Sonic Wall Partner Sales Update Q4 2009
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Sonic Wall Partner Sales Update Q4 2009

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SonicWALL Partner Sales Update Session presentation November 12 - 2009

SonicWALL Partner Sales Update Session presentation November 12 - 2009

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  • SonicPoint-N SupportSSL-VPN Net Extender SupportApple Bonjour SupportUSB Analog Modem SupportUTM Anti-Spam SupportSonicPoint (N) AutoChannel Resolution EnhancementAsymmetric RoutingDNS Binding ProtectionGuest Service on non-Wireless ZoneMultiple DHCP Scopes Per InterfaceMultiple WAN Phase-1Probe Based Policy Based RoutingOne Time ScheduleRoute Based IPSec VPNSolera Deep Packet InspectionSSO ScalabilityWLAN Layer 2 BridgeActive/Active UTMSCEPIPHelper v.3SonicPoint (N) Status EnhancementFail to Wire Functionality on E7500Network MonitorPortShield version 2
  • Second CDP Apply Recording
  • Second CDP Apply Recording and Task Executed
  • GMS 5.1 only allowed for forward inheritance, i.e. policies could only be pushed from the group level down to the device levelWith GMS 6.0, reverse Inheritance allows for policies to be inherited from a specific device to the group level.Saves GMS administrators considerable amount of time by taking one well configured firewall and promoting its policy configuration to the group level. From the group level the configurations can then be pushed down to other devices.
  • So what’s special about SonicWALL’s technology?All SonicWALL products leverage their massive GRID network of real time data from over 4 million business endpoints, hundreds of millions of messages and billions of reputation votesThe GRID Network consists of threat data coming from application firewalls, email security, web security, intrusion prevention, anti-virus and anti-spyware solutionsAll the data is correlated and dynamically updates millions of SonicWALL products in real time, with no manual interventionAnd SonicWALL owns all of this intellectual propertySo all of SonicWALL’s dedicated email security products leverage this GRID Network to offer both inbound AND outbound protection, as well as compliance, data leakage prevention, encryption and email archiving, all in in one solutionSonicWALL also has one of the most extensive, proven, patent portfolios in the industry, with 44 patents issued, allowed or filedAnd the email security product line has consistently scored as SonicWALL’s highest customer satisfaction product in monthly independent 3rd party surveys, protecting some of the largest and most complex customers in the world, in addition to thousands of SMBs.So not only are SonicWALL’s products ahead of the competition today, they have a huge investment to make sure they’ll continue to protect customers tomorrow.
  • Now let’s quickly look at OUTBOUND protectionThe first question we hear is “Why do I need outbound email protection?”Two reasons:BUILD 1 – OUTBOUND CONTENT MANAGEMENTFirst, it’s estimated that up to a quarter of all the computers on the internet are infected with botnetsSonicWALL’s outbound THREAT management can detect these botnets and zombies and prevent them from launching attacks from your network.SonicWALL offers robust policies, from simple rules to granular reroutingThey also do outbound virus scanning on all messagesSo even if someone in your network is infected (remember that spammers are now focusing on avoiding traditional IP reputation systems by infecting “good” email servers), SonicWALL email security will detect the infection and prevent that user’s computer from serving as a host of spam or malwareBUILD 2 – COMPLIANCE DEFENSE MANAGEMENTThe second reason you need outbound protection is because you want to prevent sensitive data from leaving your company – it’s one of the top concerns of IT managers in 2009.It turns out that only 5% of data leaks are due to malicious outsiders – the other 95% are due to careless insidersSonicWALL’s outbound COMPLIANCE management can help you with both corporate governance and regulatory compliance by integrating data leakage detection and prevention, compliance routing, encryption and archivingCorporate compliance prevents offensive emails, and protects intellectual property from leaving your companyRegulatory compliance can satisfy HIPAA, Gramm Leach Bliley, Sarbanes Oxley, etc.SonicWALL offers policies, approval boxes, reporting and routing for archiving and encryption
  • SonicWALL has solutions for ANY size customer, from 1 user to 5 million usersIf you’re a small company looking for INBOUND protection against spam, phishing and viruses, SonicWALL offers their anti-spam desktop product or the new comprehensive anti-spam serviceFor any size company looking for complete inbound AND outbound protection, SonicWALL has award-winning software and appliances [and (for partners who do this) we offer SonicWALL’s email security solutions to our customers as a cloud-based solution]BUILDToday, we’re going to focus on our comprehensive anti-spam service
  • Once you start to grow beyond 100 users, you should be considering a dedicated solutionSimilarly, organizations with 5 or more MX domains should also shift to a dedicated solutionYet another compelling reason to upgrade to a new GEN 5 appliance!SMTP emailInbound protection only – customers of any size who require inbound and outbound protection should be looking at dedicated solutionsNo additional hardware or servers to purchase!SIMPLE (literally one click) to installSimple installation of the junk box if you have exchange – just enter your email server’s public and private IP address and you get a junk box.
  • SMTP traffic arrives at the SonicWALL network security applianceThe Comprehensive Anti-Spam Service checks the reputation of the Sending IP server in real-time using the Advanced Reputation Management (ARM) service. ARM receives real-time inputs from over 4 million endpoints worldwide to determine the reputation of servers that are sending email. Up to 80% of junk email can be rejected at the connection level, thus reducing overall processing by the network security appliance.The remaining email is processed using the cloud-based Advanced Content Management (ACM) service. ACM service applies SonicWALL’s proven spam detection techniques.Good email is delivered to the email server.Optionally, junk email can be delivered to SonicWALL Junk Boxes on the email server and Junk Box Summaries for each user can be delivered as emails to each user.
