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1© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
V2.1, April 2006
Secure WAN CommercialStrategies to Sell Security RoutersInto the Commercial (SMB) Segment
2© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Win with Secure WAN
Upsell Security in EVERY Router Sale
Increase your top line—convert $40K deal into $60K
Improve your margins through incentive $$$
Compelling ROI for customer to buy bundles now versus adding security later
Cisco® Security Routers are hot—60% growth y-o-y for 3rd straight year
And Gold Mine for the Future
Build lucrative security franchise with Cisco security portfolio and value-added services
Close the door on the competition
If you aren’t selling Cisco Security Routers, someone else is…
3© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
How to Sell Secure WAN?
• Any router sale, e.g. network expansion
• Greenfield taking advantage of new applications
• Migrate legacy-installed base
• Identify pain points─use secure WAN qualification questions
• Use ROI tools, case studies
• Leverage not-for-resale kits, demo vans, and VoDs
Identify Opportunities
Qualify Customers
Demonstrate Value
Close Sale
• Upsell secure WAN on every router sale!
4© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Upsell Secure WAN With Every Router Sale
Initial Sale• Example: Automotive supply chain customer
• Need Cisco® 1841 WAN routers for 40 locations
Secure WAN Upsell• Minimizes downtime – IP VPN backup
• Reduces pain of worms/viruses – IPS
• Minimizes risk of exposing customer data – NAC
Platform Upsell• Reseller went on to present future voice, video
surveillance applications, upsold 2821s!
• The final deal closed at $153K
Secure WAN UpsellSale Value $80,000
Gross Margin $4,000
VIP Rebate $5,600
OIP Discount $4,000
Total Gross Margin $13,600
Initial SaleSale Value $44,600
Gross Margin $2,230
Platform UpsellFinal Product Sale $153,000
Final Gross Margin $26,000
• Plus continuous customer relationship, revenue stream:SMARTnet renewals, IPS subscription, annual assessments & audits
Incentives Increase Gross Margin
Secure WAN Upsell
Double-click to customize analysis:
5© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
ProductWorldwide
UnitsStatus Customer Risk Analysis
Cisco 1700 2,500,000 End of Sale • Product unavailable in 6–12 months
Cisco 2600 2,500,000 End of Sale • Product unavailable in 6–12 months
Cisco 3700 200,000 End of Sale • Product unavailable in 6–12 months
Cisco 1600 1,600,000 End of Life• No bug fixes• No TAC support• No hardware replacement or repair
Cisco 2500 2,000,000 End of Life• No bug fixes• No TAC support• No hardware replacement or repair
Cisco 3600 680,000End of Software
Maintenance• Product may not receive bug fixes or
security patches
Migrate Installed BaseMillions of Devices, $10B+ Opportunity
Announced March 2006!
6© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
The Routing Evolution:Modernizing the Access Router Base
Cisco 1800 Series
Cisco 3600
Series
Cisco 3700
Series
Cisco 2800 Series
Cisco 1600
Series
Cisco 3800 Series
Cisco 1720/1721
Cisco 2500
Series
Cisco 1750/1751
1760Series
Cisco2600
2600XMSeries
Performance and Services Density
Cisco 3800 Series
Non-Cisco Routers—3Com, Adtran, Allied Telesyn, Bintec, Nortel, Siemens, Vanguard…
7© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Migrate Installed Base
• Example: Real estate agency had Cisco® 2500 Routers at 30 locations
• Cisco partner migrated to Cisco 2821 High-Performance Security Bundles
Built-in firewall and IPS enhances security
Compliance with regulatory requirements
Network ready for future V3PN deployment
• Leveraged relationship with existing customer to generate new revenue stream
• Improved margins through Cisco migration credits (TMP, TAP)
Additional service revenues i.e. implementation
• Shut out competitive add-on security gear
Before Migration CreditsSale Value $132,000
Gross Margin $6,590
Migration CreditsTMP Credit $24,700
TAP Backend Rebate $2,500
Improved Customer Relationship, New Revenue Stream + $2500 Rebate
Secure WAN Migration
Double-click to customize analysis:
8© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Top Reasons For Modernizing Your Customers’ Networks
• Increase SecurityAssure Network Security and Data Security
Create the Foundation for a Self Defending Network
• Meet Demand for Greater Performance and FlexibilityGreater CPU Performance, Traffic Throughput
More Slots for Service Modules, More Wireline and Wireless Options
• Prepare for New and Upcoming Business ApplicationsConcurrent Services and Future Services Don’t Scale – or Don’t Work -- on Legacy Platforms
