Dell SonicWALL Firewall Selling Services & More

2 SonicWALL Confidential Beyond Firewall – Transform & Extend Firewall appliances “Platform” Firewall services “Transform” Add-on products “Extend” Most comprehensive range of firewalls for SMB, mid-enterprise, large enterprise and carrier markets in the industry Patented Reassembly- Free Deep Packet Inspection goes beyond stateful inspection for highest protection without compromising speed Transform into Next Generation Firewall by adding industry-leading application control, intrusion prevention, and SSL inspection For SMB transform into Unified Threat Management by including gateway content filtering, anti-spam, anti-virus, anti-spyware & remote access on top of application control, intrusion prevention, malware protection and SSL inspection Sanitize wireless traffic by using integrated secure wireless controller module to deploy SonicPoints Acceleration Appliance (WXA) improves increases the effectiveness of the existing network infrastructure Unify all deployments with Centralized Management of Security Policies (GMS) and Real-time Reporting of Security Events (Analyzer & Scrutinizer)

3 SonicWALL Confidential TransactionalRelationalLoyal Beyond Firewall – Benefits for customers Firewall appliances “Platform” Firewall services “Transform” Add-on products “Extend” “It is not a box” it the heart of your security network Leverage your existing investment to add a wide set of security services for total protection Single vendor with a tight integration of products for all your security/networking needs simplifies support and reduces TCO

4 SonicWALL Confidential Transform Protect Visualize Secure Access Control Firewall security services

5 SonicWALL Confidential Firewall Security Services Intrusion Prevention Protects against a comprehensive array of network-based threats and vulnerabilities Intelligence, Control and Visualization Content Filtering Service Blocks inappropriate, illegal and dangerous Web content Real-time gateway anti-virus scanning and dynamic spyware protection Granular control & real-time visualization of applications running on your network for maximum security & productivity Gateway Anti-Virus and Anti- Spyware 5 Comprehensive Anti-Spam Service Stops spam, phishing & malware at the gateway Enforced Client Anti-Virus & Anti-Spyware Automated client anti-virus and anti- spyware deployment and management UTM SSL VPN Secure access to resources on the corporate network for remote and mobile employees

6 SonicWALL Confidential Gateway Anti-Virus and Anti-Spyware SMTP, POP3 File transfers, sharing FTP, IMAP, HTTP etc IM & P2P Scans & Blocks installation of malicious spyware and disrupts background communications from existing spyware programs that transmit confidential data All protocols across every port, including SSL traffic with DPI SSL. 10M+ signatures detecting millions of pieces of malware and intelligent enough to detect new variants providing effective zero-day protection Unlimited Dell SonicWALL Reassembly-Free Deep Packet Inspection engine scans analyzes all files in real time—regardless of file size or compression.

7 SonicWALL Confidential Comprehensive Botnet command & control traffic detection & blocking DoS / Flood detection Protocol abuse / anomaly based detection Geographical IP monitoring & blocking Data normalization to prevent evasion SSL traffic decryption & inspection? Intrusion Prevention (1) IDC's Worldwide Mobile Worker Population Forecast (2) Cisco Connected World Technology Report, 2011 Scan & Block software vulnerabilities such as buffer overflows, peer-to-peer and instant messaging exploits, backdoor attacks, and other malware. Report & Analyze Advanced on box reporting IPfix / Netflow exporting NSS Labs 2012 IPS SVM, ‘Recommend’ Quadrant

8 SonicWALL Confidential Application Intelligence, Control and Visualization Identify 5000+application signatures By Application Not by Port & Protocol By User/Group – LDAP/SSO Not by IP By Content Inspection Not by Filename Categorize By Application By Application Category By Destination By Content By User/Group Control Prioritize Apps by Policy Manage Apps by Policy Block Apps by Policy Detect and Block Malware Detect & Prevent Intrusion Attempts Manage network bandwidth Beyond ports & protocols

9 SonicWALL Confidential Content Filtering Service 16M+ Website rating database used to block inappropriate and illegal content, reduces organizational liability and increases productivity 56+ Granular level blocking based on pre-defined categories. IP-based HTTPS content filtering to control user access to web sites over encrypted HTTPS Report & Analyze Application traffic analytics suite - integration with Dell SonicWALL GMS®, Analyzer & Scrutinizer provides real-time and historic analysis of data transmitted through the firewall. Did You Know? To receive eRate funding you are required by law to install a content filtering solution in compliance with the Children’s Internet Protection Act.