  • SIMPLE pricing modelWhatever size you are on the day you purchase, that’s the only SKU you need to buyQuestions:What if I add users / can I stack SKUs?Buy for the number of users you have on the day you purchase, lock that price in for the length of the contract – if you’re growing, that’s incentive to purchase 3 yearsIf you’re 25 users, and you grow to 100, you’re good at the 25 user level until renewal time. Simply buy the higher SKU when it’s time to renewWhy don’t you charge a flat fee per appliance?Great for larger users, but smaller customers (the target for this product) will feel like they’re overpaying72% of the market, including the largest segment (software) and fastest-growing segment (hosted) charge per userAllows flexibility for a potential future fully hosted service, where there is no firewallIt’s too expensive / more expensive than appliances or softwarePricing is in line with hosted servicesIn some cases, you’re paying a slight premium for the convenience of SonicWALL to doing all the work
  • A detailed feature comparison is available on sonicwall.com
  • Setup – install with 1 mouse click, no MX records to redirect, no waitingSecurity – SonicWALL scans EVERY protocol and EVERY packet, Postini can’t do thatDay Zero antivirus, vs. waiting hours for an antidotePostini REJECTS large attachments! SonicWALL can scan messages of ANY sizeSonicWALL offers FULL technical support, vs. Postini’s online support onlySonicWALL’s 98% effectiveness, vs. Postini’s 95% - 3% is a huge differenceSingle point of configuration, management, reporting, alerting
  • Setup – install with 1 mouse click, no additional network configurationSecurity – SonicWALL scans EVERY protocol and EVERY packet, Barracuda can’t do thatFree open source vs. award-winning enterprise-class engineReal time Day Zero antivirus from GRID network, vs. waiting an hour for updatesOpen source false positives vs. one of the industry’s lowest false positive ratesBarracuda requires tweaking and tinkering, SonicWALL is virtually zero maintenanceSingle point of configuration, management, reporting, alerting
  • The purpose of this slide is to show the complete Clean Wireless Solution in a picture. The details below list the key components of the solution and how it all works together.Deployment RequirementsSonicWALL E-Class NSA or NSA applianceSonicPoint-N Dual-Band access pointsSonicWALL 802.3af Poe Injector or 3rd party 802.3af compliant switchSonicWALL CGSSGAV/IPS/AS/Application FW/CFS24x7 supportViewpointSonicPoint-Ns Dual-Band with 802.11n provide faster wireless access with greater range and better reliabilitySonicPoint-Ns Dual-Band auto-discover the central management gateway, easing deploymentSonicWALL allows employees to securely access network resources from the wireless network using WPA2 or other wireless security encryptionSonicWALL UTM comprehensively scans all wireless traffic for vulnerabilities and threatsVirtual Access Points (VAPs) create secure segmentation between trusted and un-trusted wireless users by allowing broadcast of up to eight unique SSIDs
  • More solution stories on clean wireless.Deployment RequirementsSonicWALL E-Class NSA or NSA applianceSonicPoint-N Dual-Band access pointsSonicWALL 802.3af Poe Injector or 3rd party 802.3af compliant switchSonicWALL CGSSGAV/IPS/AS/Application FW/CFS24x7 supportViewpointSonicPoint-Ns with 802.11n provide faster wireless access with greater range and better reliabilitySonicWALL allows employees to securely access network resources from the wireless network using WPA2 or other wireless securityVirtual Access Points (VAPs) create secure segmentation between trusted and un-trusted wireless users by allowing broadcast of up to eight unique SSIDs SonicWALL UTM scans all wireless traffic for vulnerabilities and treatsSonicWALL Wireless Guest Services (WGS) allows customers to take advantage of wireless network accessProvides auto-provisioning and centralized management for all SonicPoints deployed in the network.

Sonic Wall Partner Sales Update Q4 2009 Sonic Wall Partner Sales Update Q4 2009 Presentation Transcript

  • Partner Sales UpdateQ4 2009
  • Channel Account Team
    Dedicated to Your Success:
    RogierEgberink
    regberink@sonicwall.com
    Katie De Wilde
    kdewilde@sonicwall.com
    CarineDutoy
    cdutoy@sonicwall.com
    Luc Eeckelaert
    leeckelaert@sonicwall.com
    Denis Missana(sales) dmissana@sonicwall.comand Alexis Holmes aholmes@sonicwall.com (pre-sales technical) - +44 1932 573900
  • Agenda
    Client Case Studies
    Competitive
    Customer Advantage Program
    Product Updates and Roadmap
    Marketing & Partnerlink
    Q&A
    Copyright 2009 SonicWALL Inc. All Right Reserved.
    3
  • The ALTERNATIVE to premium-priced, complex solution vendors
    Adaptable and Interoperable
  • SonicWALL: A leading company
    SonicWALL
  • Q4 incentive
    Kleiduiven schieten, Klein kaliber schieten, Pijl en boogschieten
    We will be holding a ranking of resellers in this last quarter of the year selling the most Secure Upgrade Plus SKUs
    The TOP 20 Reseller Partners can each send 2 participants.
    We will close the event with a nice dinner.