• Reduce Long-term TCO with Convergence of IT Services and Network Simplification
WEB SERVICESWEB SERVICESCOLLABORATIONCOLLABORATION ANALYSIS ANDDECISION MAKINGANALYSIS ANDDECISION MAKING
OPPORTUNITYENHANCEMENTOPPORTUNITYENHANCEMENT
COMMUNICATIONCOMMUNICATION
9© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Grow Revenue Through Value-Added Services
• Vulnerability Assessments
• Security Posture Assessments
• Security Policy Setup
• Network Design and Security integration
• Business Continuity Plan
• Implementation
• Technical Support
• Software Subscription (IPS)
• Security Audits
• Log Analysis
• Security Advisories and Impact
• Security Incident Response
Planningand Design
Implementationand Operation
Increased Top LineEnhanced Customer Relationship and Retention
10© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
What to Sell—Secure WAN BundlesCisco 800 through 3800 Series Routers
Baseline Security Bundles (SEC)
• Remote access and site-to-site VPN with embedded VPN acceleration
• Application firewall, IPS, Network Admission Control, URL filtering
• WAN backup, router availability, service protection
High-Performance Security Bundles (HSEC)
• Baseline + advanced VPN acceleration + compression
Secure Voice Bundles (VSEC-CCME)
• Baseline + DSP + voice gateway + Cisco® Unified CallManager Express
Secure Wireless Bundles (W-AG)
• Baseline + wireless LAN
11© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Secure WAN Solutions─Solving Customer Problems
12© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
IP NetworkIP Network
Defending Business Operations
E-MailE-Mail CalendarCalendar
WirelessWireless
Web ApplicationWeb ApplicationAudio
ConferencingAudio
Conferencing
Voice MessagingVoice Messaging
Theft of Customer Data
Fraud
Extortion
Information Harvesting
Corporate Espionage
Mandatory Disclosure
Scams
Organized Crime Blackmail
IP TelephonyIP Telephony Instant MessagingInstant Messaging
13© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
C
Secure Voice and Wireless• Secure
convergence of voice and data services
• Secure integration of wired and wireless
B
Data and Identity Protection
• Network segregation into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based network access
Business Services Need Continuous Connectivity, Requiring the Network to be Secure and Available
Services ConnectivitySecure Available
Typical Customer Requirements
Secure Connectivity
• Encrypted VPN between sites or partners
• Secure remote access
• High ROI Leased line/Frame Relay to VPN migration
A D
Business Continuity
• Network availability during attacks and disasters
• Uninterrupted operation of business-critical applications
14© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Security Integrated Into the Network
“The top emerging technology trend, regardless of site type or timeframe, is the integration of security features like firewall, VPN, IDS, etc., into routers.”
Infonetics, 2005
Cisco® Security RoutersAll-In-One Security for the WAN
SSL and IPSec VPN
WAN Backup
Network Admission
ControlApplication
FirewallIntrusion
Prevention
Network Foundation ProtectionWireless
IP Telephony
URL Filtering
15© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
C
Secure Voice and Wireless
• Secure convergence of voice and data services
• Secure integration of wired and wireless
B
Data and Identity Protection
• Segregate networks into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based network access
Secure Connectivity
• Encrypted VPN between sites or partners
• Secure remote access
• High ROI Leased line / Frame Relay to VPN migration
A D
Business Continuity
• Network availability during attacks and disasters
• Uninterrupted operation of business-critical applications
Cisco Security Router Solutions:Secure Connectivity
Cisco® Security Routers
SSL and IPSec VPN
WAN Backup
Network Admission
ControlApplication
FirewallIntrusion
Prevention
Network Foundation ProtectionWireless
IP Telephony
URL Filtering
16© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Secure Connectivity Overview
Remote Access VPN• Hardware VPN for small
offices and telecommuters• Software VPN for mobile users
Small Branch
Branch Office
Small Office and Telecommuter
Corporate Office
Secure Tunnel
Business Requirements• Encrypted VPN connectivity between sites or partners
• Secure remote access
• High ROI of Leased line/Frame Relay to VPN migration
High-Performance VPN• For larger sites including
head office aggregation
Site-to-Site VPN• Interconnect branch
offices over IP
A
Internet
17© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
How to Sell Secure Connectivity
Customer Qualification Questions:
• Have you reviewed ongoing costs of Leased Line or Frame Relay links?
