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111 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions IP Network Defender 111.

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Presentation on theme: "111 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions IP Network Defender 111."— Presentation transcript:

1 111 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions IP Network Defender 111

2 222 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details COMPREHENSIVE SALES INCENTIVE PROGRAM INCLUDING: Hardware, software, and service incentives Focus on incremental security revenue AND enhancing Partner profitability Comprehensive security training update and complimentary Learning Credits Flexible financing and leasing options Sales tools and lead generation support

3 333 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products HARDWARE AND SOFTWARE PRODUCTS OIP deal protection for ALL security product families Tiered Channel Incentive: UP to - 50% off: 3+ families UP to - 48% off : 2 families UP to - 46% off : 1 family Optional products: wireless, IPC, storage, optical, core routing and switching Minimum Requirements: $10,000 list deal minimum 40% of total deal security $1,000,000+ Cisco approval required IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details

4 444 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Security Product Families Included FIREWALL SOLUTIONS —Cisco PIX Appliances and FW Service Modules for Catalyst 6500 Series Switches IPS SOLUTIONS —IDS/IPS 4200 Series Sensor Appliances and IDS Service Modules for Catalyst 6500 Series Switches ENDPOINT PROTECTION SOLUTIONS —Cisco Security Agent software VPN SOLUTIONS —VPN 3000 Series Concentrators, VPN Service Modules for Catalyst 6500 Series Switches, and Cisco Routers with VPN modules and IOS software feature sets DDoS SOLUTIONS —Cisco Guard XT and Cisco Detector XT IDENTITY SOLUTIONS —Cisco Secure Access Control Server NETWORK SECURITY MGMT SOLUTIONS —CiscoWorks VMS and CiscoWorks SIMS FOR PURPOSES OF THIS SALES INCENTIVE PROGRAM, CISCO SECURITY PRODUCTS ARE DIVIDED INTO THE FOLLOWING SEVEN CATEGORIES: All Cisco Router IOS security software (including FW, IPS, VPN, AAA, etc.) is categorized in the VPN solutions category for purposes of this program NOTE

5 555 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Lead Generation Technical Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products TECHNICAL SUPPORT SERVICES Support Services Required: SMARTnet® on all HW products 1 SAS/SASU on all SW products 1 OR Cisco Shared Support Service supporting Partner Brand Services equal to SMARTnet, SAS/SASU 2 Channel Incentive: +3% discount to Distribution as part of OIP registration Support services discount does not apply to Education customers as separate educational customer promotions apply IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details 1, 2 Please see notes section of slide

6 666 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products PROFESSIONAL SERVICES Advanced Services highly recommended: - Cisco or Partner branded services - Implementation, Assessments, etc. Cisco Advanced Services for Security that complement Partner services: - Security posture assessment - IP telephony security review - Network security implementation plan review - Network security implementation engineering for CSA, DDoS - Network security design review - Network security design development IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details

7 777 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products PARTNER PROFITABILITY Tiered Program Discounts OIP Integration /partners/pr11/incentive/oip.shtml VIP in combination with IP Network Defender Program /partners/pr11/incentive/vip.shtml Partner Tools and Resources: Access Collateral Builder from: Reinforce Partner Professional Services / Value Add IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details

8 888 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions TRAINING Security Training Emphasis: Existing Courses New Courses: - NAC - Selling Cisco Security Solutions Workshop (for Partners) - DDoS (target Jan/Feb 2005) Complimentary Learning Credits Customer AND Partner $3,000 - $9,000 value Career certification Option to sell additional end-user training Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details

9 999 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Complimentary Learning Credit Opportunity Levels $3000$ to end user 30 to partner $100,000 $ to end user 30 to partner $50,000 X$300030$20,000 VALUE TO CHANNEL PARTNER VALUE TO END CUSTOMER # OF COMPLIMENTARY CISCO LEARNING CREDITS MINIMUM SECURITY ORDER (LIST PRICE)

10 10 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Existing Cisco Security Courses CLPs Also Customize Courses for Customers/Partners Credits valued at $100 each; redeemable only with Cisco Learning Solutions Partners and their sponsored organizations eLearning is estimated at $1000 per class; other classes range from $1500–$2900 CLP establishes cost and related credits required as payment COURSE ACRONYMDURATION ~ LEARNIN G CREDITS LEVEL Securing Cisco IOS Networks Cisco Secure PIX Firewall Adv Cisco Secure Virtual Private Networks Cisco Intrusion Detection System Securing Hosts Using Cisco Security Agent Cisco SAFE Implementation Designing Perimeter Security Designing VPN Security SECUR CSPFA CSVPN CSIDS HIPS CSI DPS DVS 5 Days 4 Days 5 Days 2 Days 5 Days 3 Days 4 Days 10/25Beginner Intermediate Advanced 10/27 10/29 NA/25 10/27 NA/28 NA/24 eLearning/ Classroom Price

