111 © 2004, cisco systems, inc. all rights reserved. integrated security solutions ip network...
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111© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
IP Network Defender
111
222© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Lead Generation
Lead Generation
TAC/Support Services
TAC/Support Services
TrainingTraining
Professional Services
Professional Services
FinancingFinancing
Partner ProfitabilityPartner Profitability
Sales and Marketing Tools
Sales and Marketing Tools
HW and SW ProductsHW and SW Products
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
COMPREHENSIVE SALES INCENTIVE PROGRAM INCLUDING:
• Hardware, software, and service incentives
• Focus on incremental security revenue AND enhancing Partner profitability
• Comprehensive security training update and complimentary Learning Credits
• Flexible financing and leasing options
• Sales tools and lead generation support
333© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Lead Generation
TAC/Support Services
Training
Professional Services
Financing
Partner Profitability
Sales and Marketing Tools
HW and SW ProductsHW and SW Products
HARDWARE AND SOFTWARE PRODUCTS
• OIP deal protection for ALL security product families
• Tiered Channel Incentive:
UP to - 50% off: 3+ families
UP to - 48% off : 2 families
UP to - 46% off : 1 family
• Optional products: wireless, IPC, storage, optical, core routing and switching
• Minimum Requirements:
$10,000 list deal minimum
40% of total deal security
$1,000,000+ Cisco approval required
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
444© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Security Product Families Included
FIREWALL SOLUTIONS —Cisco PIX Appliances and FW Service Modules for Catalyst 6500 Series Switches
IPS SOLUTIONS —IDS/IPS 4200 Series Sensor Appliances and IDS Service Modules for Catalyst 6500 Series Switches
ENDPOINT PROTECTION SOLUTIONS —Cisco Security Agent software
VPN SOLUTIONS —VPN 3000 Series Concentrators, VPN Service Modules for Catalyst 6500 Series Switches, and Cisco Routers with VPN modules and IOS software feature sets
DDoS SOLUTIONS —Cisco Guard XT and Cisco Detector XT
IDENTITY SOLUTIONS —Cisco Secure Access Control Server
NETWORK SECURITY MGMT SOLUTIONS —CiscoWorks VMS and CiscoWorks SIMS
FOR PURPOSES OF THIS SALES INCENTIVE PROGRAM, CISCO SECURITY PRODUCTS ARE DIVIDED INTO THE FOLLOWING SEVEN CATEGORIES:
All Cisco Router IOS security software (including FW, IPS, VPN, AAA, etc.) is categorized in the VPN solutions category for purposes of this program
NOTE
555© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Lead Generation
Technical Support
Services
Technical Support
Services
Training
Professional Services
Financing
Partner Profitability
Sales and Marketing Tools
HW and SW Products
TECHNICAL SUPPORT SERVICES
• Support Services Required:
SMARTnet® on all HW products 1
SAS/SASU on all SW products 1
OR
Cisco Shared Support Service supporting Partner
Brand Services equal to SMARTnet, SAS/SASU 2
• Channel Incentive: +3% discount to Distribution as part of OIP registration
• Support services discount does not apply to Education customers as separate educational customer promotions apply
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
1, 2 Please see notes section of slide
666© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Lead Generation
TAC/Support Services
Training
Professional Services
Professional Services
Financing
Partner Profitability
Sales and Marketing Tools
HW and SW Products
PROFESSIONAL SERVICES
• Advanced Services highly recommended:
- Cisco or Partner branded services
- Implementation, Assessments, etc.