• Are you considering migrating to VPN?
• Is your business regulated by HIPPA, SOX, EU Directive 95/46?
• Are you planning to offer secure remote access to employees or partners?
• Many customers are migrating for cost savings and/or broadband performance
Show case study and ROI analysis
• Customers need encryption to ensure compliance with legislation
With external entities and internally between buildings or groups
• Select a secure WAN bundle based on performance and services
Less expensive to purchase the Cisco® Secure WAN solution now, versus upgrading later
• Demo appropriate VPN solutions
Easy VPN, DMVPN, SSL VPN
NO YES
A
18© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Compelling ROI for VPN Migration
1.5M (512k CIR) Port Speed
30 Sites
Access Charge/Site = $350
Total Branch Access = $10,150
Head-End Access = $3,800
Total Cost Per Month = $13,950
1.5M Port Speed
30 Sites
Cost of 2811 x 29 Sites = $78,760
Cost of 3845 Head-End = $12,700
Total Nonrecurring Cost = $91,460
Access Charge/Site = $80
Total Branch Access = $2,320
Head-End Access = $3,800
Total Cost Per Month = $6,120
Before: Frame Relay After: Broadband IP VPN*
A
* Broadband based on DSL/cable Internet business services avg Frame charge based on SP avg T1 services
$8K per month savingsEquipment paid off in less then a year
Secure WAN FR-to-VPN
Double-click to customize analysis:
19© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Upsell High Performance Security Bundles
Cheaper to Buy Now vs. Later
CapEx savings: $2,000 - $10,000OpEx savings (no truck roll): 10-50% of price of platform
A
Product A-La-CarteHigh-Performance Security Bundle
(HSEC)Savings
Cisco 1841 $6,345 $2,995 $3,350
Cisco 2801 $7,695 $3,595 $4,100
Cisco 2811 $6,695 $4,095 $2,600
Cisco 2821 $8,095 $5,495 $2,600
Cisco 2851 $10,695 $8,095 $2,600
Cisco 3825 $14,500 $12,395 $2,105
Cisco 3845 $19,000 $15,895 $3,105
20© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Secure Connectivity Case Study:Data Encryption for Frame Relay or Leased Lines
Business Problem
• Reduce risk of exposing customer data (e.g. credit card), avoid painful disclosure and negative publicity
Real-Life Example
• Online retailer with WAN connectivity via Frame Relay
• Their Service Provider mis-provisioned a DLCI change
• Another company’s network overlapped into their network…
• Notification of Risk to Personal Data (NORPDA) mandates that all customers be notified of breach
Solution
• Customer now encrypts all traffic over their WAN
Un-encrypted traffic is denied entrance to their FR network
• Ensures security of customer data
A
21© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Cisco Security Router Solutions:Data and Identity Protection
C
Secure Voice and Wireless
• Secure convergence of voice and data services
• Secure integration of wired and wireless
B
Data and Identity Protection
• Segregate networks into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based network access
D
Business Continuity
• Network availability during attacks and disasters
• Uninterrupted operation of business-critical applications
Secure Connectivity
• Encrypted VPN between sites or partners
• Secure remote access
• High ROI Leased line / Frame Relay to VPN migration
A
Cisco® Security Routers
SSL and IPSec VPN
WAN Backup
Network Admission
ControlApplication
FirewallIntrusion
Prevention
Network Foundation ProtectionWireless
IP Telephony
URL Filtering
22© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Data and Identity Protection Overview
Small Branch
Branch Office
Small Office and Telecommuter
Corporate Office
B
Identity and Controlled Access
• Enforce policy-based access• Identify and prevent
noncompliant devices
Outbreak Prevention• Block spread of known
worms, viruses, etc.• Respond quickly to
emerging threats
Perimeter Defense• Firewall (L2-L7)• Web usage control
Business Requirements• Network segregation into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based access to network assets
Internet
23© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
How to Sell Data and Identity Protection
NO YES
B
• Select the right secure WAN bundleLess expensive to purchase the Cisco® Secure WAN solution now, versus upgrading later
• Demo the appropriate data and identity protection solutionsApplication firewall, IPS, DTM, NAC, URL filtering
• Mitigating infections at the perimeter conserves WAN bandwidth, allows faster response
• Companies need to protect their customer records and privacy to pass security audits
• URL filtering monitors and enforces surfing policies, reduces legal risks
• Show case study and ROI analysis
Customer Qualification Questions:
• Need perimeter protection against worms, viruses, and trojans?
