Dell SonicWALL FirewallSelling Services & More
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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
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
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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
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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