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    Messaging Gateway Security Competitive Presentation

    Uploaded by

    Berrezeg Mahieddine
    - IronPort, ProofPoint, and Postini are competitors in the messaging gateway security market. - ProofPoint focuses on the US and has a 3.4% market share compared to IronMail's 17.8%. Postini has about 30,000 SMB customers but is moving into the enterprise space. IronPort was recently acquired by Cisco. - The document discusses weaknesses in each competitor's products compared to IronMail/CipherTrust, such as lack of reputation services, content filtering capabilities, compliance features, and ability to handle spam surges. It also outlines how they could neutralize competitors' strengths.

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    Messaging Gateway Security Competitive Presentation

    Uploaded by

    Berrezeg Mahieddine
    45 views9 pages
    - IronPort, ProofPoint, and Postini are competitors in the messaging gateway security market. - ProofPoint focuses on the US and has a 3.4% market share compared to IronMail's 17.8%. Postini has about 30,000 SMB customers but is moving into the enterprise space. IronPort was recently acquired by Cisco. - The document discusses weaknesses in each competitor's products compared to IronMail/CipherTrust, such as lack of reputation services, content filtering capabilities, compliance features, and ability to handle spam surges. It also outlines how they could neutralize competitors' strengths.

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    - IronPort, ProofPoint, and Postini are competitors in the messaging gateway security market. - ProofPoint focuses on the US and has a 3.4% market share compared to IronMail's 17.8%. Postini has about 30,000 SMB customers but is moving into the enterprise space. IronPort was recently acquired by Cisco. - The document discusses weaknesses in each competitor's products compared to IronMail/CipherTrust, such as lack of reputation services, content filtering capabilities, compliance features, and ability to handle spam surges. It also outlines how they could neutralize competitors' strengths.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    45 views9 pages

    Messaging Gateway Security Competitive Presentation

    Uploaded by

    Berrezeg Mahieddine
    - IronPort, ProofPoint, and Postini are competitors in the messaging gateway security market. - ProofPoint focuses on the US and has a 3.4% market share compared to IronMail's 17.8%. Postini has about 30,000 SMB customers but is moving into the enterprise space. IronPort was recently acquired by Cisco. - The document discusses weaknesses in each competitor's products compared to IronMail/CipherTrust, such as lack of reputation services, content filtering capabilities, compliance features, and ability to handle spam surges. It also outlines how they could neutralize competitors' strengths.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 9

    Messaging Gateway Security

    Competitors
    ProofPoint, Postini, IronPort

    ProofPoint Overview
    HQ in CA, 150 plus employees, 2004 sales $8.7, 2005 Sales $12m
    (IDC), 2005 Market Share was 3.4% as compared to ours at 17.8%
    Main products are: ProofPoint Protection Server with application
    modules; Anti-Spam, Anti-Virus, Regulatory Compliance, Digital Assets,
    Secure Messaging (Voltage), and Network Content Sentry (web & ftp)
    Geography: Stronger presence in US and growing Internationally

    Market Segments: Primarily Compliance


    Aggressive sales; would drop price if we are competing
    Started Year Strong with Venture Capital of 20M, hired a large sales
    team, by August terminated 30% of company

    Beating ProofPoint

    How we attack ProofPoint

    They do not have a True Reputation capability They do not have a reputation
    service like TrustedSource. Nor do they identify what was wrong with the message
    which required it to be quarantined or blocked.

    Software Upgrades Requires their Support to log onto the backend and perform

    part or all of the upgrade. There are restrictions around business hours which are 7am
    7pm PST. Additional fees are charged for upgrades outside business hours.

    Security Vulnerabilities Subject to vulnerabilities of Spam Assassin, OS, and Open


    Source MTA.

    How ProofPoint attacks us & how we defend

    IronMail Lack Clustering Capability Enterprise class solutions require dedicated


    Central Quarantine and Central Management systems thus reducing the load on the
    message processing appliances.

    Weak Content Compliance IronMail has more functionality and flexibility in its

    core content compliance with full Regulatory Compliance functionality for message
    body, header and attachments.

    Complex UI - Our UI represents a very deep feature set of multiple functions.


    Advanced features are separate from our basic feature set.

    Neutralizing ProofPoint strength

    Lack of functionality in Base Product OEM third party for Encryption, Lacks

    Compliance in Base Product, PP does not support S/MIME and PGP Gateway to
    Gateway encryption, Unable to edit weights in preconfigured Compliance dictionaries

    Reputation Service PP lacks a True Reputation System.