• Cisco Advanced Services for Security that complement Partner services:
- Security posture assessment
- IP telephony security review
- Network security implementation plan review
- Network security implementation engineering for CSA, DDoS
- Network security design review
- Network security design development
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
777© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Lead Generation
TAC/Support Services
Training
Professional Services
Financing
Partner ProfitabilityPartner Profitability
Sales and Marketing Tools
HW and SW Products
PARTNER PROFITABILITY• Tiered Program Discounts• OIP Integration
http://www.cisco.com/en/US/partner/partners/pr11/incentive/oip.shtml
• VIP in combination with IP Network Defender Program
http://www.cisco.com/en/US/partner/partners/pr11/incentive/vip.shtml
• Partner Tools and Resources: Access Collateral Builder from:
www.cisco.com/go/partner-ipnd
• Reinforce Partner Professional Services / Value Add
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
888© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
TRAINING • Security Training Emphasis:
Existing Courses
New Courses:
- NAC
- Selling Cisco Security Solutions Workshop (for Partners)
- DDoS (target Jan/Feb 2005)
• Complimentary Learning CreditsCustomer AND Partner
$3,000 - $9,000 value
• Career certification
• Option to sell additional end-user training
Lead Generation
TAC/Support Services
TrainingTraining
Professional Services
Financing
Partner Profitability
Sales and Marketing Tools
HW and SW Products
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
http://wwwin-tools/sales/go/ecfso/ip-network-defender/training
999© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Complimentary Learning Credit Opportunity Levels
$3000$600090
60 to end user30 to partner
$100,000
$3000$300060
30 to end user30 to partner
$50,000
X$300030$20,000
VALUE TO CHANNEL
PARTNER
VALUE TO END CUSTOMER
# OF COMPLIMENTARY CISCO LEARNING
CREDITS
MINIMUM SECURITY ORDER (LIST PRICE)
101010© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Existing Cisco Security CoursesCLPs Also Customize Courses for Customers/Partners
• Credits valued at $100 each; redeemable only with Cisco Learning Solutions Partners and their sponsored organizations
• eLearning is estimated at $1000 per class; other classes range from $1500–$2900• CLP establishes cost and related credits required as payment
COURSE ACRONYM DURATION~LEARNING CREDITS
LEVEL
Securing Cisco IOS Networks
Cisco Secure PIX Firewall Adv
Cisco Secure Virtual Private Networks
Cisco Intrusion Detection System
Securing Hosts Using Cisco Security Agent
Cisco SAFE Implementation
Designing Perimeter Security
Designing VPN Security
SECUR
CSPFA
CSVPN
CSIDS
HIPS
CSI
DPS
DVS
5 Days
5 Days
4 Days
5 Days
2 Days
5 Days
3 Days
4 Days
10/25 Beginner
Intermediate
Intermediate
Intermediate
Intermediate
Advanced
Advanced
Advanced
10/27
10/27
10/29
NA/25
10/27
NA/28
NA/24
eLearning/Classroom Price
111111© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
FINANCING
• Cisco Secure Lease- A Fair Market Value (FMV) Lease with terms up to 60 months
- All Cisco security products are eligible
- Deferred payments for up to 60 months
- Rates as low as 0% for up to 36 months also available for Cisco Technical Support Services
• Interest-free Financing for Cisco Security Agent
NEW $25k minimum finance amount
- Affordable protection for individual desktops and servers against MY Doom, Code Red, and the SQL-Slammer Worm
Lead Generation
TAC/Support Services
Training
Professional Services
FinancingFinancing
Partner Profitability
Sales and Marketing Tools
HW and SW Products
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
121212© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
SALES AND MARKETING TOOLS
• IP Network Defender Tools:End User Tools
Field Sales Tools
Channel Partner Tools
• Area Marketing IntegrationSeminars
Roadshows
Localized Tools
• Leverage Existing Self-Defending Network Tools
Lead Generation
TAC/Support Services
Training
Professional Services
Financing
Partner Profitability
Sales and Marketing Tools
Sales and Marketing Tools
HW and SW Products
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
131313© 2004 Cisco Systems, Inc. All rights reserved.c.francis Nov 2004
Sales Tool Examples http://wwwin-tools/sales/go/ecfso/ip-network-defender/sales_tools
COMPREHENSIVE Q&A DOCUMENTS
HOW TO SELL INTEGRATED SECURE WANCHEAT SHEET
141414© 2004 Cisco Systems, Inc. All rights reserved.c.francis Nov 2004
SAMPLE SECURITY CONFIGS FOR: - FEDERAL - MID MARKET - ENTERPRISE
INCLUDES INTEGRATIONWITH: - NEW PRODUCTS (e.g. DDOS) - OTHER TECHNOLOGIES (e.g. XX WIRELESS, IPC)
LINKS TO THE CISCO SAFE BLUEPRINTS http://www.cisco.com/go/safe
Sales Tool Examples http://wwwin-tools/sales/go/ecfso/ip-network-defender/sales_tools
151515© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
LEAD GENERATION
• IP Network Defender Tools:Channel Partner focus
Collateral Builder
• Area Marketing IntegrationSeminars
Roadshows
Localized Lead Gen Activities
• Leverage Existing Self-Defending Network Lead Gen Activities
Lead Generation
Lead Generation
TAC/Support Services
Training
Professional Services
Financing
Partner Profitability
Sales and Marketing Tools
HW and SW Products
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Details
161616© 2004 Cisco Systems, Inc. All rights reserved.c.francis Nov 2004
Customizable demand generation pieces in Collateral Builder including: telemarketing scripts, email templates, ¼ page ads, and more
¼ page Ad
HTML E-mail Template
Sales Tool ExamplesDemand Generation
171717© 2004, Cisco Systems, Inc. All rights reserved.
