Secure WAN Commercial
Strategies to Sell Security Routers
Into the Commercial (SMB) Segment
V2.1, April 2006
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
1
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…
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
2
How to Sell Secure WAN?
Identify
Opportunities
Qualify
Customers
• Any router sale,
e.g. network
expansion
• Greenfield taking
advantage of new
applications
• Identify pain
points─use
secure WAN
qualification
questions
• Migrate legacyinstalled base
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Demonstrate
Value
• Use ROI
tools, case
studies
Close
Sale
• Upsell secure
WAN on every
router sale!
• Leverage
not-for-resale
kits, demo
vans, and
VoDs
Cisco Confidential
3
Upsell Secure WAN With Every Router Sale
Initial Sale
Initial Sale
• Example: Automotive supply chain customer
• Need Cisco® 1841 WAN routers for 40 locations
Sale Value
Secure WAN Upsell
Secure WAN Upsell
• Minimizes downtime – IP VPN backup
• Reduces pain of worms/viruses – IPS
• Minimizes risk of exposing customer data – NAC
Sale Value
$44,600
Gross Margin
$2,230
$80,000
Gross Margin
$4,000
VIP Rebate
$5,600
OIP Discount
$4,000
Total Gross Margin
$13,600
Platform Upsell
Platform Upsell
• Reseller went on to present future voice, video
surveillance applications, upsold 2821s!
• The final deal closed at $153K
Final Product Sale
$153,000
Final Gross Margin
$26,000
• Plus continuous customer relationship, revenue stream:
SMARTnet renewals, IPS subscription, annual
assessments & audits
Double-click to
customize analysis:
Incentives Increase Gross Margin
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
4
Migrate Installed Base
Millions of Devices, $10B+ Opportunity
Announced March 2006!
Product
Worldwide
Units
Status
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
End of Life
• No bug fixes
• No TAC support
• No hardware replacement or repair
• No bug fixes
• No TAC support
• No hardware replacement or repair
Cisco 1600
1,600,000
Cisco 2500
2,000,000
End of Life
Cisco 3600
680,000
End of Software
Maintenance
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Customer Risk Analysis
• Product may not receive bug fixes or
security patches
Cisco Confidential
5
The Routing Evolution:
Modernizing the Access Router Base
Cisco 1800 Series
Cisco 2800 Series
Cisco 3800 Series
Cisco 3800 Series
Cisco
1600
Series
Cisco
1720/1721
Cisco
1750/1751
1760
Series
Cisco
2500
Series
Cisco
2600
2600XM
Series
Cisco
3600
Series
Cisco
3700
Series
Non-Cisco Routers—3Com, Adtran, Allied Telesyn, Bintec, Nortel, Siemens, Vanguard…
Performance and Services Density
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
6
Migrate Installed Base
• Example: Real estate agency had Cisco® 2500
Routers at 30 locations
Before Migration Credits
• Cisco partner migrated to Cisco 2821
High-Performance Security Bundles
Gross Margin
Sale Value
$132,000
$6,590
Built-in firewall and IPS enhances security
Migration Credits
Compliance with regulatory requirements
TMP Credit
Network ready for future V3PN deployment
TAP Backend Rebate
• Leveraged relationship with existing
customer to generate new revenue stream
• Improved margins through Cisco migration
credits (TMP, TAP)
$24,700
$2,500
Double-click to
customize analysis:
Additional service revenues i.e. implementation
• Shut out competitive add-on security gear
Improved Customer Relationship,
New Revenue Stream + $2500 Rebate
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
7
Top Reasons For Modernizing
Your Customers’ Networks
• Increase Security
Assure Network Security and Data Security
Create the Foundation for a Self Defending Network
• Meet Demand for Greater Performance and Flexibility
Greater CPU Performance, Traffic Throughput
More Slots for Service Modules, More Wireline and Wireless Options
• Prepare for New and Upcoming Business Applications
Concurrent 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
COLLABORATION
SecureWANCommercialHowToSell
COMMUNICATION
© 2006 Cisco Systems, Inc. All rights reserved.
WEB SERVICES
ANALYSIS AND
DECISION MAKING
OPPORTUNITY
ENHANCEMENT
Cisco Confidential
8
Grow Revenue Through Value-Added
Services
Planning
and Design
Implementation
and Operation
• Vulnerability Assessments
• Implementation
• Security Posture Assessments
• Technical Support
• Security Policy Setup
• Software Subscription (IPS)
• Network Design and Security
integration
• Security Audits
• Business Continuity Plan
• Log Analysis
• Security Advisories and
Impact
• Security Incident Response