• Concerned with unauthorized access, security posture of laptops and PCs?
• Need to comply with information privacy laws, e.g. SOX, HIPAA, EU Directive 95/46?
• Required to enforce Internet surfing policies, prevent illegal downloads?
24© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Data and Identity Protection Drivers:Loss of Data, Time
• Average cost of a security incident:
£10K for small companies
More than £120K for large business
• Biggest impact:
Availability of information
• Additional costs:
Disruption to business
Time spent responding to the incident
Direct cash spent responding to the incident
Direct financial loss
Damage to reputation
• Average cost of a security incident:
£10K for small companies
More than £120K for large business
• Biggest impact:
Availability of information
• Additional costs:
Disruption to business
Time spent responding to the incident
Direct cash spent responding to the incident
Direct financial loss
Damage to reputation
Annual Loss from Unauthorized Access
to Information
Survey Year
Loss per respondent
2005 $303,234
2004 $51,545
2003 $12,592
Source: CSI/FBI Computer Crime & Security Surveys, Morgan Stanley Research, 2005
*Source: UK Department of Trade and Industry Information Security Survey, 2004
B
25© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Data and Identity Protection Drivers:Legislation
• Sarbanes-Oxley, Section 404Severe CEO/Corporate penalties for noncompliance
• Health Insurance Portability and Accountability Act (HIPAA)Affects healthcare
Up to $250,000 in fines and 5 years in Jail─per violation
• Gramm-Leach-Bliley Act (GLBA)Affects financial services
CIO-level staff can be held personally liable plus penalties and class-action suits
• Notification of Risk to Personal Data Act (NORPDA)
ALL customers must be notified of breach
• SB1386 (California)
ALL customers must be notified of breach
B
26© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Data and Identity Protection Case Study:Securing Proprietary Information
Business Problem
• Compliance with government regulations
Real-Life Example
• Infineon─Large global semiconductor enterprise
• Required maximum security for intellectual property
Solution
• Network security integration, low OpEx
Single chassis Cisco® Catalyst® 6500 Series Switch for VPN, security, routing, switching
• IPSec VPN over LAN and encrypted multicast
Cisco Catalyst IPSec VPN Shared Port Adapter
Advanced Encryption Standard (AES) encryption in line with federal and government agency standards
• High-performance data security, wireless
Service modules for firewall, intrusion detection, network analysis, WLAN
B
27© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Cisco Security Router Solutions:Secure Voice and Wireless
C
Secure Voice and Wireless
• Secure convergence of voice and data services
• Secure integration of wired and wireless
B
Data and Identity Protection
• Segregate networks into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based network access
D
Business Continuity
• Network availability during attacks and disasters
• Uninterrupted operation of business-critical applications
Secure Connectivity
• Encrypted VPN between sites or partners
• Secure remote access
• High ROI Leased line / Frame Relay to VPN migration
A
Cisco® Security Routers
SSL and IPSec VPN
WAN Backup
Network Admission
ControlApplication
FirewallIntrusion
Prevention
Network Foundation ProtectionWireless
IP Telephony
URL Filtering
28© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Secure Voice and Wireless Overview
Business Requirements• Secure convergence of voice and data services
• Secure integration of wired and wireless
POS Registers
Employee Mobility
Guest Access
IP Video
IP Phone
Secure Wireless• Dual-band wireless
(802.11 a, b/g)• Public wireless hotspot
Secure Voice• Integrated IP-PBX
and PSTN gateway• Voice, video, and
data over VPN
C
Internet PSTN
29© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
How to Sell Secure Voice and Wireless
Customer Qualification Questions:
• Are you considering IP communication applications at your campus or branch office?
