE
SENTRY

-
Full ITIL
-
based, ITSM Security & Compliance Management

-
Library of templates & use cases to enable immediate value

-
Provides exceptional visibility and flexible customization

-
Process workflows can be mapped, managed and audited

-
Supports Security Operations and Compliance use cases

-
Supports best
-
in
-
class Security technologies + automation

-
Used by our SOC team to continuously improve productivity

-
Includes CMDB/Asset Management, Ticketing/Problem
Management, Incident Management, Templates, Workflows,
Attestations, Dashboards, and Custom Reporting

theSentry

establishes the knowledgebase, use cases, and
mature procedures needed to transition from MSSP to SaaS



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

8

PATH TO MARKET: UNDERSTANDING OUR BUSINESS

-
Canadian business consists of direct and indirect sales

-
U.S. expansion leads with a Channel
-
based strategy

-
Combination of national and vertical/regional VAR’s

-
Advisory Services and Auditors are another key Channel

-
Vendor supplier draw is key, with product gap and Managed
Services requirements fulfilled (as we do today in Canada)

-
Service contracts signed directly with Sentry Metrics; billing and
payment through Channel partners in the near term

-
Opportunity for White
-
Label Managed Services (as we do today in
Canada) and OEM SaaS with U.S. based Service Providers

-
Early U.S. Channel Partner relationships in place today:

-
North American National VAR (30+ offices); Regional VAR; Security
Advisory/VAR; Application Advisory/Auditor; Global Security &
Compliance Advisory/Auditor

Sentry Metrics

National

VAR

Advisory/
VAR

Regional
VAR

Advisory/
Audit

Advisory/
Audit

U.S. Private Sector Customers



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

9

COMPETITIVE EDGE

-
Current client disillusionment with large MSSPs

-
Substandard service delivery, SLA
-
only service quality,
and lack of in
-
house expertise as a result

-
IT
-
GRC is often a stop
-
gap option with unused features

-
Only Sentry Metrics uses
ITSM
fundamentals in Security

and
Compliance offering as a Service Transition lever

-
Primary competitors are MSSPs in the U.S.

-
Sentry Metrics aims to
transition

clients to self
-
service

-
MSSPs want longest outsourcing contracts possible

-
IT
-
GRC vendors are selling 100% self service and do not have
Security Operations as a core competency

-
ITSM vendors are not focused on Security & Compliance

-
Opportunity to add
Security ERP
value to operations

-
Program and staff productivity focus for continuous improvement



ITSM

Security

Management

MSSP

SAAS

ITSM


RSA Archer


Dell SecureWorks


Symantec MSS


Solutionary


Agiliance


Modulo


ServiceNow


BMC


HP


Risk I/O


Verizon Business

IT
-
GRC


Trace Security


Qualys


Alert Logic


Multiple Start Ups


CA


IBM


Trustwave


Several traditional MSSPs



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

10

FINANCIAL FORECAST

Addressable market

-
$3B NA MSSP Market (11% CAGR); $300MM+ IT
-
GRC Market; Multiple Security direct
-
to
-
SaaS opportunities


Revenue Model



6 Months

Year 1

Year 2

Year 3

Year 4

Year 5



5M


14M

27M

35M

45M

59M

Time to Profitability



6
Months

Year
1

Year 2

Year 3

Year 4

Year 5

Net Profit

(100K)


.5M

5M

9M

14M

18M


EBITDA

(50K)


.9M

8M

15M

22M

28M

FCF


(72K)


.1M

7M

15M

22M

28M










Amounts in brackets denote negative amounts




©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

11

INTRODUCING THE TEAM

Management Team


Dave Millier: CEO


ca.linkedin.com/pub/dave
-
millier
-
crisc/0/2b/5a

Recognized
leader in security and networking, having operated several successful
start
-
ups
over the course of nearly 20 years.
theSentry
platform was born from Dave’s experience serving customers and seeking continuous productivity improvement.


Steven Cohen: President


ca.linkedin.com/pub/steven
-
cohen/0/72/453

Co
-
founder
of Strongbox Solutions and has provided trusted Security Advisory services to Fortune 1000 customers for 15 years.
Steven leads
the Sales organization for Sentry Metrics.


Sheldon Malm:
VP, Business
Development
-

ca.linkedin.com/in/sheldonmalm

L
ed
Security Operations at
RBC Financial Group and
has
disrupted traditional Security industry approaches for more than 16 years. Previously
head of Strategy & Alliances at Rapid7 and head of Security R&D at nCircle Network Security (acquired by Tripwire)


CFO: Bryan Tollman
-

ca.linkedin.com/pub/bryan
-
tollman/16/b31/91a

Co
-
founder of Strongbox Solutions and an experienced
CFO. Holds
a doctorate in Corporate Strategy and an MBA in Corporate Strategy,
Finance and Marketing.




©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

12

MILESTONES

Solid revenue performance with consistent growth in Canada

-
~$6MM in 2012 revenue; on pace for >40% growth in 2013. U.S. market offers accelerated revenue growth opportunity

-
Growth achieved with little investment in Sales or Marketing


theSentry platform in
-
market with positive client adoption

-
Third generation platform in production; Fourth generation in development


U.S. expansion strategy beginning to unfold

-
Early Channel partnerships in motion; interest from U.S. prospects in key verticals: retail; technology; healthcare; entertai
nme
nt

-
Client Enablement/SaaS Transition strategy resonating with U.S. enterprise prospects


compelling alternative to traditional MSS
Ps


Important technology alliances established

-
HP ArcSight/Tipping Point

(SIEM/IDP)
;
Rapid7/Qualys

(Vulnerability Mgmt.)
;
Sourcefire

(IDP)
;
Akamai

(DDoS)

-

first MSSP Channel Partner


Key investments planned to achieve our goals

-
Marketing: raise visibility, refine messaging/positioning, and drive lead generation from U.S. market

-
Sales/Sales Engineering: expand, support, and manage U.S. Channel

-
Engineering: accelerate platform development and eLearning modules in support of SaaS Transition and direct
-
to
-
SaaS activities

-
Security Operations: U.S. SOC location likely necessary to support enterprise customer requirements



©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

13

SENTRY HIGHLIGHTS

Sentry Metrics provides the industry’s only viable solution to successfully, sustainably transition clients from
Managed Services to SaaS
-
based self
-
service for Security and Compliance


Strategy is perfectly aligned with market dynamics and customer demand

-
Customer dissatisfaction with MSSP lock
-
in has created demand for in
-
sourcing service options

-
Risk associated with Security Operations requires immediate improvement, coupled with planned transition

-
$3B/year, 11% CAGR North American MSSP market provides opportunity to disrupt from the inside

-
Adjacent IT
-
GRC, On
-
Premise Security, and SaaS Security markets provide additional client
attraction

-
At
-
scale Canadian
-
based
business is ripe for expansion to
much larger market in the
U.S.

-
Key technology partnerships in place and U.S. Channel strategy underway

-
Seasoned Management Team with deep Security expertise and successful market disruption experience


Combination of theSentry Platform, Managed Services, and Client Enablement are necessary and unique

-
ITSM is the right framework for continuous service improvement;
theSentry

is the industry’s only ITSM Security Management platform

-
Sentry Metrics’ position as an established MSSP enables disruption from inside the market; creates a funnel for SaaS self
-
servic
e

-
Willingness to
drive

MSS attrition is key to client enablement; incorporate desire for insourcing instead of fighting it




©
2013
Sentry Metrics Inc.

Leaders in Information Security, Compliance and Risk Management Solutions | Confidential

14

SENTRY METRICS

the right solution at the right time.