    CONFIDENTIAL All Rights Reserved
    6
  • SKU’s
    CDP Secure Upgrade Plus
    01-SSC-9396       SonicWALL CDP 5040 Secure Upgrade Plus 2 Yrs Dynamic Support 24x7
    01-SSC-9397       SonicWALL CDP 5040 Secure Upgrade Plus 3 Yrs Dynamic Support 24x7
    01-SSC-9392       SonicWALL CDP 110 Secure Upgrade Plus 2 Yrs Dynamic Support 24x7
    01-SSC-9393       SonicWALL CDP 110 Secure Upgrade Plus 3 Yrs Dynamic Support 24x7
                   
    Email Protection Secure Upgrade Plus
    01-SSC-7589       250 Users - Email Protection with Dynamic Support + ES 300 - Secure Upgrade Plus - 2 yrs
    01-SSC-7592       250 Users - Email Protection with Dynamic Support + ES 300 - Secure Upgrade Plus - 3 yrs
    01-SSC-7588       100 Users - Email Protection with Dynamic Support + ES 300 - Secure Upgrade Plus - 2 yrs
    01-SSC-7591       100 Users - Email Protection with Dynamic Support + ES 300 - Secure Upgrade Plus - 3 yrs
    01-SSC-7587       50 Users - Email Protection with Dynamic Support + ES 300 - Secure Upgrade Plus - 2 yrs
    01-SSC-7590       50 Users - Email Protection with Dynamic Support + ES 300 - Secure Upgrade Plus - 3 yrs
    SonicWALL NSA E5500 / E6500 / E7500 Secure Upgrade Plus                     
    01-SSC-8676       SonicWALL NSA 4500 Secure Upg Plus 2 Yrs CGSS
    01-SSC-8677       SonicWALL NSA 4500 Secure Upg Plus 3 Yrs CGSS
    01-SSC-8674       SonicWALL NSA 3500 Secure Upg Plus 2 Yrs CGSS
    01-SSC-8675       SonicWALL NSA 3500 Secure Upg Plus 3 Yrs CGSS
    01-SSC-8672       SonicWALL NSA 2400 Secure Upg Plus 2 Yrs CGSS
    01-SSC-8673       SonicWALL NSA 2400 Secure Upg Plus 3 Yrs CGSS
    01-SSC-8670       SonicWALL NSA 240 Secure Upg Plus 2 Yrs CGSS
    01-SSC-8671       SonicWALL NSA 240 Secure Upg Plus 3 Yrs CGSS
     
    TZ Secure Upgrade Plus
    01-SSC-8668       SonicWALL TZ 210 Secure Upgrade Plus 2 Yrs CGSS
    01-SSC-8669       SonicWALL TZ 210 Secure Upgrade Plus 3 Yrs CGSS
    01-SSC-8823       SonicWALL TZ 210 Wireless-N Intl Secure Upgr Plus 2 Yr CGSS
    01-SSC-8824       SonicWALL TZ 210 Wireless-N Intl Secure Upgrade Plus 3 Yr CGSS
    01-SSC-8666       SonicWALL TZ 200 Secure Upgrade Plus 2 Yrs CGSS
    01-SSC-8667       SonicWALL TZ 200 Secure Upgrade Plus 3 Yrs CGSS
    01-SSC-8821       SonicWALL TZ 200 Wireless-N Intl Secure Upgrade Plus 2 Yr CGSS
    01-SSC-8822       SonicWALL TZ 200 Wireless-N Intl Secure Upgrade Plus 3 Yr CGSS
    CONFIDENTIAL All Rights Reserved
    7
  • Current ranking
    CONFIDENTIAL All Rights Reserved
    8
    Top 3
    1: WilroffSystemhouse
    2: IMC Computers
    3: ITSN
  • Product news
    CONFIDENTIAL All Rights Reserved
    9
  • New!: SRA 4200
  • CONFIDENTIAL
    11
    Brand New Secure Remote Access appliance
    SRA 4200
    Replaces SSL-VPN 2000 in 4Q09
    Replaces SSL-VPN 4000 in 1Q10 with firmware v4.0 release
  • CONFIDENTIAL
    12
    The Products & Positioning
    Dedicated SSL VPN Solutions
    Integrated Solutions UTM + SSL VPN
    SMB SSL VPN Target Market
    E-Class SSL VPN Target Market
    • Customer: SMB
    • Required characteristics:
    • Easy to manage/use
    • Versatile (broad platform support)
    • Cost effective
    • Competition: Barracuda, Watchguard, Microsoft
    • Customer: Mid tier, Enterprise
    • Required characteristics:
    • Easy to use
    • Versatile (broad platform support)
    • Strong policy management
    • Industry recognition / certification
    • Competition: Juniper, Citrix, F5, Array, Check Point
    Hybrid VPN Target Market
    • Customer: SME
    • Required characteristics:
    • Primarily network level access
    • Dominantly Windows support
    • Cost effective
    • Competition: Cisco
    Enterprise
    NSA E-Class UTM
    SonicWALL Aventail SRA EX7000
    Mid Tier
    SonicWALL Aventail SRA EX6000
    NSA UTM
    SonicWALL SRA 4200
    TZ UTM
    SMB
    SonicWALL SSL-VPN 200
    EASY ACCESS ACCESS CONTROL (GRANULAR POLICY)
    Emphasis of Customer Need
  • CONFIDENTIAL
    13
    SRA 4200 Licensing
    SRA 4200 will be released in November 2009 with same pricing model as the SSL-VPN 2000
    Unrestricted but 50 users recommended for MSRP $2,295
    User licensing will be added in firmware v4.0 to support a new pricing model for the SRA 4200 in 1Q10
    This will allow one appliance to fit various network sizes
    SSL-VPN 4000 will be LTB-ed
    Exact pricing is under discussion but model will be similar to Aventail
    Step 1: Buy hardware
    Step 2: Buy user count
    Step 3: Buy optional support
    Step 4: Buy optional add-ons (Virtual Assist, ViewPoint, GMS)
  • SonicWALL SolutionsQ3 Client Case Study
  • Case Study: Mijnalbum.nl
    Situation:
    Mijnalbum.nl
    Mijnalbum.nl geeft bezoekers de mogelijkheid om online foto's te plaatsen en te delen met familie en vrienden. Het bedrijf is de grootste aanbieder van deze dienst in Nederland en is actief in 15 landen; voornamelijk in België en Frankrijk.
    1,7 miljoen gebruikers
    Location: Heerenveen
    Partner:
    Commit-IT
    Gold partner
  • Business Issues and Challenges
    Security Scan
    Uit de scan bleek dat het niveau van beveiliging over de hele lijn te laag was.
