Samsung CAC Solution Sales Guide

We are providing enhanced security printing environment…

B2B Biz Group / Solution Planning

Samsung IT Solutions Business

October, 2010

ContentsContents1. Market Trend2. Addressable Market

- CAC Sales Plan (2010-2012)3. Sales Plan (2010-2012)4. Product Concept & Key Features5. Segmentation6. Competitor Analysis7. Price & Target Revenue8. Solution Package / Supported Models9. Launching Plan (Schedule)10. Appendix

2

Market TrendMarket Trend

3

Despite the decrease in IT spending, Security is the least likely area to face cuts in response to the current economic crisis

• Security spending has higher growth rate than IT spending and the big gap exists between them

• Although spending on both IT and security is increasing, It is anticipated that growth rate of security spending will exceed that of IT spending by 5.1%

• Security spending has higher growth rate than IT spending and the big gap exists between them

• Although spending on both IT and security is increasing, It is anticipated that growth rate of security spending will exceed that of IT spending by 5.1%

(Rate. %.)

[ Global IT / Security Spending Growth Trend ]

-5%

0%

5%

10%

15%

• IDC, Worldwide Security Products 2008-2012 Forecast : Post crisis, Dec. 2008• IDC, Worldwide IT Spending 2009–2013 Forecast: The Worldwide Black Book,

Jun,2009

Security Spending

IT Spending

10.8%

5.7%

10.9%

5.5%

10.3%

2.9%

9.8%

-1.8%

13.2%

3.6%

2009(e)

2008 2010(e)

2011(e)

2012(e)

[ Increased Needs of End-user & Channel for Security ]

Pla

nned

Inv

estm

ent

Solution InterestLow High

Hig

hLo

w

Security Mgmt

IPC Config. Mgmt

Inventory Mgmt

Software Policy Mgmt

: Channel Partners: End-User

• Based on end-user and channel partner survey on IT Investment Priority and Planned Investments, security was ranked as the highest investment priority

• Based on end-user and channel partner survey on IT Investment Priority and Planned Investments, security was ranked as the highest investment priority

<Document Solutions Impact On HC Hardware Spending – By Company Size>

21% to 37% of companies spent more on hardcopy hardware when they acquired document solutions, and fewer spent less in the past 12 months. The highest percents belong to

• Document accounting (37% of companies spent more on hardcopy hardware) • Security/authentication (36%), • Document capture/scanning/routing (35%), and • Device management/remote diagnostics (32%)<Document Solutions Impact On HC

Hardware Spending – By Overall Solutions Spend>

Key Solution driver of Hardware

As of 2010, the addressable market is $101M in terms of H/W and Supplies from 5 major agency. US Air Force case will be expected to drive other agencies H/W share. From SEA’s expected cumulated sales from 2010 to 2012 is $33M, furthermore CAC & PIV certification will be applied to other governmental agency in US as well as other region.

Addressable Market (Military & Government Agency) As of 2010

- Target H/W Share (2010-2012) -

-3 YR Forecasting (H/W & Supplies) -

Total Addressable Market: $101M from 5 Major Agencies

CAC Target Market & Forecasting

2010 BO

Agency EmployeesTotal Addressable

H/W Market per YearTotal Addressable

Supplies Market per YearTotal Addressable Market per

Year

Army 264,000 $17,424,000 $6,969,600 $24,393,600

Navy 200,000 $13,200,000 $5,280,000 $18,480,000

Air Force 155,000 $10,230,000 $4,092,000 $14,322,000

Homeland Security 194,000 $12,804,000 $5,121,600 $17,925,600

Veterans Affairs 288,000 $19,008,000 $7,603,200 $26,611,200

Total CAC Market 1,101,000 $72,666,000 $29,066,400 $101,732,400

Total Addressable Market

Samsung CAC Revenue Plan (SEA)

2010Target H/W

Share

2011Target H/W

Share

2012Target H/W

Share

2010 2011 2012

H/W H/W Supplies H/W Supplies

5% 10% 15% $871,200 $1,742,400 $348,480 $2,613,600 $1,045,440

10% 15% 20% $1,320,000 $1,980,000 $528,000 $2,640,000 $1,320,000

20% 30% 40% $2,046,000 $3,069,000 $818,400 $4,092,000 $2,046,000

3% 5% 10% $384,120 $640,200 $153,648 $1,280,400 $409,728

3% 5% 10% $570,240 $950,400 $228,096 $1,900,800 $608,256

      $5,191,560 $8,382,000 $2,076,624 $12,526,800 $5,429,424

HW & Supplies Sales ($M) 33.5 5 10.5 18

CAC Sales ($M) 2.9 0.6 0.9 1.4

Total ($M) 36.4 5.6 11.4 19.4

* CAC sales is based on the expected H/W unit sales and FOB, $136.5.

Samsung’s CAC solution for MFPs follows the same protocol as current laptop and PC CAC authentication processes. The CAC reader and MFP touch screen make authentication simple and secure.