Increased Top Line
Enhanced Customer Relationship and Retention
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
9
What to Sell—Secure WAN Bundles
Cisco 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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
10
Secure WAN Solutions─
Solving Customer Problems
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
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11
Defending Business Operations
Theft of
Customer Data
E-Mail
Wireless
Mandatory
Disclosure
Extortion
Audio
Conferencing
Calendar
Voice Messaging
Corporate
Espionage
Web Application
IP Telephony
Instant Messaging
IP Network
Organized
Crime
SecureWANCommercialHowToSell
Blackmail
© 2006 Cisco Systems, Inc. All rights reserved.
Fraud
Scams
Information
Harvesting
Cisco Confidential
12
Typical Customer Requirements
Business Services Need Continuous Connectivity
Connectivity,
Requiring the Network to be Secure and Available
A
B
C
D
Secure
Connectivity
Data and Identity
Protection
Secure Voice
and Wireless
Business
Continuity
• Network
segregation into
trusted and
untrusted zones
• Secure
convergence of
voice and data
services
• Network
availability during
attacks and
disasters
• Defense against
worms, viruses,
trojans and hacks
• Secure
integration of
wired and
wireless
• Uninterrupted
operation of
business-critical
applications
• Encrypted VPN
between sites or
partners
• Secure remote
access
• High ROI Leased
line/Frame Relay
to VPN migration
SecureWANCommercialHowToSell
• Policy-based
network access
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
13
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
SSL and
IPSec VPN
Application
Firewall
Intrusion
Prevention
Network
Admission
Control
URL
Filtering
IP
Telephony
Wireless
Network
Foundation
Protection
WAN
Backup
Cisco® Security Routers
All-In-One Security for the WAN
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
14
Cisco Security Router Solutions:
Secure Connectivity
A
B
C
D
Secure
Connectivity
Data and Identity
Protection
Secure Voice
and Wireless
Business
Continuity
• Encrypted VPN
between sites or
partners
• Segregate networks
into trusted and
untrusted zones
• Secure convergence
of voice and data
services
• Network availability
during attacks and
disasters
• Secure remote
access
• Defense against
worms, viruses,
trojans and hacks
• Secure integration of
wired and wireless
• Uninterrupted
operation of
business-critical
applications
• High ROI Leased
line / Frame Relay to
VPN migration
SSL and
IPSec VPN
Application
Firewall
• Policy-based
network access
Intrusion
Prevention
Network
Admission
Control
URL
Filtering
IP
Telephony
Wireless
Network
Foundation
Protection
WAN
Backup
Cisco® Security Routers
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
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15
A
Secure Connectivity Overview
Business Requirements
• Encrypted VPN connectivity between sites or partners
• Secure remote access
• High ROI of Leased line/Frame Relay to VPN migration
Site-to-Site VPN
• Interconnect branch
offices over IP
High-Performance VPN
• For larger sites including
head office aggregation
Branch Office
Corporate Office
Internet
Remote Access VPN
Small Branch
Small Office and
Telecommuter
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
• Hardware VPN for small
offices and telecommuters
• Software VPN for mobile users
Cisco Confidential
16
A
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?
NO
• 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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
YES
• 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
Cisco Confidential
17
A
Compelling ROI for VPN Migration
Before: Frame Relay
After: Broadband IP VPN*
1.5M (512k CIR) Port Speed
1.5M Port Speed
30 Sites
30 Sites
Access Charge/Site
=
$350
Total Branch Access
=
$10,150
Head-End Access
=
$3,800
Total Cost Per Month
= $13,950
Frame charge based on SP avg T1 services
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
* Broadband based on DSL/cable Internet business services avg
Double-click to
customize analysis:
$8K per month savings
Equipment paid off in less then a year
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
18
A
Upsell High Performance Security Bundles
Cheaper to Buy Now vs. Later
Product
A-La-Carte
Cisco 1841
Cisco 2801
Cisco 2811
Cisco 2821
Cisco 2851
Cisco 3825
Cisco 3845
$6,345
$7,695
$6,695
$8,095
$10,695
$14,500
$19,000
High-Performance
Security Bundle
(HSEC)
$2,995
$3,595
$4,095
$5,495
$8,095
$12,395
$15,895
Savings
$3,350
$4,100
