Summer is ICE Season How this is the

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What is ICE: In Case of Emergency § A license on Secure Access: one time cost • #1 SSL VPN: all the benefits of the industry leading solution • Selling from a position of strength § Allows instant, temporary addition of max number of users to a Secure Access appliance • 8 weeks • Turns on all features § Developed to address market need of immediate network access due to an emergency situation • Users only need to know how to use a web browser • Addresses the remote access portion of a Disaster Recovery (DR) plan § It is available on the SA 4000 and SA 6000 • SA 4000 -ICE list price is $18, 000 • SA 6000 -ICE list price is $30, 000 § On/ off switch: use only for as long as you need • Flexibility and control Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 3

Use Weather related and other downtime causing issues to start ICE conversations § Hurricanes § Tornadoes § Floods § Earthquakes § Snow storms § Pandemics § Terrorist attacks § User Errors § Software errors § Viruses § Other attacks § Transit Strikes § Maintenance § Component failure Are your customers prepared for downtime? Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 5

ICE can lead to more revenue from Disaster Recovery Services § § § § Business Impact Analysis Risk Assessment Mitigation Strategy Process Design Business Continuity and Disaster Recovery Planning Testing Emergency Response Management DR Program Management § A 2006 AT&T study found many businesses lack in house expertise on Business Continuity/ DR Planning Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 6

ICE can lead to more revenue from hardware sales § DX • Up to 30% increase in SA performance • SA clusters need a load balancer so attach a DX § FW • Most common cross sell with SA, great for redundancy § IDP • Coordinated threat management means SA and IDP work together to identify and isolate threats § Routers • Great for redundancy § RSA tokens • 2 factor authentication, now available as soft tokens • Protects their current investment Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 7

Juniper’s Networks SSL VPN Leadership Gartner Magic Quadrant for SSL VPN North America, 4 Q 06 The Forrester Wave: SSL VPN Appliances Q 4 2006 Source: 2006 Forrester Wave Report Source: Gartner (December 2006) 10, 000 Secure Access Customers = Juniper is the clear choice Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 9

When do Customers Buy ICE? § Pipe burst in Texas HQ and offices were closed • Got ICE P. O. the next day § Transit strike in NYC • Many customers called us § Hurricanes in Florida closed offices for weeks • Customers immediately saw the value of ICE § Snowstorms in the Northeast • Customers use ICE in 1 -2 day increments § Some customers only buy ICE • Fills a gap in their DR plan § Some customers look at ICE but buy Secure Access for regular use • Heard the ICE pitch and realized how good SA is Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 10

Case Study: Washington, DC Law Firm § Office closed due to location in DC and weather • Two SA-4000 High Availability Clusters • Production – 100 simultaneous users • Disaster recovery – 50 simultaneous users • ICE license on each cluster • Increases simultaneous user count to 1000 • Enables Secure Meeting feature • Secure Access for all users when office is hard to reach – Snow days – True emergencies • Monitoring tells administrator when to enable ICE. Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 11

Case Study: County in California § Security Mgr uninterested for 9 months due to lack of “upgrade” budget • Had Cisco IPSec VPN for remote access § County Emergency Preparedness Project = Budget + County Executive Sponsorship • Brought in by County Executive to discuss ICE with network security team • Entire Security Team attended and “got it” • Solved both daily remote access needs + emergency access needs with SA/ICE solution § Increased deal size to $160 K • 2 SA 6000 SPs, ICE, SA 2000 § Security Team is now Championing Juniper • Pushing IDP, FW, Routers, WX, DX § Used ICE solution and Secure Access to get in § Sold ICE at the Executive Level to build executive support + budget Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 12

Who to Target, Questions to Ask Titles • • Director/Manager Network Ops Director/Manager IT Security Director/ Manager of Risk or Emergency Preparedness Ask who is in charge of remote access, COOP Planning Questions to ask • What challenges do you face when trying to provide network access during an emergency? • How does your Disaster Recovery plan account for standby sites being unavailable? • How important is it to find a solution that maintains employee productivity even when they can’t use their work computers? • How do prepare for weather related outages? Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 13

Recap § ICE is a license on Secure Access SSL VPN • The #1 SSL VPN: selling from a position of strength § ICE provides instant remote access • On/off switch = flexibility and control § ICE is a way into accounts • SSL is always a good way in § ICE leads to more revenue • Lots of services revenue in DR Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 14