Slide 1

Slide 2

SECTION 0

INTRODUCTION AND GOALS

Slide 3

Background
Working with small and medium size companies is always tough; they’re
constantly struggling with a shortage of IT resources, time and money.
Slide 4

Effortless but
comprehensive
protection against
known and unknown
threats

For businesses, with

25-250 nodes

Kaspersky Endpoint Security Cloud offers small and medium sized businesses,
with 25-250 nodes, effortless but comprehensive protection against known and
unknown threats – including ransomware and other attacks.
Slide 5

+ Additional manageability
+ Advanced protection features

The product is available in two tiers. The standard product includes a full set of
endpoint protection functionality, while Kaspersky Endpoint Security Cloud Plus
offers additional manageability and advanced protection features - all designed
with SMBs in mind.
Slide 6

+ Additional manageability
+ Advanced protection features

These new opportunities promise fast deals, easy bundling to complement

your main offer, a number of selling opportunities to raise your average deal
size, and opportunities to upsell for future revenue growth.
Slide 7

Course overview
This short course will help you to understand how Kaspersky Endpoint Security
Cloud can benefit you and your customers, answering the questions:
Slide 8

How does
Kaspersky
Endpoint
Security Cloud
work? Who are our
Why choose What target
Kaspersky is Kaspersky customers and
Endpoint Endpoint what are the
Security Cloud? Security Cloud? main sales
Product scenarios?
introduction
and Two Tiers
comparison

Why choose Kaspersky Endpoint Security Cloud?

What is Kaspersky Endpoint Security Cloud?
How does Kaspersky Endpoint Security Cloud work?
Product introduction and Two Tiers comparison
Who are our target customers and what are the main sales scenarios?
Slide 9

LET’S
GET STARTED!
Slide 10

SECTION 1

WHY CHOOSE KASPERSKY

ENDPOINT SECURITY CLOUD?
Slide 11

Pain points

Threats IT resource Unmanaged

and budgetary mobile devices
constraints

Customer pain points

The three main pain points most small and medium businesses with 25-250
employees suffer from are threats, IT resource and budgetary constraints, and
unmanaged mobile devices.
Slide 12

Threats IT resource Unmanaged

and budgetary mobile devices
constraints

the company size

from 25 to 250 users

Enterprise Medium-sized Small-sized

businesses businesses

Cyberthreats can halt - and destroy - the business at any time. SMBs face the
same threats as large enterprise businesses, but are far less likely to have the
appropriate protection in place.
Slide 13

Threats IT resource Unmanaged

and budgetary mobile devices
constraints

URGENTLY!

The single IT administrator that a typical SMB can afford will generally be
overwhelmed by work, lack of resources, and a tight budget.
Slide 14

Threats IT resource Unmanaged

and budgetary mobile devices
constraints

Remote workforces pose an added security risk: employees use personal

devices, like mobiles, for work, and store sensitive business information there.
Slide 15

Threats IT resource Unmanaged

and budgetary mobile devices
constraints

How Kaspersky Endpoint Security Cloud relieves these pain points

Kaspersky Endpoint Security Cloud offers small to medium sized businesses
with 25-250 nodes effortless but comprehensive protection against known and
unknown threats – including ransomware.
So how do these businesses benefit?
Slide 16

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

THE WORLD’S MOST TESTED,

MOST AWARDED SECURITY

By the enjoying the same comprehensive endpoint protection, from the most
tested, most awarded security vendor, as the largest global enterprises.
Slide 17

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

It’s easy for your customer to launch their protection and manage Kaspersky
Endpoint Security Cloud. They just sign up at cloud.kaspersky.com and deploy
endpoint agents, instead of getting tied up in hardware and software
provisioning.
Pre-defined policies developed by our security professionals are automatically
applied to each newly connected device, providing immediate protection with
no manual configuration involved.
Slide 18

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
Access to the latest, located
most up-to-date version
of the product

Monthly subscription
basis

The administrator always has access to the latest, most up-to-date version of
the product, with no maintenance required.
The product is available on a monthly subscription basis, reducing the
planning horizon and freeing up financial resources.
Slide 19

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

How does this benefit you?

Slide 20

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

How does this benefit you?

You can close No special Creating and Working out Subscripti

deals faster and hardware upselling of the box on
easier or software packages by purchase
is required bundling the
on site product

How does this benefit you?

