Dell SonicWALL Firewall
Selling Services & More
Beyond Firewall – Transform & Extend
Firewall appliances
“Platform”
• Most comprehensive
range of firewalls for SMB,
mid-enterprise, large
enterprise and carrier
markets in the industry
• Patented ReassemblyFree Deep Packet
Inspection goes beyond
stateful inspection for
highest protection
without compromising
speed
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Confidential
Firewall services
“Transform”
• 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
Add-on products
“Extend”
• 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)
SonicWALL
Beyond Firewall – Benefits for customers
Firewall appliances
“Platform”
“It is not a box” it the heart
of your security network
Transactional
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Confidential
Firewall services
“Transform”
Leverage your existing
investment to add a wide
set of security services for
total protection
Relational
Add-on products
“Extend”
Single vendor with a tight
integration of products for
all your security/networking
needs simplifies support
and reduces TCO
Loyal
SonicWALL
Transform
Protect
Visualize
Secure
Access
Control
Firewall security services
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Confidential
SonicWALL
Firewall Security Services
Gateway Anti-Virus and AntiSpyware
Intrusion Prevention
Protects against a comprehensive
array of network-based threats and
vulnerabilities
Intelligence, Control and
Visualization
Granular control & real-time visualization of
applications running on your network for
maximum security & productivity
Content Filtering Service
Blocks inappropriate, illegal and
dangerous Web content
Enforced Client Anti-Virus &
Anti-Spyware
Automated client anti-virus and antispyware deployment and management
Comprehensive Anti-Spam
Service
Stops spam, phishing & malware at the
gateway
UTM SSL VPN
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Real-time gateway anti-virus scanning
and dynamic spyware protection
Confidential
Secure access to resources on the corporate
network for remote and mobile employees
SonicWALL
Gateway Anti-Virus and Anti-Spyware
File transfers,
sharing
IM & P2P
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FTP, IMAP,
HTTP etc
SMTP, POP3
Scans & Blocks
10M+
Unlimited
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.
signatures detecting millions
of pieces of malware and
intelligent enough to detect
new variants providing
effective zero-day
protection
Dell SonicWALL
Reassembly-Free Deep
Packet Inspection engine
scans analyzes all files in real
time—regardless of file size
or compression.
Confidential
SonicWALL
Intrusion Prevention
NSS Labs 2012 IPS SVM,
‘Recommend’ Quadrant
Scan & Block
software vulnerabilities
such as buffer overflows,
peer-to-peer and instant
messaging exploits,
backdoor attacks, and
other malware.
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Confidential
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?
(1) IDC's Worldwide Mobile Worker Population 2009-2013 Forecast
(2) Cisco Connected World Technology Report, 2011
Report &
Analyze
• Advanced on box reporting
• IPfix / Netflow exporting
SonicWALL
Application Intelligence, Control and Visualization
Identify
Categorize
5000+application signatures
• By Application
By Application
• Not by Port & Protocol
By User/Group – LDAP/SSO
• Not by IP
By Content Inspection
• Not by Filename
• 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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Confidential
SonicWALL
Content Filtering Service
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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16M+
56+
Website rating database
used to block
inappropriate and
illegal content, reduces
organizational liability
and increases
productivity
• Granular level blocking
based on pre-defined
categories.
• IP-based HTTPS
content filtering to
control user access to
web sites over
encrypted HTTPS
Confidential
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.