Integrated Security Solutions
Lead Generation
Lead Generation
TAC/Support Services
TAC/Support Services
TrainingTraining
Professional Services
Professional Services
FinancingFinancing
Partner ProfitabilityPartner Profitability
Sales and Marketing Tools
Sales and Marketing Tools
HW and SW ProductsHW and SW Products
IP NETWORK DEFENDER PROGRAM
IP Network Defender Program Summary
SUMMARY:
• Hardware, software, and service incentives
• Focus on incremental security revenue AND enhancing Partner profitability
• Comprehensive security training update and complimentary Learning Credits
• Flexible financing and leasing options
• Sales tools and lead generation support
http://wwwin-tools/sales/go/ecfso/ip-network-defender
181818© 2004 Cisco Systems, Inc. All rights reserved.c.francis Nov 2004
IP Network Defender Discount Summary
Cisco IP Network Defender SINGLE Security Family Offer + Eligible Options
Cisco IP Network Defender TWO Security Family Offer + Eligible Options
Cisco IP Network Defender THREE OR MORE Security Family Offer + Eligible Options
46% off
48% off
50% off
Cisco IP Network Defender Technical Support Services(SMARTnet®, SAS, SASU)
Negotiate w/ Dist.
$20K Net PO Minimum = $3K LC to Customer
$50K Net PO Minimum = $3K LC to Customer PLUS $3K LC to Partner (Partner Can Keep or Pass to Customer)
$100K Net PO Minimum = $6K LC to Customer PLUS $3K LC to Partner (Partner Can Keep or Pass to Customer)
Partners Can Resell Additional Cisco Learning Credits at 10% off via Distribution
COMPLIMENTARY CISCO LEARNING
CREDITS
SERVICE OFFERING
DISCOUNT TO PARTNER
PRODUCT OFFERING
DISCOUNT TO PARTNER
Requirements: $10k list min; $1M list max, 40% or more security products
191919© 2004 Cisco Systems, Inc. All rights reserved.c.francis Nov 2004
Program Rules—Summary
• Promotion made available to U.S. Authorized Distributors only
• For resale to Cisco VPN/Security Specialized Partners only
• This promotion may not be used in combination with any other Cisco promotions
• Partners eligible for VIP credit may also receive that rebate
• All deals must be submitted via the IP Network Defender Registration Tool
• Financial restrictions include: Minimum per-opportunity list price of $10,000 list
Minimum 40% of total deal must be security products
Maximum discountable amount is $1,000,000 list
Minimum $20,000 list purchase to be eligible for complimentary learning credits
• The discount and incentives offered in this program expire the end of Q1 FY ’06. Cisco reserves the right to cancel or modify this program at anytime without notice
http://wwwin-tools/sales/go/ecfso/ip-network-defender/sales_tools
COMPLETE RULES AVAILABLE AT:
202020© 2004 Cisco Systems, Inc. All rights reserved.
“ANYONE CAN BUILD A STOP SIGN – OR EVEN A TRAFFIC LIGHT – BUT IT TAKES A DIFFERENT MIND-SET ENTIRELY TO CONCEIVE OF A CITY-WIDE TRAFFIC CONTROL SYSTEM.”
202020© 2003 Cisco Systems, Inc. All rights reserved.Presentation_ID
Bruce Schneier, “Beyond Fear”
2121
Solution Selling Equals
Revenue Growth
Partner Profitability
Differentiation/Customer Value
222222© 2004 Cisco Systems, Inc. All rights reserved.
IP Network Defender Partner Site:www.cisco.com/en/us/partner/partners/pr11/incentive/defender.shtml
ISR Site:www.cisco.com/warp/public/765/tools/quickreference/
222222© 2003 Cisco Systems, Inc. All rights reserved.Presentation_ID
Reference Web Sites
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