You can close deals faster and easier, with speedy product demos and
straightforward trialing. All you need is internet connectivity - no special
hardware or software is required on site
You can easily create and upsell packages by bundling the product with
complementary cloud-based solutions like CRM, accounting, backup, storage,
marketing automation and more.
You can promote this solution as working out of the box – your customer can
set it up and use it without requiring your support.
You can look forward to a regular, assured monthly income from subscription
purchases, independent of SMB budget cycles and seasonality.
Slide 21

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

Securing your customers’ remote workers wherever they are located

Protects devices that not in the domain or not located in one office – this
product doesn’t depend on a local network, so it’s great for field workers.
Slide 22

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

FREE
licenses

Securing and managing mobile devices is free. We provide 2 mobile licenses

free with each user license.
Slide 23

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

For businesses with several offices, it’s even possible for different IT
administrators to manage the security of each office independently.
Slide 24

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

How does this benefit you?

Slide 25

Protection against Reduced IT costs and Securing remote workers

Threats freed-up resources wherever they are
located

How does this benefit you?

Businesses 25-250 Increasing Possibility to manage

employees, the deal-size by all the security,
or companies with bundling the product including mobile,
remote workers, with remote in just one browser
or several offices collaboration tools window

How does this benefit you?

1. You can target businesses 25-250 employees, or companies with remote
workers, or several offices.
2.You can increase the deal-size by bundling the product with remote
collaboration tools such as video conferencing, CRM, Microsoft Office 365, etc.
2. You can offer a complete mobile office solution: upselling mobile devices,
remote collaboration tools, VPN applications, etc. Your customer can manage
all their security, including mobile, in just one browser window!
Slide 26

How does Kaspersky Endpoint Security Cloud work?

Easily...
The solution is fully automated. To protect all their computers and mobiles,
your customer only needs an internet connection and an internet browser.
Slide 27

The administrator opens the browser, goes to cloud.kaspersky.com, and

creates an account.
A workspace for the business should then be created, and endpoint software
deployed either via email or through a dedicated policy in Active Directory.
A default policy is applied automatically to every connected device, so once the
security application is installed, the device is secured.
Slide 28

That’s it! Your customer’s users are protected.

The administrator has the ability to group users, following their organizational
structure, and apply different security policies to different groups – but this is
optional.
Kaspersky Endpoint Security Cloud protects Windows, Mac, iOS and Android
devices, and Windows file servers.
Slide 29

Security Feature Set

Comprehensive endpoint protection technologies Comprehensive endpoint protection technologies
including protection against ransomware including protection against ransomware

Windows computers and file servers, Mac, Windows computers and file servers, Mac,
iOS and Android devices iOS and Android devices

Full mobile protection, 2 devices “for free” Full mobile protection, 2 devices “for free”

Managed from сloud.kaspersky.com Managed from сloud.kaspersky.com

Vulnerability assessment Vulnerability assessment

Manageability Feature Set

Web and device controls for productivity and further
device protection

Patch management for timely updates deployment

Encryption management for Windows and Mac

devices for data protection

Product introduction and Two Tiers comparison

Kaspersky Endpoint Security Cloud has two pricing tiers, fitting a wide range of
scenarios:
Kaspersky Endpoint Security Cloud: for customers looking purely for endpoint
protection functionality.
Kaspersky Endpoint Security Cloud Plus: offering an additional layer of security
management, and control capabilities.
Let’s compare the two tiers.
Slide 30

Advantage of the feature sets:

Slide 31

Advantage of the feature sets:

Offering cloud migration

to customers currently using
server-based security solution

Upselling from the first to

the second tier at renewal date

Selling together with other cloud based

products, creating ‘value packs’ for your
customers

You can take advantage of these feature sets by:

Offering cloud migration to customers currently using server-based security
solutions – freeing up that server for other business-crucial purposes.
Upselling from the first to the second tier at renewal date.
Selling together with other cloud based products, creating ‘value packs’ for
your customers. Try bundling Kaspersky Endpoint Security Cloud or Cloud Plus
with products like Adobe Photoshop, Salesforce, cloud file sharing, cloud based
backup or Microsoft Office 365, keeping users of these products and their
devices safe.
Slide 32

Per-user basis
10-999 licenses

or +

Customers with scalability

or seasonal requirements

Customers in challenging
financial situations
Customers interested in
purchasing other products
on a subscription basis

Pricing and licensing

Kaspersky Endpoint Security Cloud is licensed on a per-user basis, available for
anything between 10 and 999 users. One license covers one user with one
computer or file server, plus two mobile devices.
For flexibility, both 1, 2, or 3 year licenses, and monthly subscription payments,
are available.
The monthly subscription option is particularly useful with:
Customers with scalability or seasonal requirements.
Customers in challenging financial situations, who can’t easily pay the full sum
up front.
Customers interested in purchasing other products on a subscription basis –
create a comprehensive value pack to secure the business by bundling with
CRMs, collaboration tools, backup, cloud storage etc.
Slide 33

