Crush Symantec Battlecard
Crush Symantec – Our Opportunity is Now
About Symantec
Headquarters: Mountain View, CA
CEO: Greg Clark (former CEO of Blue Coat)
Founded: 1982 (NASDAQ: SYMC)
# of employees: 11,000
Symantec is the world’s largest cyber security company
providing security for both consumers and enterprises.
For the enterprise, Symantec positions their Integrated
Cyber Defense platform as a way for customers to unify
cloud and on-premises security to protect users,
information, messaging and the web, powered by
unparalleled threat intelligence.
To further accentuate the cloud part of their portfolio,
Symantec states that within the Integrated Cyber Defense
Platform is the industry’s most comprehensive cloud
security solution to govern access, protect information,
defend against advanced threats and protect workloads
as they move to the cloud.
Several key acquisitions are fueling interest in Symantec:
o Elastica – 2014 – for $280M (by Blue Coat)
CASB capabilities to integrate with Web Security
o Perspecsys – 2015 – (by Blue Coat)
Cloud App encryption and tokenization capabilities
o Blue Coat – 2016 – for $4.65B
Helps Symantec regain respectability in Secure Web
Gateways (SWG) as their prior solution fell behind.
o Fireglass – 2017
‘Web Isolation’ service makes web browsing or
clicking on links safer by executing code remotely.
Strong analyst reviews that positions some of their key
products in a leadership category:
q Gartner Endpoint MQ Leader (15 years)
q Gartner Managed Security Services MQ Leader (13
years)
q Gartner DLP MQ Leader (10 years)
q Gartner CASB MQ Leader (1 year)
q Forrester Wave: Cloud Security Gateways Leader
Symantec Strengths and Weaknesses
q STRENGTHS
o Brand and Market awareness
o Size and Scale
o Gartner MQ Rankings across multiple categories
o Strong position in the endpoint (protecting 175M endpoints)
o Strong sales and channel enablement
Confidential & Proprietary © Forcepoint 2018
Forcepoint vs. Symantec – Strategy and Portfolio
Symantec has a massive portfolio of security products which has a very traditional threat centric
approach. Instead of this being an advantage, it has created a complicated, non-integrated and
bloated portfolio, that is not truly helping customers to deploy a stronger security posture. Symantec
has made multiple acquisitions, which on paper, looks fantastic. However, Symantec has a strong
track record of slow product integration across its portfolio, meaning that the pain of ensuring a level
of integration automatically falls to customers. Below is a table that compares the approaches across
Forcepoint and
SYMC Forcepoint
Integrated Cyber Defense Human Point System
Threat Centric Security
Behavior Centric Security
Portfolio Integration
Forcepoint Differentiators and Advantages – Core Products / Solutions
CASB RAP WEB
Symantec
Forcepoint
q CASB
There are four main advantages that Forcepoint CASB delivers vs. SYMC CASB: (1) Ability to
Secure ANY cloud application; (2) Stronger threat prevention with evolved UEBA capabilities;
(3) more granular device control (managed and unmanaged devices); and (4) better value by
providing simple, cost effective and predictable pricing model. Moreover, we have Superior
CASB Gartner Peer Insight Review Scores
q DLP / UEBA (Risk Adaptive Protection – RAP)
Symantec has data sources and OEMs Bay Dynamics for a UEBA / Analytics solution. But they
will not have a solution to automate policy enforcement.
q Web Security
We provide better efficacy and ability to provide web security across on-premises, hybrid and
cloud. Bluecoat is lacking significant capabilities in the cloud. Also, our integrated DLP solution
is far superior compared with Bluecoat.
q WEAKNESSES
o Big and Slow. Disconnected across multiple product silos from a
development perspective and consequently slow to integrate massive
portfolio.
o DLP technology investment stalled over the last several years –
incomplete and difficult to deploy.
o No UEBA solution, relying on partnership with Bay Dynamics.
o Lacking firewall in their portfolio – no answer to that.
o Pricing and licensing complexity – making it difficult for customers to
understand what they are buying at what price.
For internal use only January 25, 2018
 Crush Symantec Battlecard
Competitive Tactics
q Symantec Tactic
Vendor Consolidation play to installed customers
Taking a bit of the IBM playbook on this one to expand within accounts stating that to customers that it is easier to have one throat to choke. Often building off
this massive endpoint install base and utilizing the fact that they have leadership in multiple Gartner MQs.