    Bandbreedte
    1,7 miljoengebruikers. Bandbreedteconsumptie 1Gb/s
    Nieuweklantsteldehogeeisenaan de security
    Geengedegenoplossingvoor remote access
  • Solution Components
    SonicWALL E-Class Network Security Appliance E5500
    SonicWALL E-Class Network Security Appliance E5500 HA unit
    Dynamic support 24x7 for E5500, 3 jaar
    Gateway Anti-virus, Anti-spyware, Intrusion Prevention (t.b.v. URL blocking)
    SonicWALL TZ 210, 3 jaar
    Dynamic Support 8x5 for TZ 210, 3 jaar
    SonicWALL SRA Aventail EX-750 Appliance
    SRA Aventail EX-750 25 users license
    E-class Support 24x7 for EX-750 25 users, 3 jaar
  • Results
    De SonicWALL-oplossingen beveiligen nu de tachtig servers waarvan Mijnalbum.nl gebruik maakt.
    Door de SonicWALL Aventail-oplossingkaner op eenveiligemanier van buitenaftoegang tot het netwerkwordengegeven.
    De oplossing maakt eveneens een scheiding van rechten mogelijk. Op die manier is het een stuk eenvoudiger om aan de juiste personen de juiste toegangsniveaus te verschaffen;
  • Succesfactoren
    Prijs/performance
    Feature rijkheid
    Zeergoedekliktussen Mijnalbum.nl & Commit-IT
    CONFIDENTIAL All Rights Reserved
    19
  • SonicWALL vs Competition
    CONFIDENTIAL All Rights Reserved
    20
  • CONFIDENTIAL All Rights Reserved
    21
  • What does Gartner say…
    “The stateful protocol filtering and limited application awareness offered by first-generation firewalls are not effective in dealing with current and emerging threats.”
    “Using separate firewalls and intrusion prevention appliances results in higher operational costs and no increase in security over an optimized combined platform.”
    “Next-generation firewalls (NGFWs) are emerging that can detect application-specific attacks and enforce application-specific granular security policy, both inbound and outbound.”
    CONFIDENTIAL All Rights Reserved
    22
  • Gartner’s Recommendations
    If you have not yet deployed network intrusion prevention, require NGFW capabilities of all vendors at your next firewall refresh point.
    If you have deployed both network firewalls and network intrusion prevention, synchronize the refresh cycle for both technologies and migrate to NGFW capabilities.
    If you use managed perimeter security services, look to move up to managed NGFW services at the next contract renewal.
    CONFIDENTIAL All Rights Reserved
    23
  • Resources
    Webinar Gartner & SonicWALL http://www.sonicwall.com/us/12223.html
    Gartner: Defining the Next-Generation Firewall
    CONFIDENTIAL All Rights Reserved
    24
  • Customer advantage program
    CONFIDENTIAL All Rights Reserved
    25
  • CONFIDENTIAL All Rights Reserved
    26
    Upgrade Program Transition
    Old Programs
    One New Program
    • Buy 2 year CGSS
    • Get 40% off HW
    • Transfer services to new device
    Customer Advantage Program
    • Secure Upgrade
    • SonicWALL & competitive replacements
    • Available on all SonicWALL product lines
    • 2 and 3-year options for maximum flexibility
    • Services transfer
    • PLUS – Customer Loyalty Bundles: 30% savings on qualifying, non-UTM hardware SKUs
    • Competitive Trade-up
    • Buy 3 x 1 year CGSS
    • Get HW at no cost
    • No transfer of services
    • Variable terms
    • Variable timing
    • Variable names
    • One-off Upgrade Offers
  • CONFIDENTIAL All Rights Reserved
    27
    New Upgrade Program Goals
    Help partners grow faster
    Simplify & expand: create a simple sales approach
    Satisfy existing and new clients
    Cross-sell everywhere and always
    Deliver a complete SonicWALL solution
    Generate more sales, grow each sale
    Enable partners to move up in partner program
  • Customer Advantage Program
    CONFIDENTIAL All Rights Reserved
    28
  • Secure Upgrade Plus
    Feature Summary:
    SKU based upgrade program
    SonicWALL or competitive upgrades
    Services transfer on SonicWALL upgrades
    Bundles hardware and services with 2- or 3-year terms
    Available on all major SonicWALL product lines
    CONFIDENTIAL All Rights Reserved
    29
    TZ/NSA Firewalls
    Email Security
    Continuous Data Protection
    SSL VPN
  • Secure Upgrade Plus SKUs
    CONFIDENTIAL All Rights Reserved
    30
  • Secure Upgrade calculation
    PRO2040 renew or upgrade?
    Cost renewal
    GAV/IPS 2y $1217
    CF 2y $2618
    Support 2y $796
    $4631
    Secure Upgrade Plus NSA2400 2y incl CGSS
    $ 3801,-
    CONFIDENTIAL All Rights Reserved
    31
  • Customer Loyalty Bundle
    Features:
    Requires base Secure Upgrade Plus purchase
    SPR based discount program
    Provides 30% discount off list for added products
    Incentive for a more complete SonicWALL solution
    All major lines covered:
    UTM, CDP, Email Security, and SSL VPN
    Apply to as many as 3 additional purchases:
    Also save on:
    Upgrade to a:
    ...
    +
    +
    NSA 3500
    CDP 5040Secure Upgrade Plus
    SRA EX-6000
    ES 6000
  • NFR
    Vraag: Is een NFR bundle van meerdereproducteninteressant? (Bijv. NSA + CDP + ES)
    CONFIDENTIAL All Rights Reserved
    33
  • Upgrade Client Value Proposition
    Keep up, stay competitive
    Technological advances (e.g. available bandwidth)
    NGFW*
    Saas
    Application Awareness
    User awareness
    Operational needs
    distributed/mobile workforce
    increased network traffic
    VOIP, rich media
    Vulnerabilities, QoS requirements
    Typical technology refresh cycle
  • Questions?