10 SonicWALL Confidential Comprehensive Anti-Spam Service 1-click to activate the service and minutes to configure to block spam, phishing and virus-laden inbound SMTP 1-interface on the firewall for the administrator to manage spam settings, LDAP integration, allow/block list, reports, junk store etc., for ease of management and saving time Multiple proven, patented techniques to stop spam, phishing and virus attacks with over 99% effectiveness Ideal for SMB

11 SonicWALL Confidential Enforced Client Anti-Virus and Anti-Spyware Software Automated & Enforced deployment of Anti-virus and Anti-spyware software to endpoints using the firewall enforcement engine minimizes administrative overhead Always-on and most current Anti- virus protection with no end-user intervention, improves productivity and lowers security management Policy & Reporting Integrated policy engine with comprehensive reporting on state of each user, historical data on past infection detections and many more. Ideal for Distributed Enterprises Powered by McAfee

12 SonicWALL Confidential SSL DPI – Across other services Extends Deep Packet inspection to SSL traffic scanning both LAN and WAN traffic for threats and vulnerabilities Across Scans for SSL traffic across other security mechanisms like URL filtering, IP & GAV Granular control Inclusion/Exclusion list to customize which traffic DPI-SSL inspection allows better management of CPU Deep Packet Inspection NGFW Breaking the Typical Target Initiated Attack Cycle

13 SonicWALL Confidential SSL VPN for firewalls Clean VPN enables employees to telecommute safely by protecting and securing the integrity of both IPSec and SSL VPN access SSL and IPSec clients on windows, Mac, iOS and Android platforms can be used to connect to access network resources like files, applications and Gateway enforcement And ease of management and configuration flexibility

14 SonicWALL Confidential How we sell the different services Service or SKU Name GAV & AS CFS premium IPS Application intelligence & control 24x7 Support Comprehensive Gateway Security Suite Bundle with 24x7 support XXXx x Gateway Anti-Malware, Intrusion Prevention and Application Control XXX Content Filtering Service Premium Business Edition X Comprehensive Anti-Spam Service Flat annual subscription fee per firewall Enforced Client Anti-Virus & Anti- Spyware Based on number of nodes/endpoints under protection DPI SSL Perpetual (one-time) fee per firewall SSL VPN for UTMPerpetual (one-time) fee per firewall - Limited no of users

15 SonicWALL Confidential FlexSpend - On-Demand Dynamic Licensing Single, Universal pre-paid credits SKU to activate and renew any Dell SonicWALL subscription Reduce Renewal Contract Overhead 1-SKU for all subscriptions. FlexSpend cuts service procurement down to one step and extends service duration to a custom date on the fly or automatically using a predetermined frequency. Minimize Cash Flow Fluctuations Service duration can now be set in terms of days rather than years. Hence, partners can better align outgoing cash flow for Dell SonicWALL support contracts and subscription services with incoming cash flow from clients. Minimize Sunk Cost Reduces the potential loss of upfront service investment by letting customers recover any amount of unused FlexSpend Credits beyond the first 28 days of any service and easily reassign them, if needed, to other services or products.

16 SonicWALL Confidential Selling Just Firewall Vs Firewall + Services

17 SonicWALL Confidential Less Revenue Less Margin Transactional High Revenue High Margin Recurring Renewal opportunity Relational Beyond Firewall – Benefits to you Firewall appliances “Platform” Firewall services “Transform” Add-on products “Extend” “It is not a box” it is the heart of your security network Leverage your existing investment to add a wide set of security services for total protection Single vendor with a tight integration of products for all your security/networking needs simplifies support and reduces TCO Sales Motion