• Do you need wireless access for employees, guests, customers?
• Do you plan to reduce telecom costs by consolidating voice and WAN links?
• Many customers are implementing IP telephony and wireless services for cost savings and improved productivity
Show case study and ROI analysis
• Existing investment in voice and WLAN equipment could be further leveraged through consolidation of separate networks onto ISRs
• For voice, consider VSEC bundles—high application performance and resiliency
Less expensive to purchase secure WAN bundle now, versus upgrading later
• Demo Cisco® Secure Voice and Wireless solutions
NO YES
C
30© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Upsell Secure Voice (VSEC) BundlesC
VSEC-CCME bundles include:
• Cisco® IOS® Advanced IP Services Feature Set
• DSP (PVDM), Memory
• Cisco Unified CallManager Express Feature License
Product A-La-CarteSecure Voice Bundle
(VSEC-CCME)Savings
Cisco 2801 $5,745 $4,095 $1,650
Cisco 2811 $5,995 $4,695 $1,300
Cisco 2821 $8,445 $6,395 $2,050
Cisco 2851 $12,895 $9,595 $3,300
Cisco 3825 $17,800 $13,795 $4,005
Cisco 3845 $22,500 $17,995 $4,505
Cheaper to Buy Now vs. Later
31© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
The ROI of Wireless
2001 2003
End-User Average Network Connection Time
1¾ hours more per day
3½ hours per day
Average Daily Time Savings 70 minutes 90 minutes
End-User Productivity +23% +27%
Value of Time Saved Per Employee
$7K $14K
Source: NOP World Technology, 2003
The Business Benefits: Rise in Productivity
C
32© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Secure Voice Case Study
Business Problem
• Secure voice and data for remote sites
Real-Life Example
• ePlus—Financial solutions and enterprise software
• Needed to unify dispersed nationwide workforce
Solution
• Voice functions integrated into Cisco® ISRs
Replaced 35 disparate phone systems
Now employees reach coworkers anywhere with four-digit extension
• Connectivity costs cut by $840K per year by migrating from Frame Relay to DMVPN
• Future videoconferencing, content caching, intrusion prevention, and NAC services
• Quick business expansion─cookie-cutter deployment, phones for new sites up in 2 hours
C
“The Cisco ISRs allow us to centralize everything into a router. By the time we have completed our deployment, we will have doubled …our organization, while reducing maintenance and circuit costs.”
Chris Fairbanks, Principal Network Architect, ePlus Inc.
33© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Cisco Security Router Solutions:Business Continuity
C
Secure Voice and Wireless
• Secure convergence of voice and data services
• Secure integration of wired and wireless
B
Data and Identity Protection
• Segregate networks into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based network access
Secure Connectivity
• Encrypted VPN between sites or partners
• Secure remote access
• High ROI Leased line / Frame Relay to VPN migration
A D
Business Continuity
• Network availability during attacks and disasters
• Uninterrupted operation of business-critical applications
Cisco® Security Routers
SSL and IPSec VPN
WAN Backup
Network Admission
ControlApplication
FirewallIntrusion
Prevention
Network Foundation ProtectionWireless
IP Telephony
URL Filtering
34© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Business Continuity Overview
Small Branch
Branch Office
Small Office and Telecommuter
Corporate Office
D
WAN Backup• Backup VPN over
broadband (DSL, cable) or dial (PSTN, ISDN)
Business Requirements• Network availability during attacks and disasters
• Uninterrupted operation of business-critical applications
Service Protection• Head-end redundancy• Survivable remote
telephony
Router Availability• Device lockdown and secure
remote management• Day zero attack detection
Internet
35© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
How to Sell Business Continuity
Customer Qualification Questions:
• Do you have a disaster recovery plan that includes business-critical network services?
• Are you considering using VPN as a backup for Frame Relay/Leased Lines?
• Do you need to protect your network infrastructure against denial-of-service attacks?