    CONFIDENTIAL All Rights Reserved
    35
  • Partnerlink
    CONFIDENTIAL All Rights Reserved
    36
  • Partnerlink
    Marketing
  • Electronic Direct Marketing - EDM
    EDM is one of the most effective ways to reach out to a mass audience in one go. SonicWALL has created a wide range of HTML mailings that you can co-brand and send to your list of customers/prospects. There are also available corresponding landing pages and white papers to enhance your EDM.
     
    • The HTML EDMs and dedicated landing pages are available for download: https://partnerlink.sonicwall.com – Promote & Sell > Marketing Tools > Demand Generation > Explore Lead Generation Kits
    To maximise the potential of any EDM make sure you include a clear ‘call to action’. Remember to ensure that your sales team is aware of the EDM, its messaging and call to action. All opens should be followed up by phone call.
    CONFIDENTIAL All Rights Reserved
    38
  • Direct Marketing
    Postcards promoting our solutions are available for you to co-brand and print.
    • The postcards are available for download:
    https://partnerlink.sonicwall.com – Promote & Sell > Marketing Tools > Demand Generation > Explore Lead Generation Kits
     
    Direct marketing involves more costs than EDM: print, envelopes and postage. Again, make sure you include a clear call to action – and for tracking purposes a promotional reference. To guarantee a good ROI, a telemarketing follow-up is vital.
    CONFIDENTIAL All Rights Reserved
    39
  • Online lead generation
    We have created a wide range of banners that can be placed on your website or third party web sites or newsletters. This type of campaign allows you to reach a very wide audience and generate a lot of leads and/or visitors to your website.
     
    • The web banners are available for download:
    https://partnerlink.sonicwall.com – Promote & Sell > Marketing Tools > Demand Generation > Explore Lead Generation Kits
     
    For online lead generation you will need to invest a certain amount of budget to guarantee success. Search engines key words campaigns are also a good tool to generate interest and re-direct visitors to your website.
    CONFIDENTIAL All Rights Reserved
    40
  • Advertising
    We have produced a set of advertisements that you can use and co-brand to place in relevant magazines in your region. Advertising works when ads are repeated. The impact of one-off ads tends to be very limited. In order to measure the impact of your ad campaign, remember to include a call to action or promotional reference.
     
    • The adverts are available for download:
    https://partnerlink.sonicwall.com – Promote & Sell > Marketing Tools > Demand Generation > Explore Lead Generation Kits
    41
    CONFIDENTIAL All Rights Reserved
  • Computable and Datanews banners
    42
    CONFIDENTIAL All Rights Reserved
  • Partnerlink
    Sales
    CONFIDENTIAL All Rights Reserved
    43
  • Seminar
    SonicWALL offers a ready-made RISK (Raising Your Internet Security Knowledge) seminar. This is an educational seminar for end customers, and includes the elements you need to host a seminar, from invitation to presentation to feedback form. Please note all these elements are in English.
     
    • The RISK kit is available for download:https://partnerlink.sonicwall.com – Promote & Sell > Marketing Tools > Demand Generation > Explore Seminar Materials
    • You can in addition contact your SonicWALL local Team who might be able to help you with local presentation materials and speaker.
    When planning a seminar:
    - Define the agenda and format (could be a breakfast meeting or after work hour as well!)
    - Profile the audience/attendees
    - Invitation (DM, EDM, phone) + telemarketing follow up to maximize attendance
    - Choice of the venue (hotel, conference centre, football ground, etc.) is an important factor
    - Plan incentives to motivate people to attend
    - Plan commercial follow-up
     
    When well prepared, seminars are an excellent tool to reach out to a qualified and limited audience, who already has some interest in the solutions. Inviting complementary technology vendors tends to be a key factor to guarantee the success of a seminar these days.
    CONFIDENTIAL All Rights Reserved
    44
  • SonicWALL Certification
    CSSR Sales Certification
    Sales Reps and Sales Engineers
    CSSA
    Technical Certification
    Sales Engineers
  • Sales Training
    3 Elements within Sales Training “slide”:
    1. Setup
    2. Focus
    3. Remarks
  • Case Studies & Success Stories
    Case studies are one of the best ways to show prospects how you can help your customers – providing a third-party endorsement of the services you offer.
    If you have a customer story you think may be of interest and the end customer is willing to do a joint success story, then please contact gperrin@sonicwall.com.
    You can find SonicWALL success stories on local sites under Products >Company>Resources > Case Studies
    CONFIDENTIAL All Rights Reserved
    47
  • Promote & Sell
    Brochures
    Upsale guides
    Promotions & Incentives
    Partner & End user presentation
    CONFIDENTIAL All Rights Reserved
    48
  • Useful Links
    • PartnerLink at https://partnerlink.sonicwall.com for all lead generation kits, presentation materials, MDF Express and other useful tools
    • www.sonicwall.comCompany > Newsroom > Press Kitfor product pictures and logos
    • Local sites http://www.sonicwall.com/benelux/Company.html
    for all events organised by SonicWALL and its partners, Ebooks, Whitepapers, press releases, case studies.