SECTION 2

TARGETING CUSTOMERS
AND MAIN SALES SCENARIOS
Slide 34

Target customer profile:

25-250 nodes Needs results fast

Few (or one) Needs to protect Limited

IT administrator corporate devices IT resources
for all IT tasks

Target customer profile:

25-250 nodes.
Few (or one) IT administrator for all IT tasks, including security
Needs to protect corporate devices
Limited IT resources (workforce, hardware, time).
Needs results fast.
Slide 35

Key sales scenarios:

A.’End of sales’ migration for current Kaspersky Endpoint Security Cloud users
B. Migration from other current Kaspersky Lab products
C. Migration from non-cloud solutions
D. New customers
E. Managed Service Providers
Slide 36

’End of sales’ migration for Migration from other

current Kaspersky Endpoint current Kaspersky Lab
Security Cloud users products

Migration from non- New customers Managed

cloud solutions Service
Providers
Slide 37

LICENSE
EXPIRED

Scenario A. ‘End of sale’ migration for Kaspersky Endpoint Security Cloud

users
New Kaspersky Endpoint Security Cloud replaces the previous Kaspersky
Endpoint Security Cloud product (which will go end-of-sale as the new product
launches), to provide current users with a choice of two different product tiers
and migration scenarios:
Slide 38

LICENSE
EXPIRED

Migration to new Kaspersky Endpoint Security Cloud will suit:

Current Kaspersky Endpoint Security Cloud customers not interested in using
web and device controls, patch management or encryption, and preferring to
keep costs the same, but with the added bonus of mobile device protection for
free.
Slide 39

MIGRATION TO NEW KASPERSKY ENDPOINT

SECURITY CLOUD PLUS WILL SUIT CUSTOMERS:

Who need to retain web and The customer won’t have to redeploy
device control technologies any endpoint software
and/or
Who need patch management
The product's functionality will change
and encryption management

Migration to new Kaspersky Endpoint Security Cloud Plus will suit customers:
who need to retain web and device control technologies
and/or
who need patch management and encryption management to increase their
protection levels.
In both cases:
The customer won’t have to redeploy any endpoint software.
The product's functionality will change as above, but now the customer also
receives security for two mobile devices free with each user license.
Slide 40

If the customer requires the same level

They’ll continue enjoying an easy-to-use of protection, but is not using the control
console, while benefiting from more features of KESB Select, and would benefit
advanced cloud-based manageability from a simpler solution - KES Cloud would
be the ideal migration path

If the customer requires the same level of protection, but is not using the
control features of Kaspersky Endpoint Security for Business Select, and would
benefit from a simpler solution - Kaspersky Endpoint Security Cloud would be
the ideal migration path.
Automated migration is easy. There is a simple technical migration guide for
Kaspersky Endpoint Security for Business Select available, making migration to
the cloud simple and – again – automated.
Slide 41

Scenario B. Migration from other current Kaspersky Lab products

Migration from Kaspersky Small Office Security
Small businesses with more than 25 Kaspersky Small Office Security licenses or
those whose security is maturing should consider Kaspersky Endpoint Security
Cloud. They’ll continue enjoying an easy-to-use console, while benefiting from
more advanced cloud-based manageability.
Migration from Kaspersky Endpoint Security for Business Select
Customers wishing to retain the same level of protection, but requiring more
functionality – patch management, encryption management – through a very
simple product interface, may wish to migrate to Kaspersky Endpoint Security
Cloud Plus.
Slide 42

No need to maintain Freeing up the Security Management

a dedicated server server for other overall becomes
or software business purposes much easier

Last year, Kaspersky Lab was awarded

72 first place finishes
with 78 top-three finishes
in 86 independent tests and reviews

Scenario C. Migration from non-cloud solutions

Key selling points for customer migration from on-premises (which require
server, database etc) to cloud based solutions are:
No need to maintain a dedicated server or software – frees up the
administrator to work on business-related tasks
Freeing up the server for other business purposes
Security Management overall becomes much easier, further freeing up admin
resources.
Some customers may believe that a cloud-based solution provides less
protection – but in fact, Kaspersky Endpoint Security Cloud provides the exactly
same most tested, most awarded protection as our on-premises products. Last
year, Kaspersky Lab was awarded 72 first place finishes with 78 top-three
finishes in 86 independent tests and reviews.
Slide 43