SonicWALL
Comprehensive Anti-Spam Service
1-click
to activate the service
and minutes to
configure to block
spam, phishing and
virus-laden inbound
SMTP email
1-interface
Multiple
on 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
proven, patented
techniques to stop
spam, phishing and virus
attacks with over 99%
effectiveness
Ideal for SMB
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Confidential
SonicWALL
Enforced Client Anti-Virus and Anti-Spyware Software
Powered by McAfee
Automated &
Enforced
Always-on
deployment of Anti-virus
and Anti-spyware
software to endpoints
using the firewall
enforcement engine
minimizes administrative
overhead
and most current Antivirus 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
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Confidential
SonicWALL
Deep Packet
Inspection
SSL DPI – Across other services
NGFW Breaking the Typical Target Initiated Attack Cycle
Extends
Deep Packet inspection
to SSL traffic scanning
both LAN and WAN
traffic for threats and
vulnerabilities
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Confidential
Across
Scans 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
SonicWALL
SSL VPN for firewalls
Clean VPN
enables employees to
telecommute safely by
protecting and securing
the integrity of both
IPSec and SSL VPN
access
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Confidential
SSL and IPSec
clients
Gateway
enforcement
on windows, Mac, iOS
and Android platforms
can be used to connect
to access network
resources like files,
applications and email
And ease of
management and
configuration flexibility
SonicWALL
How we sell the different services
Service or SKU Name
GAV
& AS
CFS
premium
IPS
Application
intelligence &
control
Comprehensive Gateway Security
Suite Bundle with 24x7 support
X
X
X
x
Gateway Anti-Malware, Intrusion
Prevention and Application
Control
X
X
X
Content Filtering Service
Premium Business Edition
Comprehensive Anti-Spam
Service
Enforced Client Anti-Virus & AntiSpyware
DPI SSL
SSL VPN for UTM
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24x7
Support
x
X
Flat annual subscription fee per firewall
Based on number of nodes/endpoints under protection
Perpetual (one-time) fee per firewall
Perpetual (one-time) fee per firewall - Limited no of users
SonicWALL
FlexSpend - On-Demand Dynamic Licensing
Single, Universal pre-paid credits SKU to activate and renew any Dell SonicWALL subscription
Minimize Sunk Cost
Reduces the potential loss of
upfront service investment by
letting customers recover any
amount 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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Confidential
Reduce Renewal
Contract Overhead
Minimize Cash Flow
Fluctuations
1-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.
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.
SonicWALL
Selling Just
Firewall Vs
Firewall +
Services
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Confidential
SonicWALL
Beyond Firewall – Benefits to you
Firewall services
“Transform”
Firewall appliances
“Platform”
Add-on products
“Extend”
Leverage your existing
investment to add a wide
set of security services for
total protection
“It is not a box” it is the
heart of your security
network
Single vendor with a tight
integration of products for
all your security/networking
needs simplifies support
and reduces TCO
Sales Motion
Relational
• Less Revenue
• Less Margin
Transactional
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Confidential
• High Revenue
• High Margin
• Recurring
Renewal
opportunity
SonicWALL
Making more with your solution sale - Example
Services offer higher
Transactional
NSA 3600
Hardware only
• Margin
• total sale price
• renewal opportunity
$3,995
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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Confidential
SonicWALL
Extend
Wireless
Analyzer
Scrutinizer
WAN
optimization
GMS
Add-on products
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Confidential
SonicWALL
Clean Wireless
Clean Wireless
Beyond encryption,
provides threat
detection and
prevention scanning for
all wireless traffic
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Confidential
High performance
“N” connectivity
Act as a replacement for
wired connectivity, with
speed and extended
range
Simple Deployment
Centralized
management and autoprovision to remove the
complexity of high
speed secure wireless
using Firewall as a
wireless controller
SonicWALL
WAN Acceleration (WXA) Series
WXA 500 Live CD
WXA 2000
WXA 4000
WXA 5000
Optimize Network
Efficiency
LAN-like performance
over the WAN to
decrease latency and
chattiness leading to a
better user experience
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Confidential
WXA Features
Protocol optimization
Compression
Byte caching/data deduplication
SMB/CIFS Acceleration
HTTP (Web) caching
Simple Deployment
Management of Security,
WAN Acceleration, VPN,
etc. from a single
console
Automatic provisioning
of the WXA appliances
Onboard Visualization to
see acceleration benefits
SonicWALL
Management and Reporting
Centralized Management of Security Policies
and
Real-time Reporting of Security Events
Global Management System
GMS
Centralized management, visualization,
monitoring & alerting, analytics &
reporting for Dell SonicWALL appliances.
Global Management System
Analyzer
Scrutinizer
Comprehensive Anti-Spam
Service
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Confidential
Centralized visualization, analytics &
reporting for Dell SonicWALL security
appliances.
IP data-flow monitoring, visualization,
analytics & reporting for any network
appliance.
SonicWALL
Analyzer
Dell SonicWALL Analytics and Reporting
Issues
• Difficulty capturing data
for regulatory compliance
audits.
• Hard to identify disruptive
users.
• Hard to prove SLA levels.
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Confidential
Solution
• Centralized console that
is easy-to-use and
affordable.
• Integrated features incl.
logging, analytics, and
historical reporting.
(1) IDC's Worldwide Mobile Worker Population 2009-2013 Forecast
(2) Cisco Connected World Technology Report, 2011
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.
SonicWALL
Scrutinizer
Multi-vendor IP Data Flow Analytics and Reporting
Issues
Identify
• Imprecise
isolationsignatures
of
5000+application
network
performance
issues
By Application
in complex data networks.
• Not by Port & Protocol
• Untraceable breaches from
By
User/Group
– LDAP/SSO
within
a corporate
data
•network.