    For all other marketing queries, please contact :
    Gaëlle Perrin, Marketing Manager
    P: +33 6 25 20 41 95 Email : gperrinsonicwall.com
    49
    CONFIDENTIAL All Rights Reserved
  • Q&A
  • Break
  • Product Line Updates
  • GMS 6.0 and ViewPoint 6.0
    Feature Overview
  • CONFIDENTIAL All Rights Reserved
    54
    Policy and Management Products
    UMA
    GMS
    ViewPoint
    Software
    1 to 5
    1
    Software
    10 or more
    1 or more
    Dedicated appliance
    10 or more
    1 or more
    Form Factor
    Typical # of SNWL
    Appliances supported
    Typical # of locations
  • GMS 6.0 Feature Overview
    Expand the footprint of GMS
    Application Firewall Reporting
    Extended management of CDP, Email Security and SRA devices
    SonicOS 5.5 Support
    Custom Reports for SSL-VPN
    SQL Server 2008 support
    Multiple Authentication Servers Support
    RADIUS Authentication Support for GMS login
    MSP Enablement
    • Web Services Application Programming Interface (API)
    • Enhanced CLI Support
    • Live monitoring using event correlation technologies
    Productivity & Expense Management
    • Enhanced Summarizer Capacity Planning
    • Reverse Inheritance
    • Inheritance support for Reporting screens
    CONFIDENTIAL All Rights Reserved
    CONFIDENTIAL All Rights Reserved
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    55
  • Application Firewall Reporting
    Feature Description
    Detailed reporting on the application firewall feature of fifth generation UTM devices
    Reports include:
    Top categories
    Top applications
    Top users
    Top policies
    Users can drill down within reports
    Provide visibility into the impact and effectiveness of application firewall policies
    Increase employee productivity and efficiency of network usage
    Benefit
    CONFIDENTIAL All Rights Reserved
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  • CONFIDENTIAL All Rights Reserved
    57
  • SonicOS 5.5 Support
    Apple Bonjour Support
    USB Analog Modem Support
    UTM Anti-Spam Support
    SonicPoint (N) AutoChannel Resolution Enhancement
    Asymmetric Routing
    DNS Binding Protection
    Guest Service on non-Wireless Zone
    Multiple DHCP Scopes Per Interface
    Multiple WAN Phase-1
    Probe Based Policy Based Routing
    One Time Schedule
    Route Based IPSec VPN
    Solera Deep Packet Inspection
    SSO Scalability
    WLAN Layer 2 Bridge
    Active/Active UTM
    SCEP
    IPHelper v.3
    SonicPoint (N) Status Enhancement
    Fail to Wire Functionality on E7500
    Network Monitor
    PortShield version 2
    Feature Description
    GMS support for recently released SonicOS 5.5 (UTM line)
    New features now manageable by GMS include
    SonicPoint N support
    SSL VPN NetExtender
    Comprehensive Anti-Spam (CASS)
    Active/Active UTM failover
    Renders GMS applicable to a wider range of UTM appliance features
    Helps GMS administrator become more productive
    Benefit
    CONFIDENTIAL All Rights Reserved
    58
  • Extended Management for CDP and Email Security
    Feature Description
    Detailed policy configuration management
    Continuous Data Protection (CDP) appliances
    Email Security appliances
    Define policies at the device, device group, or global level
    Greatly enlarges applicability of GMS & productivity of the GMS administrator
    Enterprise customers: manage entire SonicWALL infrastructure centrally from GMS
    MSP customers: offer a full suite of firewall, secure remote access, backup and recovery, and anti-spam services to customers using GMS
    Benefit
    CONFIDENTIAL All Rights Reserved
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  • CONFIDENTIAL All Rights Reserved
    60
  • CONFIDENTIAL All Rights Reserved
    61
  • Custom Reports for SSL VPN Devices
    Feature Description
    Create custom reports using raw log data
    Available for all Secure Remote Access Devices
    Aventail SSL VPN
    SMB SSL VPN
    Create granular reports on who accessed what applications at what time for forensic analysis and troubleshooting
    Using data from these reports can help increase employee productivity and network uptime
    Benefit
    CONFIDENTIAL All Rights Reserved
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  • Reverse Inheritance
    Feature Description
    Ability to inherit policy settings from a unit up to the parent nodes
    Enables the user to
    Copy existing configurations
    Create predefined SonicWALL configurations
    Greatly enhances IT administrator productivity
    Benefit
    CONFIDENTIAL All Rights Reserved
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  • CASS and Email Security 7.2
  • Customer Benefits of SonicWALL’sSeventh Generation Firmware
    Customer Benefit: Improved global effectiveness against spam, viruses, phishing and malware to improve customer experience
    NEW Advanced Reputation Management improves upon traditional IP reputation
    Significantly reduces bandwidth by utilizing intelligent traffic management
    Global effectiveness for English & non-English language
    Customer Benefit: Enhancements to improve end-user experience
    Lightweight junk button
    Protection against email address spoofing
    Customer Benefit:
    Enhanced user management with Multi-LDAP support
    Advanced monitoring with SNMP support for appliances
    Enhanced performance monitoring for capacity planning
    Improved system resiliency
    65
  • 66
    SonicWALL Email Security Solutions
  • 67
    Inbound Protection
    Advanced Reputation Management
    Eliminates up to 80% of threats at the connection level
    Improves upon traditional IP reputation with real-time GRIDprints
    Distributed by the SonicWALL GRID Network
    Advanced Content Management
    Cleans up the remaining messages
    Improves upon traditional Bayesian techniques with comprehensive Adversarial Bayesian™
  • 68
    Outbound Protection
    Outbound Threat Management sets policies and prevents threats
    From simple rules to granular rerouting
    Detects botnets / zombies and prevents threats from leaving the network
    Outbound virus scanning
    Compliance Defense Management detects, prevents, encrypts & archives
    Corporate compliance, Regulatory compliance and data leakage
    Policies, routing, approval boxes and reporting
  • CONFIDENTIAL All Rights Reserved
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    Scalable Deployment Scenarios
    Split Mode
    All-In-One Mode
    Managed Service Provider
    (In-The-Cloud)
    Multiple Locations
    Multiple Domains
    Scalable Redundant
  • 70
    The SonicWALL Anti-Spam /Email Security Product Portfolio
    Market Leading
    Inbound Email Protection
    Complete Inbound and
    Outbound Email Protection
    Email Security for
    Windows Small Business Server
    Email Security for Windows Essential Business Server
    Email Security Appliances
    Email Security Software
    Anti-Spam
    Desktop
    Comprehensive
    Anti-Spam Service
    1 User –
    25 Users
    1 User –
    250 Users
    1 User –
    300 Users
    1 User –
    5 Million Users
    1 User –
    5 Million Users
  • Fully-Featured Anti-Spam
    Cloud-based services
    RBL lists on firewalls
    Dedicated software and appliances
  • Who Is A Good Fit?
