Dell SonicWALL Firewall Selling Services & More

Dell SonicWALL Firewall Selling Services & More

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)

Beyond Firewall – Benefits for customers
Firewall appliances “Platform” Firewall services “Transform” Add-on products “Extend” Single vendor with a tight integration of products for all your security/networking needs simplifies support and reduces TCO “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 Transactional Relational Loyal

Transform Firewall security services Protect Visualize Control
Secure Access Control Firewall security services

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

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. People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience

Intrusion Prevention Comprehensive Scan & Block Report & Analyze
NSS Labs 2012 IPS SVM, ‘Recommend’ Quadrant 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? 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 People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience (1) IDC's Worldwide Mobile Worker Population Forecast (2) Cisco Connected World Technology Report, 2011

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 People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience Beyond ports & protocols

Content Filtering Service
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. 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. People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience

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 People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience Ideal for SMB

Enforced Client Anti-Virus and Anti-Spyware Software
Powered by McAfee 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. People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience Ideal for Distributed Enterprises

SSL DPI – Across other services
Deep Packet Inspection NGFW Breaking the Typical Target Initiated Attack Cycle 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 People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience

And ease of management and configuration flexibility
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 People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience

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 X x Gateway Anti-Malware, Intrusion Prevention and Application Control Content Filtering Service Premium Business Edition 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 UTM Perpetual (one-time) fee per firewall - Limited no of users

FlexSpend - On-Demand Dynamic Licensing
Single, Universal pre-paid credits SKU to activate and renew any Dell SonicWALL subscription 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. With the FlexSpend system, FlexSpend credits are used to activate a service or extend an existing service expiration date. FlexSpend credits can be purchased using a small set of more traditional SKUs from a distributor. A good analogy for these SKUs are a set of bank notes. Different denominations are available to facilitate the easy purchase of FlexSpend credits. The total balance of unallocated FlexSpend credits in the system can be increased by activating one or more FlexSpend credit SKUs. Before allocation FlexSpend credits are not tied to any specific subscription service type When allocating FlexSpend Credits: Minimum service duration is 28 days. Beyond 28 days, granularity is at the day level, for example you can extend a service by 43 days. 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.

Selling Just Firewall Vs Firewall + Services

Beyond Firewall – Benefits to you
Firewall appliances “Platform” Firewall services “Transform” Add-on products “Extend” Single vendor with a tight integration of products for all your security/networking needs simplifies support and reduces TCO “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 Less Revenue Less Margin Transactional High Revenue High Margin Recurring Renewal opportunity Relational Sales Motion

Making more with your solution sale - Example
Services offer higher Margin total sale price renewal opportunity Transactional NSA 3600 Hardware only $3,995 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

Extend Add-on products Wireless GMS WAN optimization Analyzer
Scrutinizer WAN optimization GMS Add-on products

High performance “N” connectivity
Clean Wireless 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 People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience

WAN Acceleration (WXA) Series
WXA 500 Live CD WXA 2000 WXA 4000 WXA 5000 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 People will find ways to defeat the system and work around the system, even though they may not realize they’re doing anything wrong “If my office isn’t going to supply me with productivity apps for my phone – I’m just going to download and configure them myself.” “I can’t find a secure network at Starbucks. I’m sure the open WiFi is fine for a few hours.” “If I accidentally lose my phone, I’ll just buy another one. No harm done.” “I just got a tablet. Let me see if I can connect it to my office network.” We will provide a secure alternative with a better user experience

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

Dell SonicWALL Analytics and Reporting
Analyzer 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. (1) IDC's Worldwide Mobile Worker Population Forecast (2) Cisco Connected World Technology Report, 2011

Multi-vendor IP Data Flow Analytics and Reporting
Scrutinizer Multi-vendor IP Data Flow Analytics and Reporting Exclusive Go-Deeper Reports on Dell SonicWALL Top Intrusions, Viruses, Spyware, VPN, Websites, and much more Top Security Threats and Top Traffic Dashboard of All Network Appliances 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. Identify 5000+application signatures By Application Not by Port & Protocol By User/Group – LDAP/SSO Not by IP By Content Inspection Not by Filename 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. 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

Global Management System (GMS)
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 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.

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 Rich Graphical Dashboards, Pre-defined, Customizable, and Scheduled Reports SonicWALL Analyzer n/a Scrutinizer Multi- vendor

Selling Just Firewall Vs Firewall + Services + Add-on products

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

Making more with your solution sale - Example
Services offer Higher Margin Higher total sale price Higher renewal opportunity Add-on products Highest Margin Highest total sale price Maximum renewal opportunity Transactional NSA 3600 Hardware only $3,995 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 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

Thank You

Backup

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

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

Dell SonicWALL Firewall Selling Services & More

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