    Postini Overview

    HQ in San Carlos, CA, 300 employees, 2006


    bookings: $65-75m (profitable since 2004)

    Main products are: Perimeter Mgr for Email, IM,


    Archives, Encryption, and Web

    Geography: NA and EMEA


    Market Segments: mostly SMB (30,000) but creeping
    into enterprise

    Sales Strategy: Managed services only

    Beating Postini

    How we attack Postini

    TCO over 3+ years, total cost of ownership is higher than on-prem solutions.
    Content Filtering only have keyword matching in message (no attachment analysis), no
    dictionaries or lexicons, no advanced scanning at all.

    Encryption and Web offerings arent integrated these are separate data centers run by
    partners using different management consoles, differ UI and different reporting.

    Market Share Isnt There IDC only gives managed services a 25% maximum market share so
    most accounts arent available to them.

    Compliance Shouldnt be Managed Off-Prem Most companies seriously concerned about


    compliance wont send messages off-net to be scanned.

    Weak Indirect Channel McAfee is their only partner of any size.

    How Postini attacks us & how we defend

    High Accuracy with Low False Positives with TrustedSource, our accuracy rates are higher.
    Evens out Spam Surges With SecureEdge, we can negate spam surges.
    Low Initial Cost - Great, unless youre planning on doing email in a couple of years, then the cost
    is dramatically higher.

    Neutralizing Postini strengths


    No Ability to Scan Outbound Cant help you with compliance AT ALL. Wont scan outbound for
    data leakage.

    Margins They charge flat fees to customers; spam surges increase their costs and erode profits.

    IronPort Overview

    HQ in San Bruno CA, 400 employees, 2005 sales $90-110m

    Main products are: Email, web and management appliances


    Geography: International
    Market Segments: secure email, compliance
    Sales Strategy: Acquired by Cisco so their sales strategy will
    become channel focused

    IronPort Overview Cisco Acquisition Info


    Price: $830M
    Timetable

    Announced January 4
    Target close: Q3
    Motivation

    (cash and stock)

    Plugs email hole in Self-Defending Networks story

    Extends Ciscos reach in application space


    High growth strategy for a low-growth portfolio

    Risks to Cisco

    De-focused sales force and R&D

    No pull from IronPort for larger infrastructure deals so reps may ignore

    Failure to integrate in a timely manner


    Sets them up for head-to-head competition with Microsoft in unified
    messaging market

    Beating IronPort

    How we attack IronPort

    Weak Content Control only do pattern matching. They rely on Vontu partnership to do any
    sophisticated scanning.

    Email only They do nothing with IM, FTP, P2P or webmail.

    #2 player In every analyst report and industry study, IronMail beats IronPort hands down.

    Reputation Service SenderBase is nothing more than RDNS, RBL, and volume counter of
    domains/IPs sending mail.
    No ability to handle spam surges they have nothing to compare with Edge.
    Patched together solution Almost all of their technology is acquired or partners; no real inhouse expertise.

    Poor Quarantine/Message Management solution their Centralized Quarantining and Searching


    is very weak and requires additional hardware/software installation.

    How IronPort attacks us & how we defend

    SenderBase Scale TrustedSource was first, does more sophisticated analysis and catches more
    spam, zombies and malware faster and more accurately.

    Customer loyalty Secure has a 99% renewal rate.

    Neutralizing IronPort strengths

    Cisco isnt a Security company ~ 2% of Cisco revenue comes from security. Their motivation is
    to sell routers.

    Defocused Their eyes will be off the ball during the merger period.

    Beating IronPort
    CipherTrust/Secure Computing
    Protocols
    Protected

    Outbound
    Content

    Global
    Reputation
    Service

    3rd Party
    Technology
    Used
    Spam Silver
    Bullet

    IronPort/Cisco

    Email

    Pre-defined lexicons for GLBA, HIPAA, SOX


    Pattern matching
    Fingerprinting
    Adaptive Lexical Analysis
    Clustering
    Technologies developed in-house

    Pre-defined lexicons for HIPAA & GLBA


    Content Scanning
    Relies on Vontu partnership

    Started as 3rd generation sender behavior-based reputation system


    Focuses on message senders as well as external sources (black lists,
    etc.)

    Started as basic volume and black list spam finder


    Large network of senders and receivers of messages

    Ranks IP address on a scale of -10 to + 10


    Only rates senders
    Catch rate of 80%
    Added web scores Q1 06
    All technologies acquired or done through
    partnerships

    Sophos AV
    Brightmail
    Open source MTA
    Spam Assassin
    Spam Cop
    Symantec AV

    Email
    IM
    Webmail
    FTP
    P2P
    VoIP

    06/06 query of Comcast.net: 537,134 senders

    Ranks IP address on a scale of -255 to +255


    Rates senders, messages & attachments
    Catch rate of over 99%
    Added web scores Q1 04
    All technologies developed in-house by employee expertise
    Examines over a hundred different features applies data classification
    algorithms such as support vector machines and clustering in realtime

    Authentium AV
    McAfee AV

    SecureEdge

    06/06 query Comcast.net: 37,147 senders

    No solution

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