Dell Sonic WALL Firewall Selling Services More

Dell Sonic. WALL Firewall Selling Services & More

Beyond Firewall – Transform & Extend Firewall appliances “Platform” 2 Confidential Firewall services “Transform” Add-on products “Extend” Sonic. WALL

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

Transform Protect Visualize Secure Access Control Firewall security services 4 Confidential Sonic. WALL

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

Gateway Anti-Virus and Anti-Spyware File transfers, sharing IM & P 2 P FTP, IMAP, HTTP etc SMTP, POP 3 10 M+ signatures detecting millions of pieces of malware and intelligent enough to detect new variants providing effective zero-day protection 6 Confidential Unlimited Dell Sonic. WALL Reassembly. Free Deep Packet Inspection engine scans analyzes all files in real time—regardless of file size or compression. Sonic. WALL

Intrusion Prevention Scan & Block software vulnerabilities such as buffer overflows, peer-to-peer and instant messaging exploits, backdoor attacks, and other malware. 7 Confidential (1) IDC's Worldwide Mobile Worker Population 2009 -2013 Forecast (2) Cisco Connected World Technology Report, 2011 Sonic. WALL

Application Intelligence, Control and Visualization Beyond ports & protocols 8 Confidential Sonic. WALL

Content Filtering Service 16 M+ Website rating database used to block inappropriate and illegal content, reduces organizational liability and increases productivity 9 Confidential Report & Analyze Application traffic analytics suite integration with Dell Sonic. WALL GMS®, Analyzer & Scrutinizer provides real-time and historic analysisof data transmitted through the firewall. Sonic. WALL

Comprehensive Anti-Spam Service 1 -click 1 -interface Multiple to activate the service and minutes to configure to block spam, phishing and virus-laden inbound SMTP email 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 proven, patented techniques to stop spam, phishing and virus attacks with over 99% effectiveness Ideal for SMB 10 Confidential Sonic. WALL

Enforced Client Anti-Virus and Anti-Spyware Software Powered by Mc. Afee Always-on and most current Antivirus 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 11 Confidential Sonic. WALL

Deep Packet Inspection SSL DPI – Across other services 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 12 Confidential 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 Sonic. WALL

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

How we sell the different services Service or SKU Name GAV & AS CFS premium IPS Application intelligence & control Comprehensive Gateway Security Suite Bundle with 24 x 7 support X X X x Gateway Anti-Malware, Intrusion Prevention and Application Control X X X Content Filtering Service Premium Business Edition Comprehensive Anti-Spam Service Enforced Client Anti-Virus & Anti. Spyware DPI SSL VPN for UTM 14 Confidential 24 x 7 Support x X Flat annual subscription fee per firewall Based on number of nodes/endpoints under protection Perpetual (one-time) fee per firewall - Limited no of users Sonic. WALL

Flex. Spend - On-Demand Dynamic Licensing Single, Universal pre-paid credits SKU to activate and renew any Dell Sonic. WALL subscription 15 Confidential Sonic. WALL

Selling Just Firewall Vs Firewall + Services 16 Confidential Sonic. WALL

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

Making more with your solution sale - Example Transactional NSA 3600 Hardware only $3, 995 Relational NSA 3600 Total Secure (1 Yr) (Includes HW+ CGSS 1 YR + 24 x 7 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 18 Confidential Sonic. WALL

Extend Wireless Analyzer Scrutinizer WAN optimization GMS Add-on products 19 Confidential Sonic. WALL

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

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 21 Confidential WXA Features Protocol optimization Compression Byte caching/data deduplication 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 Sonic. WALL

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 Sonic. WALL appliances. Global Management System Analyzer Scrutinizer Comprehensive Anti-Spam Service 22 Confidential Centralized visualization, analytics & reporting for Dell Sonic. WALL security appliances. IP data-flow monitoring, visualization, analytics & reporting for any network appliance. Sonic. WALL

Analyzer Dell Sonic. WALL Analytics and Reporting Rep o Viru rts on We ses, S “Top” bsit p es, yware Intrusi and o , mu Attack ns, ch m s, ore 23 Confidential (1) IDC's Worldwide Mobile Worker Population 2009 -2013 Forecast (2) Cisco Connected World Technology Report, 2011 Sonic. WALL

Scrutinizer Multi-vendor IP Data Flow Analytics and Reporting Top Secu ri All NTraffic ty Thre etw Das ats a ork hbo n App ard d lian of ces 24 Confidential Exc lusi on ve Go Intr Dell -De usio Son epe r VPN ns, i Viru c. WALL Repor , W ts s ebs ites es, Spy Top mo , and ware re mu ch , Sonic. WALL

Global Management System (GMS) Dell Sonic. WALL Policy Management, Analytics, and Reporting Geo gra Thr eats phica l Se and Wid Cus curity get t Das omiza b hbo ard le 25 Confidential Rep o Viru rts on We ses, S “Top” bsit p es, yware Intrusi and o , mu Attack ns, ch m s, ore Sonic. WALL

Management & Reporting High-Level Features Product GMS Analyzer Scrutinizer 26 Confidential Centralized Management Firewall SRA Email Security CDP n/a Realtime Monitoring Syslog & IPFIX -based Syslog -based IPFIX -based Event Alerting Active Realtime Device Monitoring Historical Logging Visualization and Reporting Appliance Support Syslog & IPFIX Rich Graphical Dashboards, Pre-defined, Customizable, and Scheduled Reports Sonic. WALL Syslog Rich Graphical Dashboards, Pre-defined, Customizable, and Scheduled Reports Sonic. WALL IPFIX Rich Graphical Dashboards, Pre-defined, Customizable, and Scheduled Reports Multivendor Sonic. WALL

Selling Just Firewall Vs Firewall + Services + Addon products 27 Confidential Sonic. WALL

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

Making more with your solution sale - Example Transactional NSA 3600 Hardware only $3, 995 Relational (Services & Support) NSA 3600 Total Secure (1 Yr) (Includes HW+ CGSS 1 YR + 24 x 7 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 Loyal (Add-on products) Scrutinizer with Flow Analytics Module $4, 495 Sonic. WALL GMS 5 Node Software License $1, 885 4 Pack Sonic. Point-Ni Dual-Band $1, 245 WXA 5000 virtual appliance with (1 Yr) of support $4, 495 $215 Total First Year Sale Price $11, 773 Total First Year Sale Price (Add-on products) $12, 210 Renewal opportunity second year (CGSS+CASS) $3, 516 Renewal opportunity second year (Add-on products services & support) $2, 034 Total Missed opportunity due to transactional sales $29, 818 -$3, 995= $25, 448 29 Confidential Sonic. WALL

Thank You 30 3 Confidential Sonic. WALL

Backup 31 3 Confidential Sonic. WALL

Dell Sonic. WALL Firewall Lineup Enterprise, Data Center Dell Sonic. WALL Super. Massive Series Super. Massive E 10800 Super. Massive E 10400 Super. Massive E 10200 E-Class SMB/Campus/Branch Super. Massive 9600 Super. Massive 9400 Super. Massive 9200 Dell Sonic. WALL NSA Series NSA E 6500 NSA E 8510 Dell Sonic. WALL TZ Series TZ 215 TZ 205 TZ 105 32 Confidential NSA 4500 NSA 3500 NSA 2400 NSA 250 M/220 Sonic. WALL

Making more with your solution sale 33 Confidential Sonic. WALL