Product Concept MFP Walk-up Features and additional security functions with CAC

Sales Point Security smart card (CAC) authentication & Easy configuration

■ CAC/PIV Smart Card Authentication

- PIN Validation / Card Authentication from Server

■ MFP Walk-up Features Enable / Disable

- Preliminary function of MFP

- Additional Security-Related Function

■ User E-mail Automatic data pulling function from CAC ICC or

LDAP Server

■ E-mail Signing

■ E-mail Encryption

CAC Card Security solution is mandatory in US militaries, DoD, and Several Federal Government agencies.

Security & Authentication (CAC)

Featured DoD Sites Federal AgenciesAir Force United States Congress

Arlington National Cemetery Office of Compliance

Army United States Supreme Court

Business Transformation Agency Executive Office of the President

Central Command Department of Agriculture

Central Contractor Registration Department of Commerce

Chief Information Officer, DoD Department of Defense

Coast Guard Department of Education

Defense Acquisiton University  Department of Energy

Defense Logistics Agency (DLA) Department of Health and Human Services

Defense Media Activity (DMA) Department of Homeland Security

DoD Forms, Directives & Issuances Department of Housing and Urban Development

DoD 101 (Introduction to the DoD) Department of the Interior

DoD Office of Security Review Department of Justice

Employee Verification Department of Labor

Federal Voting Assistance Program (FVAP) Department of State

Freedom of Information (FOIA) Department of Transportation

Hurricane Hunters Department of the Treasury

Joint Chiefs of Staff Department of Veterans Affairs

Joint Civilian Orientation Conference (JCOC) Independent Agencies and Government Corporations　

Features Samsung Lexmark HP Xerox Dell Sharp Ricoh

• Embedded solution Yes YesA3 /

Tabloid onlyA3 /

Tabloid only

No (Waiting

on Samsung)

No (Cryptek, A3/Tabloid only)

A3 /Tabloid only

• Comply with HSPD-12 Yes Yes Yes Yes Yes Yes Yes

• Authenticate CAC card holder against user provided PIN

Yes Yes Yes Yes Yes Yes Yes

• Enable/Disable features (Block MFP features)

All or Scan only AllIndividual

featureAll No All All

• Email encryptionYes

(3DES, AES256)

Yes (3DES,AES25

6)No No No

Yes (Only to self)

No

• Certification (CCC, FIPS 201, FIPS 140)

Yes Yes NoYes

(A3/Tabloid)No Yes No

• Secure Print / • Job Accounting with CAC

In September Yes YesYes

(A3/Tabloid)No Yes No

• OCSP for Tumbleweed or Corestreet

Yes Yes YesYes

(A3/Tabloid)No Yes Yes

• Easy Installation(SWS)Yes

(Wizard style)No No No No No No

Samsung CAC solution is superior to other vendors except Secure Print feature. Until September, Secure Print feature will be developed.

SEC Xerox Ricoh HP Lexmark

SolutionCAC Enablement

PackageCommon Access Card

Enablement KitCAC Authentication

SolutionCommon Access Card

SolutionCAC Authentication

Key Copy

Secure your sensitive and precious

information from the network

Protecting government information is more important than ever.

Xerox makes it easier.

Strong user authentication for

securing information assets.

The HP Common Access Card solution

helps government agencies optimize

their IT Infrastructure.

Ensure the highest level of confidence on

your network.

Included items

• CAC Firmware (USB)• Card Reader• Installation &

Configuration Guide

• CAC Enablement kit• Feature enable key

- • Card Reader

• Smart card reader• Special firmware• Embedded

application

Preparation -

• Compatible card reader

• Compatible Access card

• Compatible card reader

• Compatible Access card

• PRT/SCN Kit option• JAVA VM Card

Option

• Compatible card reader

• Compatible Access card

-

MSRP $199 - - $336• 1 Pack : $ 279• 25 pack : $ 6,975

BrochureWP

TO BE DEVELOPED

Refer to Competitors’ CAC Brochure

　 　 SOL-CACV1/XAA　

　 　 Price rate(%)Street Price $199.0　

　 Reseller Margin 　 25.0 ITD Price $149.3　 　　 Sub Margin 　 36.2 SVC rate: 3%, 3 yrs customization(2.5MM)EX-ADC $95.3　 　　 ADC Margin 　 2.3　Transfer Price $93.1 78.0 

MSRP $199, TP $93.1 achieve $47 profit per package (39%)

CAC pricing

　 2010 2011 2012 TOTALSet Sales(M$) 5.2 8.4 12.5 26.1

Supplies Sales(M$) 0.0 2.1 5.4 7.5CAC package Sales(M$) 0.6 1.0 1.6 3.2

Total Sales(M$) 5.8 11.5 19.5 36.8

Target Revenue

CAC Package Included Items

CAC Standard F/Ws for 6 models

USB Storage (F/W + License Enablement Mechanism)