18 SonicWALL Confidential Making more with your solution sale - Example Transactional NSA 3600 Hardware only $3,995 Services offer higher Margin total sale price renewal opportunity Relational NSA 3600 Total Secure (1 Yr) (Includes HW+ CGSS 1 YR + 24x7 support) $5,913 NSA 3600 HA unit$2,797 Comprehensive Anti-Spam Service – 1 Yr$1,598 DPI-SSL$1,250 SSL VPN 5 users$215 Total First Year Sale Price$11,773 Renewal opportunity second year (CGSS+CASS)$3,516 Missed opportunity due to transactional sales $15,389 -$3,995-= $11,294

19 SonicWALL Confidential Extend Wireless Analyzer Scrutinizer WAN optimization GMS Add-on products

20 SonicWALL Confidential Clean Wireless Beyond encryption, provides threat detection and prevention scanning for all wireless traffic High performance “N” connectivity Act as a replacement for wired connectivity, with speed and extended range Simple Deployment Centralized management and auto- provision to remove the complexity of high speed secure wireless using Firewall as a wireless controller

21 SonicWALL Confidential WAN Acceleration (WXA) Series Optimize Network Efficiency LAN-like performance over the WAN to decrease latency and chattiness leading to a better user experience WXA Features Protocol optimization Compression Byte caching/data de- duplication SMB/CIFS Acceleration HTTP (Web) caching Simple Deployment Management of Security, WAN Acceleration, VPN, etc. from a single console Automatic provisioning of the WXA appliances Onboard Visualization to see acceleration benefits WXA 500 Live CD WXA 2000 WXA 4000 WXA 5000

22 SonicWALL Confidential Management and Reporting Centralized Management of Security Policies and Real-time Reporting of Security Events Global Management System GMS Centralized management, visualization, monitoring & alerting, analytics & reporting for Dell SonicWALL appliances. Global Management System Centralized visualization, analytics & reporting for Dell SonicWALL security appliances. 22 Comprehensive Anti-Spam Service Scrutinizer IP data-flow monitoring, visualization, analytics & reporting for any network appliance. Analyzer

23 SonicWALL Confidential Analyzer (1) IDC's Worldwide Mobile Worker Population Forecast (2) Cisco Connected World Technology Report, 2011 Dell SonicWALL Analytics and Reporting Reports on “Top” Intrusions, Viruses, Spyware, Attacks, Websites, and much more Issues Difficulty capturing data for regulatory compliance audits. Hard to identify disruptive users. Hard to prove SLA levels. Solution Centralized console that is easy-to-use and affordable. Integrated features incl. logging, analytics, and historical reporting. Benefits Greater efficiency via a streamlined console. Accurate compliance reports via relevant data. Higher productivity via user activity reporting. Guaranteed high SLAs and security uptime.

24 SonicWALL Confidential Scrutinizer Identify 5000+application signatures By Application Not by Port & Protocol By User/Group – LDAP/SSO Not by IP By Content Inspection Not by Filename Categorize By Application By Application Category By Destination By Content By User/Group Control Prioritize Apps by Policy Manage Apps by Policy Block Apps by Policy Detect and Block Malware Detect & Prevent Intrusion Attempts Manage network bandwidth Multi-vendor IP Data Flow Analytics and Reporting Top Security Threats and Top Traffic Dashboard of All Network Appliances Exclusive Go-Deeper Reports on Dell SonicWALL Top Intrusions, Viruses, Spyware, VPN, Websites, and much more Solution Uncover bottlenecks and optimize network design with a multi-vendor tool. Identify infected hosts inside the corporate network for remediation. Deliver granular reports of user, website, and application usage activity. Issues Imprecise isolation of network performance issues in complex data networks. Untraceable breaches from within a corporate data network. Non-business data traffic that misuses company resources and employee time. Benefits Lower network costs via optimized, bandwidth utilization. Proactive mitigation of security threats before loss occurs. Higher productivity by managing user activity.