$2,600
$2,600
$2,600
$2,105
$3,105
CapEx savings: $2,000 - $10,000
OpEx savings (no truck roll): 10-50% of price of platform
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
19
A
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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
20
Cisco Security Router Solutions:
Data and Identity Protection
A
B
C
D
Secure
Connectivity
Data and Identity
Protection
Secure Voice
and Wireless
Business
Continuity
• Encrypted VPN
between sites or
partners
• Segregate networks
into trusted and
untrusted zones
• Secure convergence
of voice and data
services
• Network availability
during attacks and
disasters
• Secure remote
access
• Defense against
worms, viruses,
trojans and hacks
• Secure integration of
wired and wireless
• Uninterrupted
operation of
business-critical
applications
• High ROI Leased
line / Frame Relay to
VPN migration
SSL and
IPSec VPN
Application
Firewall
• Policy-based
network access
Intrusion
Prevention
Network
Admission
Control
URL
Filtering
IP
Telephony
Wireless
Network
Foundation
Protection
WAN
Backup
Cisco® Security Routers
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
21
B
Data and Identity Protection Overview
Business Requirements
• Network segregation into trusted and untrusted zones
• Defense against worms, viruses, trojans and hacks
• Policy-based access to network assets
Perimeter Defense
• Firewall (L2-L7)
• Web usage control
Outbreak Prevention
• Block spread of known
worms, viruses, etc.
• Respond quickly to
emerging threats
Branch Office
Internet
Identity and Controlled Access
Small Branch
Small Office and
Telecommuter
SecureWANCommercialHowToSell
Corporate Office
© 2006 Cisco Systems, Inc. All rights reserved.
• Enforce policy-based access
• Identify and prevent
noncompliant devices
Cisco Confidential
22
B
How to Sell Data and Identity Protection
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?
NO
• 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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
YES
• Select the right secure WAN bundle
Less expensive to purchase the
Cisco® Secure WAN solution now,
versus upgrading later
• Demo the appropriate data and
identity protection solutions
Application firewall, IPS, DTM, NAC,
URL filtering
Cisco Confidential
23
B
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
Annual Loss from
Unauthorized Access
to Information
• Biggest impact:
Availability of information
Survey
Year
Loss per
respondent
2005
$303,234
2004
$51,545
2003
$12,592
• Additional costs:
Disruption to business
Time spent responding to the incident
Direct cash spent responding to the incident
Direct financial loss
Damage to reputation
Source: CSI/FBI Computer Crime &
Security Surveys, Morgan Stanley
Research, 2005
*Source: UK Department of Trade and Industry Information Security Survey, 2004
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
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24
B
Data and Identity Protection Drivers:
Legislation
• Sarbanes-Oxley, Section 404
Severe 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 classaction 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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
25
B
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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
26
Cisco Security Router Solutions:
Secure Voice and Wireless
A
B
C
D
Secure
Connectivity
Data and Identity
Protection
Secure Voice
and Wireless
Business
Continuity
• Encrypted VPN
between sites or
partners
• Segregate networks
into trusted and
untrusted zones
• Secure convergence
of voice and data
services
• Network availability
during attacks and
disasters
• Secure remote
access
• Defense against
worms, viruses,
trojans and hacks
• Secure integration of
wired and wireless
• Uninterrupted
operation of
business-critical
applications
• High ROI Leased
line / Frame Relay to
VPN migration
SSL and
IPSec VPN
Application
Firewall
• Policy-based
network access
Intrusion
Prevention
Network
Admission
Control
URL
Filtering
IP
Telephony
Wireless
Network
Foundation
Protection
WAN
Backup
Cisco® Security Routers
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
27
C
Secure Voice and Wireless Overview
Business Requirements
• Secure convergence of voice and data services
• Secure integration of wired and wireless
Employee
Mobility
Secure Wireless
• Dual-band wireless
(802.11 a, b/g)
• Public wireless hotspot
Guest
Access
Internet
PSTN
IP Video
Secure Voice
POS
Registers
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