No need to maintain Freeing up the Security Management

a dedicated server server for other overall becomes
or software business purposes much easier

Last year, Kaspersky Lab was awarded

72 first place finishes
with 78 top-three finishes
in 86 independent tests and reviews

Below are just few examples of businesses who would benefit from moving to a
cloud-based product:
retailers
construction and logistic firms
private healthcare organizations
engineering companies
professional services
Slide 44

These
customers
could include:

creative and digital media musical production

design agencies companies businesses

professional services

Scenario D. New customers

Usually customers with no endpoint security, who may think they don’t need
any protection. They often have no professional IT staff or specific IT
infrastructure. These customers could include:
creative and design agencies
digital media companies
musical production businesses
professional services
Slide 45

Such customers usually create a lot of

intellectual property creative and musical production
digital media
design agencies companies businesses

Loss of these could not only mean professional services

they would not be able to finish their
projects on time, but they could also
fail their own customers

They would also lose their own

portfolio of data

Protection benefits worth emphasizing:

Such customers usually create a lot of intellectual property – design, music,
digital assets
Loss of these could not only mean they would not be able to finish their
projects on time, but they could also fail their own customers – and lose their
loyalty
They would also lose their own portfolio of data – for instance, heavy digital
assets are still often kept locally because cloud storage may take too long to
upload and download, and can be expensive.
Kaspersky Endpoint Security Cloud requires no additional hardware and no
special technical expertise to use – it just works, keeping crucial data safe.
Slide 46

Customer E. Managed Service Providers (MSPs)

For MSPs, who provide their own services on the basis of third party software,
Kaspersky Endpoint Security Cloud is a perfect fit:
Slide 47

Multi-tenancy capability

Remote monitoring

Multiple administrator

Flexible monthly billing

Integration with RMM

To better understand how Kaspersky Endpoint Security Cloud fits into the broader Kaspersky Lab portfolio, follow this link.

Multi-tenancy capability allows the management of multiple clients from the

same console, using the same account.
Remote monitoring gives a convenient overview of the managed businesses
and the licenses used for each.
Multiple administrator capability enables partners to manage the solution
together with their customers if required, or to split endpoint security
management out among several engineers.
Flexible monthly billing makes it possible to change the number of protected
nodes, connect new customers, and pay for the maximum number of nodes
supported in that month.
Integration with Remote Monitoring and Management (RMM) and
Professional Services Automation (PSA) tools: Kaspersky Endpoint Security
Cloud is integrated with ConnectWise Automate, ConnectWise Manage,
Solarwinds N-Central, Autotask PSA and Tigerpaw platforms.
To better understand how Kaspersky Endpoint Security Cloud fits into the
broader Kaspersky Lab portfolio, follow this link.
https://box.kaspersky.com/d/34b31ea755804d70885d/
Slide 48

SECTION 3

CALL TO ACTION
Slide 49

You’ve seen the value of adding You’ve learnt how your

Kaspersky Endpoint Security customers can benefit
Cloud to your sales portfolio by using it

During this course, you’ve seen the value of adding Kaspersky Endpoint
Security Cloud to your sales portfolio, and you’ve learned how your customers
can benefit from using it. Thank you for watching!

As a follow-up to this course, we suggest you:

Complete the exam and become certified in Kaspersky Endpoint Security Cloud.
Use the link to access additional materials about Kaspersky Endpoint Security
Cloud.
Slide 50

THANK YOU FOR TAKING THIS COURSE

Complete the exam and become certified

Use the link to access additional materials about Kaspersky Endpoint Security Cloud
Slide 51

APPENDIX A: HOW KASPERSKY ENDPOINT SECURITY CLOUD AND CLOUD

PLUS COMPARES WITH COMPETITOR PRODUCTS

Product splits basic

protection and
management functions
into two different tiers

More flexible security

and reduce costs

Partners have more

selling opportunities

Please see detailed competitive comparison (Battle card) to help your customer understand the advantages
of Kaspersky Endpoint Security Cloud.

The new Kaspersky Endpoint Security Cloud is built on the same multi-award-
winning technology as Kaspersky Lab’s other products and delivers many clear
benefits for you and your customers.
To be more competitive on the Security-as-a-Service market, the product splits
basic protection and management functions into two different tiers
Based on this offer, customers can enjoy more flexible security and reduce
costs
Partners have more selling opportunities to build long-term relationships with
customer
Please see detailed competitive comparison (Battle card) to help your customer
understand the advantages of Kaspersky Endpoint Security Cloud.
Slide 52