Transcript Summer is ICE Season!

Summer is ICE Season!
How this is the perfect time to sell the ICE
solution on the Secure Access SSL VPN
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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Hurricane Season is June 1 – November 30:
A great time to talk about ICE
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
2
What is ICE: In Case of Emergency
 A license on Secure Access: one time cost
• #1 SSL VPN: all the benefits of the industry leading solution
• Selling from a position of strength
 Allows instant, temporary addition of max number of users to a Secure
Access appliance
• 8 weeks
• Turns on all features
 Developed to address market need of immediate network access due to
an emergency situation
• Users only need to know how to use a web browser
• Addresses the remote access portion of a Disaster Recovery (DR) plan
 It is available on the SA4000 and SA6000
• SA4000-ICE list price is $18,000
• SA6000-ICE list price is $30,000
 On/ off switch: use only for as long as you need
• Flexibility and control
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
3
But it’s not just Hurricanes that can close the office
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
4
Use Weather related and other downtime
causing issues to start ICE conversations
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Hurricanes
Tornadoes
Floods
Earthquakes
Snow storms
Pandemics
Terrorist attacks
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User Errors
Software errors
Viruses
Other attacks
Transit Strikes
Maintenance
Component failure
Are your customers prepared for downtime?
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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ICE can lead to more revenue
from Disaster Recovery Services
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Business Impact Analysis
Risk Assessment
Mitigation Strategy
Process Design
Business Continuity and Disaster Recovery Planning
Testing
Emergency Response Management
DR Program Management
 A 2006 AT&T study found many businesses lack in house
expertise on Business Continuity/ DR Planning
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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ICE can lead to more revenue from hardware sales
 DX
• Up to 30% increase in SA performance
• SA clusters need a load balancer so attach a DX
 FW
• Most common cross sell with SA, great for redundancy
 IDP
• Coordinated threat management means SA and IDP work
together to identify and isolate threats
 Routers
• Great for redundancy
 RSA tokens
• 2 factor authentication, now available as soft tokens
• Protects their current investment
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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ICE: Easy to Activate, Easy to Track
Easy activation
Easy to track
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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Juniper’s Networks SSL VPN Leadership
Gartner Magic Quadrant for SSL VPN
North America, 4Q06
The Forrester Wave: SSL VPN Appliances
Q4 2006
Source: 2006 Forrester Wave Report
Source: Gartner (December 2006)
10,000 Secure Access Customers = Juniper is the clear choice
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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When do Customers Buy ICE?
 Pipe burst in Texas HQ and offices were closed
• Got ICE P.O. the next day
 Transit strike in NYC
• Many customers called us
 Hurricanes in Florida closed offices for weeks
• Customers immediately saw the value of ICE
 Snowstorms in the Northeast
• Customers use ICE in 1-2 day increments
 Some customers only buy ICE
• Fills a gap in their DR plan
 Some customers look at ICE but buy Secure Access for
regular use
• Heard the ICE pitch and realized how good SA is
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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Case Study: Washington, DC Law Firm
 Office closed due to location in DC and weather
• Two SA-4000 High Availability Clusters
• Production – 100 simultaneous users
• Disaster recovery – 50 simultaneous users
• ICE license on each cluster
• Increases simultaneous user count to 1000
• Enables Secure Meeting feature
• Secure Access for all users when office is hard to reach
– Snow days
– True emergencies
• Monitoring tells administrator when to enable ICE.
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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Case Study: County in California
 Security Mgr uninterested for 9 months due to lack of “upgrade” budget
• Had Cisco IPSec VPN for remote access
 County Emergency Preparedness Project = Budget + County Executive
Sponsorship
• Brought in by County Executive to discuss ICE with network security team
• Entire Security Team attended and “got it”
• Solved both daily remote access needs + emergency access needs with
SA/ICE solution
 Increased deal size to $160K
• 2 SA6000SPs, ICE, SA2000
 Security Team is now Championing Juniper
• Pushing IDP, FW, Routers, WX, DX
 Used ICE solution and Secure Access to get in
 Sold ICE at the Executive Level to build executive support + budget
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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Who to Target, Questions to Ask
Titles
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Director/Manager Network Ops
Director/Manager IT Security
Director/ Manager of Risk or Emergency Preparedness
Ask who is in charge of remote access, COOP Planning
Questions to ask
• What challenges do you face when trying to provide network
access during an emergency?
• How does your Disaster Recovery plan account for standby sites
being unavailable?
• How important is it to find a solution that maintains employee
productivity even when they can’t use their work computers?
• How do prepare for weather related outages?
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
13
Recap
 ICE is a license on Secure Access SSL VPN
• The #1 SSL VPN: selling from a position of strength
 ICE provides instant remote access
• On/off switch = flexibility and control
 ICE is a way into accounts
• SSL is always a good way in
 ICE leads to more revenue
• Lots of services revenue in DR
Copyright © 2007 Juniper Networks, Inc.
Proprietary and Confidential
www.juniper.net
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