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Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 1 Summer is ICE Season! How this is the perfect time to sell the ICE solution on the Secure Access SSL VPN
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 2 Hurricane Season is June 1 – November 30: A great time to talk about ICE
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 3 What is ICE: In Case of Emergency A license on Secure Access: one time cost #1 SSL VPN: all the benefits of the industry leading solution Selling from a position of strength Allows instant, temporary addition of max number of users to a Secure Access appliance 8 weeks Turns on all features Developed to address market need of immediate network access due to an emergency situation Users only need to know how to use a web browser Addresses the remote access portion of a Disaster Recovery (DR) plan It is available on the SA4000 and SA6000 SA4000-ICE list price is $18,000 SA6000-ICE list price is $30,000 On/ off switch: use only for as long as you need Flexibility and control
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 4 But its not just Hurricanes that can close the office
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 5 Use Weather related and other downtime causing issues to start ICE conversations Hurricanes Tornadoes Floods Earthquakes Snow storms Pandemics Terrorist attacks User Errors Software errors Viruses Other attacks Transit Strikes Maintenance Component failure Are your customers prepared for downtime?
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 6 ICE can lead to more revenue from Disaster Recovery Services Business Impact Analysis Risk Assessment Mitigation Strategy Process Design Business Continuity and Disaster Recovery Planning Testing Emergency Response Management DR Program Management A 2006 AT&T study found many businesses lack in house expertise on Business Continuity/ DR Planning
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 7 ICE can lead to more revenue from hardware sales DX Up to 30% increase in SA performance SA clusters need a load balancer so attach a DX FW Most common cross sell with SA, great for redundancy IDP Coordinated threat management means SA and IDP work together to identify and isolate threats Routers Great for redundancy RSA tokens 2 factor authentication, now available as soft tokens Protects their current investment
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 8 ICE: Easy to Activate, Easy to Track Easy activation Easy to track
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 9 Juniper s Networks SSL VPN Leadership Source: Gartner (December 2006) Gartner Magic Quadrant for SSL VPN North America, 4Q06 The Forrester Wave: SSL VPN Appliances Q Source: 2006 Forrester Wave Report 10,000 Secure Access Customers = Juniper is the clear choice
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 10 When do Customers Buy ICE? Pipe burst in Texas HQ and offices were closed Got ICE P.O. the next day Transit strike in NYC Many customers called us Hurricanes in Florida closed offices for weeks Customers immediately saw the value of ICE Snowstorms in the Northeast Customers use ICE in 1-2 day increments Some customers only buy ICE Fills a gap in their DR plan Some customers look at ICE but buy Secure Access for regular use Heard the ICE pitch and realized how good SA is
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 11 Case Study: Washington, DC Law Firm Office closed due to location in DC and weather Two SA-4000 High Availability Clusters Production – 100 simultaneous users Disaster recovery – 50 simultaneous users ICE license on each cluster Increases simultaneous user count to 1000 Enables Secure Meeting feature Secure Access for all users when office is hard to reach –Snow days –True emergencies Monitoring tells administrator when to enable ICE.
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 12 Case Study: County in California Security Mgr uninterested for 9 months due to lack of upgrade budget Had Cisco IPSec VPN for remote access County Emergency Preparedness Project = Budget + County Executive Sponsorship Brought in by County Executive to discuss ICE with network security team Entire Security Team attended and got it Solved both daily remote access needs + emergency access needs with SA/ICE solution Increased deal size to $160K 2 SA6000SPs, ICE, SA2000 Security Team is now Championing Juniper Pushing IDP, FW, Routers, WX, DX Used ICE solution and Secure Access to get in Sold ICE at the Executive Level to build executive support + budget
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 13 Who to Target, Questions to Ask Titles Director/Manager Network Ops Director/Manager IT Security Director/ Manager of Risk or Emergency Preparedness Ask who is in charge of remote access, COOP Planning Questions to ask What challenges do you face when trying to provide network access during an emergency? How does your Disaster Recovery plan account for standby sites being unavailable? How important is it to find a solution that maintains employee productivity even when they cant use their work computers? How do prepare for weather related outages?
Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidentialwww.juniper.net 14 Recap ICE is a license on Secure Access SSL VPN The #1 SSL VPN: selling from a position of strength ICE provides instant remote access On/off switch = flexibility and control ICE is a way into accounts SSL is always a good way in ICE leads to more revenue Lots of services revenue in DR
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