IP Phone
• Integrated IP-PBX
and PSTN gateway
• Voice, video, and
data over VPN
Cisco Confidential
28
C
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?
NO
• 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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
YES
• 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
Cisco Confidential
29
C
Upsell Secure Voice (VSEC) Bundles
Cheaper to Buy Now vs. Later
Product
A-La-Carte
Cisco 2801
Cisco 2811
Cisco 2821
Cisco 2851
Cisco 3825
Cisco 3845
$5,745
$5,995
$8,445
$12,895
$17,800
$22,500
Secure Voice Bundle
(VSEC-CCME)
$4,095
$4,695
$6,395
$9,595
$13,795
$17,995
Savings
$1,650
$1,300
$2,050
$3,300
$4,005
$4,505
VSEC-CCME bundles include:
• Cisco® IOS® Advanced IP Services Feature Set
• DSP (PVDM), Memory
• Cisco Unified CallManager Express Feature License
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
30
C
The ROI of Wireless
The Business Benefits:
Rise in Productivity
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
+23%
+27%
$7K
$14K
End-User Productivity
Value of Time Saved
Per Employee
Source: NOP World Technology, 2003
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
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31
C
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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
“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.
Cisco Confidential
32
Cisco Security Router Solutions:
Business Continuity
A
B
C
D
Secure
Connectivity
Data and Identity
Protection
Secure Voice
and Wireless
Business
Continuity
• Encrypted VPN
between sites or
partners
• Segregate networks
into trusted and
untrusted zones
• Secure convergence
of voice and data
services
• Network availability
during attacks and
disasters
• Secure remote
access
• Defense against
worms, viruses,
trojans and hacks
• Secure integration of
wired and wireless
• Uninterrupted
operation of
business-critical
applications
• High ROI Leased
line / Frame Relay to
VPN migration
SSL and
IPSec VPN
Application
Firewall
• Policy-based
network access
Intrusion
Prevention
Network
Admission
Control
URL
Filtering
IP
Telephony
Wireless
Network
Foundation
Protection
WAN
Backup
Cisco® Security Routers
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
33
D
Business Continuity Overview
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
Branch Office
Internet
WAN Backup
Small Branch
Small Office and
Telecommuter
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Corporate Office
• Backup VPN over
broadband (DSL, cable)
or dial (PSTN, ISDN)
Cisco Confidential
34
D
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?
NO
• Network downtime due to natural
or man-made disasters impacts
uninterrupted access to missioncritical 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
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
YES
• 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 solutions
Dial backup, stateful failover, SRST,
CPP, Cisco AutoSecure, SDM
Cisco Confidential
35
D
Business Continuity Drivers:
The Cost of Downtime
Cost of downtime
• Employee productivity
• Lost sales opportunity
• Lost customers, reputation
• Cost of restoring system, analysis
Source: Alinean, 2004
SecureWANCommercialHowToSell
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
36
D
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
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Summary
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Cisco Security Routers:
Solving Enterprise Network Security Needs
A
B
C
D
Secure
Connectivity
Data and Identity
Protection
Secure Voice
and Wireless
Business
Continuity
• Encrypted VPN
between sites or
partners
• Segregate networks
into trusted and
untrusted zones
• Secure convergence
of voice and data
services
• Network availability
during attacks and
disasters
• Secure remote
access
• Defense against
worms, viruses,
trojans and hacks
• Secure integration of
wired and wireless
• Uninterrupted
operation of
business-critical
applications
• High ROI Leased
line / Frame Relay to
VPN migration
SSL and
IPSec VPN
Application
Firewall
• Policy-based
network access
Intrusion
Prevention
Network
Admission
Control
URL
Filtering
IP
Telephony
Wireless
Network
Foundation
Protection
WAN
Backup
Cisco® Security Routers
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Secure WAN Bundles Summary
Cisco 800–3800 Series Routers
Baseline
Security
Bundles
(SEC)
HighPerformance
Bundles
(HSEC)
Secure Voice
Bundles
(VSEC)
Secure
Wireless
Bundles
(W-AG)
• Site-to-Site VPN