25 SonicWALL Confidential Global Management System (GMS) Issues High cost of managing complex security networks. Difficulty capturing data for regulatory compliance audits. Hard to identify disruptive users. Cumbersome license management & renewals. Hard to prove SLA levels. Solution Centralized console to manage, monitor, and report on SonicWALL appliances. Integrated features incl. logging, analytics, change control, license tracking, and historical reporting. Simplified tracking of license and subscription services inventory. Benefits Greater efficiency via a streamlined console. Accurate compliance reports via relevant data. Higher productivity via user activity reporting. Greater profitability via recurring renewals. Guaranteed high SLAs and security uptime. Dell SonicWALL Policy Management, Analytics, and Reporting Geographical Security Threats and Customizable Widget Dashboard Reports on “Top” Intrusions, Viruses, Spyware, Attacks, Websites, and much more

26 SonicWALL Confidential Management & Reporting High-Level Features Product Centralized Management Realtime Monitoring Event Alerting Historical Logging Visualization and Reporting Appliance Support GMS Firewall SRA Security CDP Syslog & IPFIX -based Active Realtime Device Monitoring Syslog & IPFIX Rich Graphical Dashboards, Pre-defined, Customizable, and Scheduled Reports SonicWALL Analyzern/a Syslog -based Active Realtime Device Monitoring Syslog Rich Graphical Dashboards, Pre-defined, Customizable, and Scheduled Reports SonicWALL Scrutinizern/a IPFIX -based Active Realtime Device Monitoring IPFIX Rich Graphical Dashboards, Pre-defined, Customizable, and Scheduled Reports Multi- vendor

27 SonicWALL Confidential Selling Just Firewall Vs Firewall + Services + Add- on products

28 SonicWALL Confidential Less Revenue Less Margin Transactional High Revenue High Margin Recurring Renewal opportunity Relational Highest Revenue Highest Margin Maximum long- term return Loyal Beyond Firewall – Benefits to you Firewall appliances “Platform” Firewall services “Transform” Add-on products “Extend” “It is not a box” it the heart of your security network Leverage your existing investment to add a wide set of security services for total protection Single vendor with a tight integration of products for all your security/networking needs simplifies support and reduces TCO Sales Motion

29 SonicWALL Confidential Making more with your solution sale - Example Transactional NSA 3600 Hardware only $3,995 Services offer Higher Margin Higher total sale price Higher renewal opportunity Relational (Services & Support) NSA 3600 Total Secure (1 Yr) (Includes HW+ CGSS 1 YR + 24x7 support) $5,913 NSA 3600 HA unit$2,797 Comprehensive Anti-Spam Service – 1 Yr$1,598 DPI-SSL$1,250 SSL VPN 5 users$215 Total First Year Sale Price$11,773 Renewal opportunity second year (CGSS+CASS) $3,516 Loyal (Add-on products) Scrutinizer with Flow Analytics Module$4,495 SonicWALL GMS 5 Node Software License$1,885 4 Pack SonicPoint-Ni Dual-Band$1,245 WXA 5000 virtual appliance with (1 Yr) of support $4,495 Total First Year Sale Price (Add-on products)$12,210 Renewal opportunity second year (Add-on products services & support) $2,034 Total Missed opportunity due to transactional sales $29,818 -$3,995= $25,448 Add-on products Highest Margin Highest total sale price Maximum renewal opportunity

30 SonicWALL Confidential Thank You 30

31 SonicWALL Confidential Backup 31

32 SonicWALL Confidential Dell SonicWALL Firewall Lineup SuperMassive E10800 SuperMassive E10400 SuperMassive E10200 SuperMassive 9600 SuperMassive 9400 SuperMassive 9200 SMB/Campus/Branch Enterprise, Data Center Dell SonicWALL SuperMassive Series NSA 4500 NSA 3500 NSA 2400 NSA 250M/220 Dell SonicWALL NSA Series TZ 215 TZ 205 TZ 105 Dell SonicWALL TZ Series NSA E6500 NSA E8500 NSA E8510 E-Class

33 SonicWALL Confidential Making more with your solution sale NSA 3600 Hardware MSRP - $3,995 NSA 3600 Secure Upgrade Plus (+3 Years of CGSS) $7,255 Existing Customers & Competitive Upgrade NSA 3600 Total Secure (1 Year of CGSS + 24x7 Support) + HA unit Total - $8,710 Hardware +Subscription New Customer Total First Year Sale Price $12,148 New Customer - Total CASS - $1,598 Analyzer - $375 UTM SSL VPN - $215 DPI–SSL - $1,250 Total - $3,438 Additional Services CGSS 1 Year - $1,918 CASS 1 Year - $1,598 Total - $3,516 Renewal Opportunity Services offer Higher Margin total sale price renewal opportunity