Not by IP
Content Inspection
• By
Non-business
data traffic
company
•that
Notmisuses
by Filename
resources and employee
time.
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Confidential
Solution
Categorize
•• By
Uncover
bottlenecks and
Application
optimize
network
design
• By
Application
Category
with
a
multi-vendor
tool.
• By Destination
•• By
Identify
infected hosts
Content
inside
the
corporate
• By User/Group
network for remediation.
• Deliver granular reports
of user, website, and
application usage activity.
•
Benefits
Control
Lower network costs via
• Prioritize Apps by Policy
optimized, bandwidth
• Manage Apps by Policy
utilization.
• Block Apps by Policy
• Proactive mitigation of
• Detect and Block Malware
security threats before loss
• Detect & Prevent Intrusion
occurs.
Attempts
• Higher productivity by
•Manage network bandwidth
managing user activity.
SonicWALL
Global Management System (GMS)
Dell SonicWALL Policy Management, Analytics, and Reporting
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.
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Confidential
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.
SonicWALL
Management & Reporting High-Level Features
Product
Centralized
Management
GMS
Analyzer
Scrutinizer
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Confidential
Firewall
SRA
Email Security
CDP
n/a
n/a
Realtime
Monitoring
Syslog
&
IPFIX
-based
Syslog
-based
IPFIX
-based
Event
Alerting
Active
Realtime
Device
Monitoring
Active
Realtime
Device
Monitoring
Active
Realtime
Device
Monitoring
Historical
Logging
Visualization
and
Reporting
Appliance
Support
Syslog
&
IPFIX
Rich Graphical
Dashboards,
Pre-defined,
Customizable,
and Scheduled
Reports
SonicWALL
Syslog
Rich Graphical
Dashboards,
Pre-defined,
Customizable,
and Scheduled
Reports
SonicWALL
IPFIX
Rich Graphical
Dashboards,
Pre-defined,
Customizable,
and Scheduled
Reports
Multivendor
SonicWALL
Selling Just
Firewall Vs
Firewall +
Services + Addon products
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Confidential
SonicWALL
Beyond Firewall – Benefits to you
Firewall appliances
“Platform”
“It is not a box” it the heart
of your security network
Firewall services
“Transform”
Leverage your existing
investment to add a wide
set of security services for
total protection
Add-on products
“Extend”
Single vendor with a tight
integration of products for
all your security/networking
needs simplifies support
and reduces TCO
Sales Motion
Relational
• Less Revenue
• Less Margin
Transactional
28
Confidential
• High Revenue
• High Margin
• Recurring
Renewal
opportunity
• Highest Revenue
• Highest Margin
• Maximum longterm return
Loyal
SonicWALL
Making more with your solution sale - Example
Add-on products
Services offer
• Higher Margin
• Higher total sale price
• Higher renewal opportunity
Transactional
NSA 3600
Hardware only
• Highest Margin
• Highest total sale price
• Maximum renewal opportunity
$3,995
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
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Confidential
SonicWALL
Thank You
3
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Confidential
SonicWALL
Backup
3
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Confidential
SonicWALL
Dell SonicWALL Firewall Lineup
Enterprise, Data Center
Dell SonicWALL SuperMassive Series
SuperMassive
E10800
SuperMassive
E10400
SuperMassive
E10200
E-Class
SMB/Campus/Branch
SuperMassive 9600
SuperMassive 9400
SuperMassive 9200
Dell SonicWALL NSA
Series
NSA E6500
NSA E8500
NSA E8510
Dell SonicWALL TZ
Series
TZ 215
TZ 205
TZ 105
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Confidential
NSA 4500
NSA 3500
NSA 2400
NSA 250M/220
SonicWALL
Making more with your solution sale
NSA 3600 Secure
Upgrade Plus
(+3 Years of CGSS)
$7,255
Services offer Higher
• Margin
• total sale price
• renewal opportunity
Existing Customers &
Competitive Upgrade
CGSS 1 Year - $1,918
CASS 1 Year - $1,598
Total - $3,516
Renewal Opportunity
NSA 3600
Hardware MSRP - $3,995
NSA 3600 Total Secure
(1 Year of CGSS
+ 24x7 Support) + HA
unit
Total - $8,710
CASS - $1,598
Analyzer - $375
UTM SSL VPN - $215
DPI–SSL - $1,250
Total - $3,438
Total First Year Sale
Price
Hardware +Subscription
Additional Services
New Customer - Total
$12,148
New Customer
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Confidential
SonicWALL