Dell SonicWALL Firewall Selling Services & More. 2 SonicWALL Confidential Beyond Firewall –...

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Dell SonicWALL Firewall Selling Services & More

Transcript of Dell SonicWALL Firewall Selling Services & More. 2 SonicWALL Confidential Beyond Firewall –...

Page 1: Dell SonicWALL Firewall Selling Services & More. 2 SonicWALL Confidential Beyond Firewall – Transform & Extend Firewall appliances “Platform” Firewall.

Dell SonicWALL FirewallSelling Services & More

Page 2: Dell SonicWALL Firewall Selling Services & More. 2 SonicWALL Confidential Beyond Firewall – Transform & Extend Firewall appliances “Platform” Firewall.

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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)

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Beyond Firewall – Benefits for customersFirewall 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

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Transform

Protect Visualize

Secure Access Control

Firewall security services

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Firewall Security Services

Intrusion PreventionProtects against a comprehensive array of network-based threats and vulnerabilities

Intelligence, Control and Visualization

Content Filtering ServiceBlocks 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

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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

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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

UnlimitedDell SonicWALL

Reassembly-Free Deep Packet Inspection engine scans analyzes all files in real time—regardless of file size or compression.

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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 2009-2013 Forecast(2) Cisco Connected World Technology Report, 2011

Scan & Blocksoftware

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

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Application Intelligence, Control and Visualization

Identify5000+application

signatures By Application • Not by Port & ProtocolBy User/Group – LDAP/SSO• Not by IPBy 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

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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.

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Comprehensive Anti-Spam Service

1-clickto activate the service and minutes to configure to block spam, phishing and virus-laden inbound SMTP email

1-interfaceon 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

Multipleproven, patented techniques to stop spam, phishing and virus attacks with over 99% effectiveness

Ideal for SMB

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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-onand 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

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SSL DPI – Across other services

ExtendsDeep Packet inspection to SSL traffic scanning both LAN and WAN traffic for threats and vulnerabilities

AcrossScans 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

Insp

ecti

on

NGFW Breaking the Typical Target Initiated Attack Cycle

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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

email

Gateway enforcement

And ease of management and

configuration flexibility

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How we sell the different services

Service or SKU NameGAV & AS

CFS premium

IPSApplication intelligence

& control

24x7 Support

Comprehensive Gateway Security Suite Bundle with

24x7 supportX X X x

x

Gateway Anti-Malware, Intrusion Prevention and

Application ControlX X X

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 SSLPerpetual (one-time) fee per firewall

SSL VPN for UTM Perpetual (one-time) fee per firewall - Limited no of users

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FlexSpend - On-Demand Dynamic LicensingSingle, Universal pre-paid credits SKU to activate and renew any Dell SonicWALL subscription

Reduce Renewal Contract Overhead1-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 anyamount of unused FlexSpend

Credits beyond the first 28 days of any service and easily reassign

them, if needed, to other services or products.

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Selling Just Firewall Vs Firewall + Services

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Beyond Firewall – Benefits to youFirewall 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

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Making more with your solution sale - Example

TransactionalNSA 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

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Extend

WirelessAnalyzer

Scrutinizer

WAN optimizatio

nGMS

Add-on products

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Clean Wireless

Clean WirelessBeyond encryption,

provides threat detection and

prevention scanning for all wireless traffic

High performance “N”

connectivityAct 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

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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 FeaturesProtocol optimizationCompressionByte caching/data de-duplicationSMB/CIFS AccelerationHTTP (Web) caching

Simple Deployment

Management of Security, WAN Acceleration, VPN, etc. from a single consoleAutomatic provisioning of the WXA appliancesOnboard Visualization to see acceleration benefits

WXA 500 Live CD

WXA 2000

WXA 4000

WXA 5000

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Management and Reporting

Centralized Management of Security Policiesand

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.

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Comprehensive Anti-Spam Service

ScrutinizerIP data-flow monitoring, visualization, analytics & reporting for any network appliance.

Analyzer

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Analyzer

(1) IDC's Worldwide Mobile Worker Population 2009-2013 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.

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Scrutinizer

Identify5000+application

signatures By Application • Not by Port & ProtocolBy User/Group – LDAP/SSO• Not by IPBy 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.

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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

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Management & Reporting High-Level FeaturesProduct

Centralized Manageme

nt

Realtime Monitorin

g

Event Alerting

Historical Logging

Visualization and

Reporting

Appliance

Support

GMS

FirewallSRA

Email Security

CDP

Syslog&

IPFIX-based

Active Realtime Device

Monitoring

Syslog&

IPFIX

Rich Graphical

Dashboards,Pre-defined,

Customizable, and

Scheduled Reports

SonicWALL

Analyzer n/aSyslog-based

Active Realtime Device

MonitoringSyslog

Rich Graphical

Dashboards,Pre-defined,

Customizable, and

Scheduled Reports

SonicWALL

Scrutinizer

n/aIPFIX

-based

Active Realtime Device

MonitoringIPFIX

Rich Graphical

Dashboards,Pre-defined,

Customizable, and

Scheduled Reports

Multi-vendor

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

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Beyond Firewall – Benefits to youFirewall 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

Page 29: Dell SonicWALL Firewall Selling Services & More. 2 SonicWALL Confidential Beyond Firewall – Transform & Extend Firewall appliances “Platform” Firewall.

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Making more with your solution sale - Example

TransactionalNSA 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

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Thank You

30

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Backup

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Dell SonicWALL Firewall Lineup

SuperMassive E10800

SuperMassive E10400

SuperMassive E10200

SuperMassive 9600SuperMassive 9400SuperMassive 9200SMB/Campus/Branch

Enterprise, Data CenterDell SonicWALL SuperMassive Series

NSA 4500NSA 3500NSA 2400

NSA 250M/220

Dell SonicWALL NSA Series

TZ 215TZ 205TZ 105

Dell SonicWALL TZ Series

NSA E6500NSA E8500NSA E8510

E-Class

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Making more with your solution sale

NSA 3600Hardware 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 unitTotal - $8,710

Hardware +Subscription

New Customer

Total First Year Sale Price

$12,148

New Customer - Total

CASS - $1,598Analyzer - $375UTM SSL VPN -

$215DPI–SSL - $1,250

Total - $3,438Additional Services

CGSS 1 Year - $1,918

CASS 1 Year - $1,598

Total - $3,516Renewal Opportunity

Services offer Higher

• Margin • total sale price • renewal opportunity