11 11 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions FINANCING Cisco Secure Lease - A Fair Market Value (FMV) Lease with terms up to 60 months - All Cisco security products are eligible - Deferred payments for up to 60 months - Rates as low as 0% for up to 36 months also available for Cisco Technical Support Services Interest-free Financing for Cisco Security Agent NEW $25k minimum finance amount - Affordable protection for individual desktops and servers against MY Doom, Code Red, and the SQL-Slammer Worm Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details

12 12 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions SALES AND MARKETING TOOLS IP Network Defender Tools: End User Tools Field Sales Tools Channel Partner Tools Area Marketing Integration Seminars Roadshows Localized Tools Leverage Existing Self- Defending Network Tools Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details

13 13 © 2004 Cisco Systems, Inc. All rights reserved. c.francis Nov 2004 Sales Tool Examples COMPREHENSIVE Q&A DOCUMENTS HOW TO SELL INTEGRATED SECURE WAN CHEAT SHEET

14 14 © 2004 Cisco Systems, Inc. All rights reserved. c.francis Nov 2004 SAMPLE SECURITY CONFIGS FOR: - FEDERAL - MID MARKET - ENTERPRISE INCLUDES INTEGRATION WITH: - NEW PRODUCTS (e.g. DDOS) - OTHER TECHNOLOGIES (e.g. XX WIRELESS, IPC) LINKS TO THE CISCO SAFE BLUEPRINTS Sales Tool Examples

15 15 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions LEAD GENERATION IP Network Defender Tools: Channel Partner focus Collateral Builder Area Marketing Integration Seminars Roadshows Localized Lead Gen Activities Leverage Existing Self- Defending Network Lead Gen Activities Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products IP NETWORK DEFENDER PROGRAM IP Network Defender Program Details

16 16 © 2004 Cisco Systems, Inc. All rights reserved. c.francis Nov 2004 Customizable demand generation pieces in Collateral Builder including: telemarketing scripts, templates, ¼ page ads, and more ¼ page Ad HTML Template Sales Tool Examples Demand Generation

17 17 © 2004, Cisco Systems, Inc. All rights reserved. Integrated Security Solutions Lead Generation TAC/Support Services Training Professional Services Financing Partner Profitability Sales and Marketing Tools HW and SW Products IP NETWORK DEFENDER PROGRAM IP Network Defender Program Summary SUMMARY: Hardware, software, and service incentives Focus on incremental security revenue AND enhancing Partner profitability Comprehensive security training update and complimentary Learning Credits Flexible financing and leasing options Sales tools and lead generation support

18 18 © 2004 Cisco Systems, Inc. All rights reserved. c.francis Nov 2004 IP Network Defender Discount Summary Cisco IP Network Defender SINGLE Security Family Offer + Eligible Options Cisco IP Network Defender TWO Security Family Offer + Eligible Options Cisco IP Network Defender THREE OR MORE Security Family Offer + Eligible Options 46% off 48% off 50% off Cisco IP Network Defender Technical Support Services (SMARTnet ®, SAS, SASU) Negotiate w/ Dist. $20K Net PO Minimum = $3K LC to Customer $50K Net PO Minimum = $3K LC to Customer PLUS $3K LC to Partner (Partner Can Keep or Pass to Customer) $100K Net PO Minimum = $6K LC to Customer PLUS $3K LC to Partner (Partner Can Keep or Pass to Customer) Partners Can Resell Additional Cisco Learning Credits at 10% off via Distribution COMPLIMENTARY CISCO LEARNING CREDITS SERVICE OFFERING DISCOUNT TO PARTNER PRODUCT OFFERING DISCOUNT TO PARTNER Requirements: $10k list min; $1M list max, 40% or more security products

19 19 © 2004 Cisco Systems, Inc. All rights reserved. c.francis Nov 2004 Program Rules—Summary Promotion made available to U.S. Authorized Distributors only For resale to Cisco VPN/Security Specialized Partners only This promotion may not be used in combination with any other Cisco promotions Partners eligible for VIP credit may also receive that rebate All deals must be submitted via the IP Network Defender Registration Tool Financial restrictions include: Minimum per-opportunity list price of $10,000 list Minimum 40% of total deal must be security products Maximum discountable amount is $1,000,000 list Minimum $20,000 list purchase to be eligible for complimentary learning credits The discount and incentives offered in this program expire the end of Q1 FY ’06. Cisco reserves the right to cancel or modify this program at anytime without notice COMPLETE RULES AVAILABLE AT:

20 20 © 2004 Cisco Systems, Inc. All rights reserved. “ANYONE CAN BUILD A STOP SIGN – OR EVEN A TRAFFIC LIGHT – BUT IT TAKES A DIFFERENT MIND- SET ENTIRELY TO CONCEIVE OF A CITY-WIDE TRAFFIC CONTROL SYSTEM.” 20 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Bruce Schneier, “Beyond Fear”

21 21 Solution Selling Equals Revenue Growth Partner Profitability Differentiation/ Customer Value

22 22 © 2004 Cisco Systems, Inc. All rights reserved. IP Network Defender Partner Site: ISR Site: 22 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Reference Web Sites

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