Counter:
OK – so they have a broad portfolio, but what kind of integration do they have to ensure that security gaps that often emerge with disconnected products do not
happen? Forcepoint can show a better integration story across our products as part of the Human Point System. Don’t be fooled that this is going to make it
easier for the customer.
q Symantec Tactic:
Discounting and Bundling
Symantec will try to use discounting and bundling with its vast portfolio. Recent examples are: offering “free” CASB with DLP deals or bundle new technology
with Antivirus renewals.

Counter:
There nothing such as “free”. One of the key things that you need to talk to customers about is what is the level of integration or even the stand-alone
capabilities that the products have. In the case of CASB + DLP offering – SYMC integration is mediocre at best, CASB functionality lacking and definitely not
close with DLP functionality that is needed for today’s data protection needs. Seems like they are trying to hide deficiencies with the individual products by
“bundling” them.
q Symantec Tactic:
Gartner MQ to deposition our CASB
SYMC will state that they are the leader in the inaugural Gartner MQ for CASB. They will point to the fact that Forcepoint is not even part of the Gartner MQ for
CASB – it is a small player relegated to “Vendors to Watch Category”.

Counter:
Gartner and Forcepoint made a mutual decision to not include the Forcepoint CASB solution in the magic quadrant. This was primarily due to the fact that the
evaluation would not have been accurate as the product would have only been part of Forcepoint leadership for less than three months. Rest assure that other
analysts see Forcepoint as a strong player in the CASB market, as well as Gartner as they highlighted our strength in the CASB functionality comparison report.

Our Strategy and Approach – How We Win

q Our Strategy q Our Approach

o Continue to win in Head-to-Head completion: accelerate the success
in the DLP space against them as we see SYMC as the primary competitor
in nearly all opportunities.
o Aggressively target displacement where they are weak: get to know
the SYMC renewal dates in all of your customers, especially with Bluecoat
installs. We have multiple significant wins against them with our Web
Security in FY 2017.
o Flank SYMC installed accounts: utilize Forcepoint CASB (SYMC is not
leading with CASB) and UEBA (they have to partner with Bay Dynamics)
as a wedge into SYMC installed accounts.
o Get to the table EARLY and change the conversation: use the
Human Point Story to position the criticality of integrated portfolio
that includes CASB, Insider Threat, UEBA and DLP.
o Understand the customer requirements and strike fast:
SYMC is often slow to respond – we can highlight that weakness
by being responsive.
o Show our solutions with the customers’ use cases: we can
demonstrate our ease of deployment and management – we have
examples of our ability to set up policies in 1 day vs. Symantec 1
week.
o Lay the right traps for SYMC: (1) Lack of integration across a
portfolio that includes >100 point solutions – a mile wide, an inch
deep; (2) Significant legacy technology baggage and approach –
limited behavior centric approach to cybersecurity and limited in
their cloud readiness; and (3) Still renting its BRAIN – Symantec
partners / OEMs its UEBA

Key Competitive Wins

Beating the HEAD-TO HEAD Competitive Displacements

o Booking.com ($1.4M Deal) o Asurion ($1.75M deal)
o MetroBank ($1.3M deal) o KPN ($725K deal)
o Banque Saudi Fransi ($1.2M deal) o Flight Centre ($700K deal)
o Select Medical ($1.1M deal) o Transamerica ($650K deal)
o Medibank ($760K deal) o Belgian Army ($571K deal)

Confidential & Proprietary © Forcepoint 2018 For internal use only January 25, 2018