    1 – 100 users (will price up to 250 users)
    5 or less MX domains
    GEN5 SonicWALL UTM Appliance
    SMTP Email
    POP3 in a later version
    Wants complete inbound protection against spam, phishing, viruses and malware
    Does not want to purchase additional hardware or servers
    Prefers simple installation
    Optionally, Microsoft Exchange / SBS / EBS server to install junk store
    Ability to specify additional servers in a later version
  • Comprehensive Anti-Spam Service Addresses Customers’ Top Priorities
    Comprehensive
    Anti-Spam Service
    Why Upgrade To A
    Dedicated Solution?
    Save money:  No additional hardware, software or servers to purchase
    Full-featured, market leading protection against spam, phishing, viruses & malware
    Eliminates up to 98% of spam
    Reduces bandwidth consumption by removing up to 80% of email threats before they ever enter your network
    Enable with one mouse click – no need to redirect MX records or reconfigure network settings
    Integrated, single point of management, configuration & reporting to manage in less than 5 minutes per week
    Full quarantine*, with individual junk summaries
    • Regulatory / Corporate Policy & Compliance
    • Outbound Threat Protection
    • Multi-Layer Inbound & Outbound Anti-Virus
    • Encryption
    • Archiving
    • Customizable / personalized aggressiveness settings
    • Redundancy
    • Multiple LDAP
    • Managed Service Provider Features
    * - Full quarantine available with Microsoft Exchange, SBS or EBS Server
  • How It Works
    74
    • The Comprehensive Anti-Spam Service checks the reputation of the Sending IP server in real-time using the Advanced Reputation Management (ARM) service. ARM receives real-time inputs from over 4 million endpoints worldwide to determine the reputation of servers that are sending email. Up to 80% of junk email can be rejected at the connection level, thus reducing overall processing by the network security appliance.
    • The remaining email is processed using the cloud-based Advanced Content Management (ACM) service. ACM service applies SonicWALL’s proven spam detection techniques.
    • Optionally, junk email can be delivered to SonicWALL Junk Boxes on the email server and Junk Box Summaries for each user can be delivered as emails to each user.
    3
    • SMTP traffic arrives at the SonicWALL network security appliance
    • Good email is delivered to the email server.
    2
    4
    1
    5
  • 75
    Licensing ModelNorth America Pricing – For Illustrative Purposes
  • 76
    Feature ComparisonAvailable on www.sonicwall.com
  • Customer Benefits vs. Postini(Cloud-based)
    If you can click a box, you can set it up…
    Postiniinvolves at least 25 steps, including changing MX records, and could take days
    Enable SonicWALL Comprehensive Anti-Spam Service with literallyone mouse click
    As email moves from an annoyance to a security threat…
    SonicWALL’s firewall can filter email, but Postini’s anti-spam service can’t filter security threats
    SonicWALL scans EVERY protocol and EVERY packet
    How protected do you want to be?
    Postini has a lapse of “a few hours” between a new threat and the antidote
    SonicWALL’s GRID network of over 4 million business endpoints protect every SonicWALL email security customer in real time against the latest threats
    Ever receive large mail?
    Postini maximum size defaults to 200MB (300MB max) – over that limit? REJECTED!
    SonicWALL can scan ANY message size
    Technical support?
    Postini offers small businesses online support only
    SonicWALL offers full three-tier tech support
    How much spam do you want?
    SonicWALL’s 98% vs. Postini’s95% effectiveness
  • Customer Benefits vs. Barracuda(Appliance)
    If you can click a box, you can set it up…
    Barracuda requires the purchase, installation and configuration of a separate appliance
    Enable SonicWALL Comprehensive Anti-Spam Service with literallyone mouse click
    As email moves from an annoyance to a security threat…
    SonicWALL’s firewall can filter email, but Barracuda’s anti-spam products can’t filter security threats
    SonicWALL scans EVERY protocol and EVERY packet
    Who do you trust to protect you?
    Barracuda uses free, open source technology for their operating system, spam and antivirus
    SonicWALL’s Comprehensive Anti-Spam Service leverages the same engine as in its award-winning enterprise-class email security software and appliances
    How protected do you want to be?
    Barracuda updates against threats once per hour
    SonicWALL’s GRID network of over 4 million business endpoints protect every SonicWALL email security customer in real time against the latest threats
    Want to see your mail?
    Barracuda’s open source engine is known for its high false positive rate
    SonicWALL’s GRID network, Advanced Reputation Management and Advanced Content Management produce one of the industry’s lowest false positive rates
    Value your time?
