Скачать презентацию Summer is ICE Season How this is the Скачать презентацию Summer is ICE Season How this is the

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Summer is ICE Season! How this is the perfect time to sell the ICE Summer is ICE Season! How this is the perfect time to sell the ICE solution on the Secure Access SSL VPN Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 1

Hurricane Season is June 1 – November 30: A great time to talk about Hurricane Season is June 1 – November 30: A great time to talk about ICE Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 2

What is ICE: In Case of Emergency § A license on Secure Access: one 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

But it’s not just Hurricanes that can close the office Copyright © 2007 Juniper But it’s not just Hurricanes that can close the office Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 4

Use Weather related and other downtime causing issues to start ICE conversations § Hurricanes 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 § § § § 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 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

ICE: Easy to Activate, Easy to Track Easy activation Easy to track Copyright © ICE: Easy to Activate, Easy to Track Easy activation Easy to track Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www. juniper. net 8

Juniper’s Networks SSL VPN Leadership Gartner Magic Quadrant for SSL VPN North America, 4 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 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 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 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 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 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