- 2GB USB Stick

CAC Card Reader

- SCM MICROSYSTEMS SCR3310 USB SMART CARD READER

Installation Guide

- Installation & Configuration Manual

Package Box

Sam

su

ng

Com

mon

Access C

ard

Manual

SCR3310/SCR3310v2.0 Contact Smart Card ReaderCustomization Option: Casing color & company logo for 3310 onlyEMV Level 1 certifiedDimension (LxWxH): 70x70x10Weight: 70g

CARDREADER

Memory: 2GBWeight: 15 g

USBSTICK

A4 (216 *297mm), 2 도 양면 인쇄 , E-plus 70g, 3 회 접지MANUAL

Size (W*D*H: 180X180X80MM)Weight: 250g (Box, Cushion, PAD)

PACKAGE

BOX

180 MM

180 MM

80 MM

Package Size (W*D*H: 180X180X80MM)

Project Elbert-2 Elbert-P Lily-24 R Rushmore Rushmore-M Magnolia

Model SCX-5835 SCX-5635 CLX-6250FX SCX-6555N SCX-6545N CLX-8540ND

Image

Function

Copier, internet fax, network

printer, printer, fax, network fax, pc fax, scanner

Copier, internet fax, network printer,

printer, fax, network fax, pc fax, scanner

Copier, Network Printer, Printer, Fax, PC Fax,

Scanner

Copy, network printer, printer,

fax(opt), PC fax, Scanner

Print, Copy, Color Scan,

Fax(Optional), Network

Print, Copy, Scan,

Fax(Optional), Network, Deplex

PPM 35 ppm 35 ppm 25 ppm 53 ppmUp to 43 ppm in

A4 Up to 38 ppm in

A4

Remark

After stabilizing CAC Standard F/W, it will be implemented to Super UI & Cosmos.

15

Appendix

Samsung IT Solutions Business

Download CAC F/W from USB storage to MFP then configure to be ready for CAC authentication.

CAC F/W for 6 models

F/W Upgrade

ConfigurationConfiguration

11

2233

Insert CAC Card

Type PIN Number44SCANPRINT

FAXCOPY

You are ready to use the machine!

DoD Server(LDAP etc)

Insert CAC Card & Enter PIN on GUI PIN Code Validation

User Certificate Validation with DoD

Authentication Server

TB PKCS#11

Smart Card

USB Class Driver

1

Graphic User Interface

3

DoD Server

1

2

Send Certificate

Validation

Result

2 Check PIN, Get Certificate

SCANPRINT

FAXCOPY

INSERT CARD- Device Read Card Insertion- Device Request PIN Code To User- User Input PIN Code- Device validate PIN Code with PKCS#11* module

TB PKCS#11

Smart Card

USB Class Driver

1 Notify Card Insertion2 Request PIN Code

4 Validate PIN and return result

5 Display PIN validation result

3 Input PIN Code

1

2

3

4 5

*PKCS: Public-Key Cryptography Standards (PKCS), published by RSA Laboratories.

Server Certificate Validation (optional)

1. Device send Server Certificate to OCSP server

2. OCSP server validate Server CertificateUser Certificate Validation

1. Device get Certificate From Card

2. Device send Certificate to Authentication Server

3. Server verify User Certificate

4. Server encrypt Special random value with user’s Public Key

5. Device decrypt the value with Private key within Card

6. Server verify the value

OCSP Server

Authentication

Server

1 Read Certificate

2

4

5

Send User Certificate to Auth. Server 3 Verify Certificate

Send encrypted Challenge

Response decrypted Challenge

6Verify Challenge and allow session

1Send Server Certificate to OCSP Server

2Verify Server Certificate

OCSP: Online Certificate Service Protocol

1 Read Certificate 3Generate signature & Send mail

Mail Server

Signing-MFP read user signing certificate from card-MFP generate the hashed data of the email data.-MFP generate a signature from the hashed email data and the certificate

2 Generate Hash

Encryption-Read certificate from card or Server-Extract Public key from the Certificates-Encrypt mail with public key-Mail client program(outlook) extract Private key from card-Mail client program (outlook) decrypt mail with private key

1 Read Certificate

2 Extract Public Key

Mail Server

Server

4

3 Encrypt Mail

Decrypt mail with Private KeyPrivate Key

USB External CAC Readers (MSRP)

- SCM MICROSYSTEMS SCR3310 USB SMART CARD READER: $12-$14

- SCM SCR-331 SMART CARD READER: $16-$21

- Stanley Global Model SGT111: $13

- Stanley Global Model SGT114: $19

- Omnikey 3021 Desktop Smart Card Reader: $22

- SCR-3500 Smartfold mini USB Smart Card Reader: $16

MilitaryCAC.com

Ricoh_CAC_Solution.pdf

HP Common Access Card Solution.pdf

Xerox CAC_ColorQube.pdf

LEX_SO_Federal_CAC_041608[1].pdf

25

Thank you

Samsung IT Solutions Business