• Network downtime due to natural or man-made disasters impacts uninterrupted access to mission-critical applications
• Many customers use IP VPN as a backup─flexible and cost effective
• If you are migrating to broadband (xDSL), leverage existing dial/ISDN links for dial backup
• Show case study and ROI analysis
NO YES
D
• Upsell secure WAN bundles that support dual WAN capability
• Less expensive to purchase the Cisco® Secure WAN solution now, versus upgrading later
• Demo appropriate VPN solutionsDial backup, stateful failover, SRST, CPP, Cisco AutoSecure, SDM
36© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Business Continuity Drivers:The Cost of Downtime
Cost of downtime
• Employee productivity
• Lost sales opportunity
• Lost customers, reputation
• Cost of restoring system, analysis
Cost of downtime
• Employee productivity
• Lost sales opportunity
• Lost customers, reputation
• Cost of restoring system, analysis
D
Source: Alinean, 2004
37© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Business Continuity Case Study:Backup for Frame Relay Using VPN
Business Problem
• Business continuity through VPN backup for WAN
Real-Life Example
• Network appliance─Unified storage solutions
• Rapid growth─Adding new offices, moving several large locations
• Needed flexibility and security to use connectivity options available at each site
Solution
• Field offices have direct WAN and ISP connections
If WAN link goes down, traffic rerouted to hub sites over the ISP link
• ISRs provide single solution for T1/E1, DSL, cable, and DS3
• Scales incrementally─Can deploy multiple DS-3 links to each router without having to replace the router itself
• Built in security and QoS
D
38© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Summary
39© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Cisco Security Routers:Solving Enterprise Network Security Needs
Cisco® Security Routers
SSL and IPSec VPN
WAN Backup
Network Admission
ControlApplication
FirewallIntrusion
Prevention
Network Foundation ProtectionWireless
IP Telephony
URL Filtering
D
Business Continuity
• Network availability during attacks and disasters
• Uninterrupted operation of business-critical applications
C
Secure Voice and Wireless
• Secure convergence of voice and data services
• Secure integration of wired and wireless
B
Data and Identity Protection
• Segregate networks into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based network access
Secure Connectivity
• Encrypted VPN between sites or partners
• Secure remote access
• High ROI Leased line / Frame Relay to VPN migration
A
40© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Secure WAN Bundles SummaryCisco 800–3800 Series Routers
A
B
D
C
Solution Sets
Baseline Security Bundles
(SEC)
High-Performance
Bundles (HSEC)
Secure Voice Bundles (VSEC)
Secure Wireless Bundles (W-AG)
Secure Connectivity
• Site-to-Site VPN
• Remote Access VPN
• High-Performance VPN
Data and Identity Protection
• Perimeter Defense
• Outbreak Prevention
• Identity and Controlled Access
Secure Voice and Wireless
• Voice Gateway
• Cisco Call Manager Express (VSEC-CCME)
• Wireless
Business Continuity
• WAN Backup, Router Availability
• Stateful IPSec and Firewall Failover
• SRST (VSEC-SRST)
41© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Resources
Secure WAN Information
Secure WAN Home Page www.cisco.com/go/partner-secwan
Email secure-wan@cisco.com
Latest marketing collateral to influence Business Decision Makers and Technical Decision Makers
Channel Incentive Programs
Value Incentive Program www.cisco.com/go/vip Back-end rebate (7% for Secure WAN) for qualified partners
Trade-In Accelerator Promotion www.cisco.com/go/tap 10–15% back-end rebate on migration credit for qualified partners
Opportunity Incentive Program www.cisco.com/go/oip Up to 50% discount on new customer deals for qualified partners
Solution Incentive Program www.cisco.com/go/sip Rewards for solutions approach
Foundation Advantage Programs
Technology Migration Plan www.cisco.com/go/tmp Credit for turning in Cisco equipment
Competitive Equipment Exchange www.cisco.com/en/US/partner/partners/pr11/incentive/ce.html
Credit for turning in competitive gear
Leasing Resale 1–3% to channel partner
Additional Information
Demo Box www.cisco.com/go/partner-demobox Not-For-Resale Kits
Cisco® Branded Resale of Technical Support Services www.cisco.com/en/US/partner/products/svcs/ps3844/ps3845/ps3846/serv_home.html
Cisco SmartNet®, IPS subscription
Cisco Branded Resale of Advanced Services http://www.cisco.com/en/US/partner/products/svcs/ps3844/ps3845/ps3848/serv_home.html
Technology Application Support
42© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Secure WAN—Winning Strategy to Sell Cisco Security Routers
• Security is the #1 network concern for your customers
If they are not buying it from you, they are buying it from your competitors!