• Remote Access VPN




Solution Sets
Secure Connectivity
A
• High-Performance VPN

Data and Identity Protection
B
• Perimeter Defense




• Outbreak Prevention




• Identity and Controlled Access




Secure Voice and Wireless
• Voice Gateway
C

• Cisco Call Manager Express
 (VSEC-CCME)
• Wireless

Business Continuity
D
• WAN Backup, Router Availability




• Stateful IPSec and Firewall Failover





 (VSEC-SRST)
• SRST
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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/ps
3845/ps3848/serv_home.html
Technology Application Support
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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!!!
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Which Bundles to Upsell
Cisco 800–3800 Routers: SEC, HSEC, W-AG
Baseline Security
Bundles (SEC)
High Performance
Bundles (HSEC)
Secure Wireless
Bundles (W-AG)
• Cisco 3845
CISCO3845-SEC/K9
CISCO3845-HSEC/K9
—
• Cisco 3825
CISCO3825-SEC/K9
CISCO3825-HSEC/K9
—
• 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
—
CISCO1841-SEC/K9
CISCO1841-T1SEC/K9
CISCO1841-HSEC/K9
—
CISCO1811/K9
CISCO1812/K9
—
CISCO1811W-AG-A/K9
CISCO1812W-AG-A/K9
CISCO1802-SEC/K9
—
—
CISCO871-SEC-K9
—
—
CISCO876-SEC-I-K9
CISCO877-SEC-K9
CISCO878-SEC-K9
—
—
ISR Product Family
Cisco® 3800 ISR
Cisco 2800 ISR
Cisco 1800 ISR
• Cisco 1841
• Cisco 1811/1812
• Cisco 1802
Cisco 800 ISR
• Cisco 871
• Cisco 876/877/878
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Which Bundles to Upsell
Cisco 800–3800 Routers: VSEC
Secure Voice
Bundles (VSEC)
Secure Voice + CCME
Bundles (VSEC-CCME)
Secure Voice + SRST
Bundles (VSEC-SRST)
• 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 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 1841
—
—
—
• Cisco 1811/1812
—
—
—
• Cisco 1802
—
—
—
• Cisco 871
—
—
—
• Cisco 876/877/878
—
—
—
ISR Product Family
Cisco® 3800 ISR
Cisco 2800 ISR
Cisco 1800 ISR
Cisco 800 ISR
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A
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
2-User Demo License
PRICE
Example:
Cisco 2811 Security Bundle
Add 50 SSL Users
Total Solution Price:
...
...
...
$ 3,395
$ 1,500
$ 4,895
provided on Cisco 870–7301 Routers
Cisco 7200/7301
Up to 150 SSL VPN Users
Cisco 3800 ISR
Up to 100 SSL VPN Users
Cisco 2800 ISR
Up to 75 SSL VPN Users
Cisco 1800 ISR
Up to 25 SSL VPN Users
Small Business / Branch
Medium Business / Branch
PERFORMANCE
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