    Spammers love Barracuda’s open-source technology, because they know how to avoid it. Barracuda requires admins to constantly tweak and add new policies and rules to catch spam
    SonicWALL can be managed in less than 5 minutes per week
  • SonicWALL GRID NetworkResponsible for all updates to Email Security solutions
  • SonicOS 5.5 Updates
  • Features Available in SonicOS 5.5
    Networking Features
    Multi-WAN Phase 1
    IP Helper Enhancements
    DHCP Enhancements
    DNS Rebinding Attack Prevention
    Asymmetric Routing Layer 2 Bridge Mode (NSA 3500-E7500)
    Simple Certificate Enrollment Protocol (SCEP)
    User Enhancements
    SSO Enhancements
    Guest Services for non-wireless zones
    One time schedule
    Redundancy and Reliability
    Active-Active UTM (E-Class)
    Probe enabled policy based routing
    Fail-to-Wire (E7500)
    Virtual Private Networking (VPN)
    Route based VPN
    Wireless Enhancements
    WLAN Layer 2 Bridge Mode
    Solera Networks Integration
    Deep Packet Forensic Logging and Replay
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • Platform support: SonicOS 5.5
    E-Class NSA Series
    NSA E7500
    NSA E6500
    NSA E5500
    NSA Series
    NSA 5000
    NSA 4500
    NSA 3500
    NSA 2400
    NSA 240
    TZ Series
    TZ 210/210w
    TZ 200/200w
    TZ 100/100w
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • SonicOS 5.5 Platform/Feature Chart
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • SonicPoints and Secure Wireless
  • CONFIDENTIAL All Rights Reserved
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    SonicWALL SonicPoint-N Dual-Band
    2.4 GHz and 5GHz Channels
    Three 5 dBi dual-band diversity fixed antennas
    Multiple Security options: IEEE 802.11i, WPA, WEP
    3 TNC connectors for third party antennas
    Completely managed through Security Appliance GUI (SonicOS 5.2 or higher)
    Uses MIMO technology
    Wall and Ceiling mountable
    802.11d Support – Multi-country roaming for power and channel adjustments
    Multiple SSIDs using Virtual APs
    Powered using 802.3af PoE only!
    *When used with SonicWALL SSL-VPN appliance
    SonicWALL Confidential. Do not distribute in any form.
  • CONFIDENTIAL All Rights Reserved
    86
    SonicWALL Clean Wireless Solution
    Solution enablers:
    SonicWALL Network Security appliance
    SonicWALL SonicPoint-N Dual-Band
    SonicWALL Power over Ethernet (PoE) Injector Gigabit-N
    SonicWALL Comprehensive Security Gateway Suite
  • CONFIDENTIAL All Rights Reserved
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    Distributed Enterprise Deployment
  • CONFIDENTIAL All Rights Reserved
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    Retail or Medical Deployment
  • Active-Active UTM
  • Configuration
    Primary
    HA Link
    HA Data Link
    Backup
    LAN Network
    Attach the dedicated HA data link
    Enable Active-Active UTM
    Select the HA Data Interface
    The HA Data Interface can only be an unassigned interface
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • CPU Utilization Example
    Utilization for both CPUs is displayed for the admin
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • Multi-WAN
  • Multi-WAN Enhancements
    Provides WAN Load Balancing (WLB) for up to four WAN interfaces
    Provides both physical and logical monitoring for all configured WAN interfaces
    For more than two WAN’s Load Balancing options include:
    Destination Round-Robin
    Percentage-Based
    Policy based routing
    4 WAN Interfaces
    Secure LAN Network
    Secure DMZ Network
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • Route Based VPN
  • Route Based VPN Terminology
    Tunnel Interface: A Tunnel Interface can be defined between the two end-points of the tunnel. Static routes will be used to route traffic through the tunnel interface.
    Note: The Tunnel Interface must be bound to a physical interface and the IP address of that physical interface is used as the source address of the tunneled packet.
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • WLAN Layer 2 Bridge Mode
  • Layer 2 Bridge Mode: An interface placed in this mode becomes the Secondary Bridge Interface to thePrimary Bridge Interface to which it is paired. The resulting Bridge-Pair will then behave like a two-port learning bridge with full L2 transparency, and all IP traffic that passes though will be subjected to full stateful and deep-packet inspection.
    Configuration Options
    Supported on the internal radio of the TZ 100w, 200w, 210w
    TZ 100/200/210 Series, NSA, E-Class NSA appliances with SonicPoints
    About WLAN Layer 2 Bridge Mode
    Copyright 2009 SonicWALL Inc. All Right Reserved.
  • SSL-VPN
  • CONFIDENTIAL
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    The Products & Positioning
    Dedicated SSL VPN Solutions
    Integrated Solutions UTM + SSL VPN
    SMB SSL VPN Target Market
    E-Class SSL VPN Target Market
    • Customer: SMB
    • Required characteristics:
    • Easy to manage/use
    • Versatile (broad platform support)
    • Cost effective
    • Competition: Barracuda, Watchguard, Microsoft
    • Customer: Mid tier, Enterprise
    • Required characteristics:
    • Easy to use
    • Versatile (broad platform support)
    • Strong policy management
    • Industry recognition / certification
    • Competition: Juniper, Citrix, F5, Array, Check Point
    Hybrid VPN Target Market
    • Customer: SME
    • Required characteristics:
    • Primarily network level access
    • Dominantly Windows support
    • Cost effective
    • Competition: Cisco
    Enterprise
    NSA E-Class UTM
    SonicWALL Aventail SRA EX7000
    Mid Tier
    SonicWALL Aventail SRA EX6000
    NSA UTM
    SonicWALL SRA 4200
    TZ UTM
    SMB
    SonicWALL SSL-VPN 200
    EASY ACCESS ACCESS CONTROL (GRANULAR POLICY)
    Emphasis of Customer Need
  • CONFIDENTIAL
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    Web Application Firewall
    Web Application Firewall is a security technology that protects Web applications from attacks such as cross-site scripting, SQL injection, etc
    Market adoption has been slow but is accelerating due to compliance mandates
    Option 2 in PCI-DSS v1.1 requirement 6.6 suggests implementation of a WAF in front of Web applications
    Major players are producing SMB offerings – Barracuda, Microsoft, Breach
    In the 8 months that WAF has been available as a technology preview (firmware v3.5), there has been +500 activations
  • CONFIDENTIAL
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    Virtual Assist
    SonicWALL Virtual Assist opens up the possibility for a technician to provide on-demand technical assistance for laptop or desktop issues to a customer via a Web browser. Virtual Anywhere
    Runs on all SSL VPN sollutions
  • Q&A
  • Thank You!