• The Cisco® Secure WAN strategy is a lucrative way to leverage Cisco Router sales
1.2M Cisco Access Routers sold each year, the upside is huge!!!
43© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
44© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Which Bundles to UpsellCisco 800–3800 Routers: SEC, HSEC, W-AG
ISR Product FamilyBaseline Security
Bundles (SEC)High Performance Bundles (HSEC)
Secure Wireless Bundles (W-AG)
Cisco® 3800 ISR
• Cisco 3845 CISCO3845-SEC/K9 CISCO3845-HSEC/K9 —
• Cisco 3825 CISCO3825-SEC/K9 CISCO3825-HSEC/K9 —
Cisco 2800 ISR
• Cisco 2851 CISCO2851-SEC/K9 CISCO2851-HSEC/K9 —
• Cisco 2821 CISCO2821-SEC/K9 CISCO2821-HSEC/K9 —
• Cisco 2811 CISCO2811-SEC/K9 CISCO2811-HSEC/K9 —
• Cisco 2801 CISCO2801-SEC/K9 CISCO2801-HSEC/K9 —
Cisco 1800 ISR
• Cisco 1841CISCO1841-SEC/K9
CISCO1841-T1SEC/K9 CISCO1841-HSEC/K9 —
• Cisco 1811/1812CISCO1811/K9CISCO1812/K9
—CISCO1811W-AG-A/K9CISCO1812W-AG-A/K9
• Cisco 1802 CISCO1802-SEC/K9 — —
Cisco 800 ISR
• Cisco 871 CISCO871-SEC-K9 — —
• Cisco 876/877/878CISCO876-SEC-I-K9CISCO877-SEC-K9CISCO878-SEC-K9
— —
45© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Which Bundles to UpsellCisco 800–3800 Routers: VSEC
ISR Product FamilySecure Voice
Bundles (VSEC)Secure Voice + CCME Bundles (VSEC-CCME)
Secure Voice + SRST Bundles (VSEC-SRST)
Cisco® 3800 ISR
• Cisco 3845 C3845-VSEC/K9 C3845-VSEC-CCME/K9 C3845-VSEC-SRST/K9
• Cisco 3825 C3825-VSEC/K9 C3825-VSEC-CCME/K9 C3845-VSEC-SRST/K9
Cisco 2800 ISR
• Cisco 2851 C2851-VSEC/K9 C2851-VSEC-CCME/K9 C2851-VSEC-SRST/K9
• Cisco 2821 C2821-VSEC/K9 C2821-VSEC-CCME/K9 C2821-VSEC-SRST/K9
• Cisco 2811 C2811-VSEC/K9 C2811-VSEC-CCME/K9 C2811-VSEC-SRST/K9
• Cisco 2801 C2801-VSEC/K9 C2801-VSEC-CCME/K9 C2801-VSEC-SRST/K9
Cisco 1800 ISR
• Cisco 1841 — — —
• Cisco 1811/1812 — — —
• Cisco 1802 — — —
Cisco 800 ISR
• Cisco 871 — — —
• Cisco 876/877/878 — — —
46© 2006 Cisco Systems, Inc. All rights reserved.SecureWANCommercialHowToSell Cisco Confidential
Cisco 3800 ISRUp to 100 SSL VPN Users
Cisco Routers with SSL VPN SSL VPN Portfolio and Pricing
• Simple and cost-effective – Single license for all SSL VPN functions
• Pricing: $30 per user; 10, 25, and 100 license packs available
PR
ICE
Example:Cisco 2811 Security Bundle ... $ 3,395
Add 50 SSL Users ... $ 1,500Total Solution Price: ... $ 4,895
Cisco 1800 ISRUp to 25 SSL VPN Users
Small Business / BranchSmall Business / Branch Medium Business / BranchMedium Business / Branch
Cisco 2800 ISRUp to 75 SSL VPN Users
PERFORMANCE
A
2-User Demo License provided on Cisco 870–7301 Routers
Cisco 7200/7301Up to 150 SSL VPN Users
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