security partner activation kit -...
TRANSCRIPT
Security Partner Activation KitApril 2015
One stop shop to find key Juniper Security resources and accelerate your security business
SECURITY : QUICK START GUIDE What should I do firstStep 1. Understand customer concerns and challenges (Slide 3-7)
Step 2. Understand Juniper’s Security Story, Offering and What’s New (slides 8-12)
Step 3. Learn to present the SRX Adaptive Intelligent firewall whiteboard Pitch to customers
Step 4. Familiarize yourself with the opportunity and insertion points (Slides 13-15)
Step 5. Review key promotions and sales, technical, enablement and marketing resources (Slides 16-23)
Insertion Points
1. Customers looking to refresh out-of-date, fault prone firewalls (Slide 14)
2. Customers looking for Firewall modernization: need advanced malware/other protection
3. Customers having goals to support new services, add capacity or increase application reliability and availability
Top 3 JMC (Demand Gen) Assets
DC/Cloud Security Sales & Marketing Reference Guide
Branch Security Sales & Marketing Campaign Reference Guide
Branch Security: Email nurture campaign
IMPORTANT: IF YOU ARE HAVING DIFFICULTY OPENING ANY HYPERLINK (URLs) IN THIS PRESENTATION, RIGHT CLICK ON IT, SELECT “EDIT HYPERLINK”
AND COPY AND PASTE THE URL ADDRESS INTO YOUR BROWSER. YOU MAY NEED TO LOGIN TO PARTNER CENTER OR JUNIPER MARKETING CONCIERGE
Customer Concerns and Challenges
Cybercrime Happens
60% Of initial compromises took 1 minute or less time
43% Of companies experienced a data breach in the past year
$12m Average cost due to data breach
Results in…
� Increased cost
� Lost revenue
� Reputation damage
� Performance degradation
� Heavy fines
� Career limiting
Meanwhile, enterprises are moving towards everything as a service
Compute and storage as a service
Softwareas a service
Network and security as a service
Firefly Perimeter addresses the new security challenges
required to protect virtualized and cloud environments for
enterprises and service providers by leveraging the same
advanced security and networking features (IPSec VPN,
NAT, QoS, and full routing capabilities) of Branch SRX
Services Series Gateway in a virtual machine format.
SECURITY
SERVICES SEARCH
Security
Services
THE LATEST NEWS AND
INFORMATION ON
TARGETED ATTACKS
AND IT SECURITY
THREATS SO YOU CAN
STOP ADVANCED
ATTACKS FROM
COMPROMISING YOUR
NETWORK
Learn about our NG Virtual
Firewall
SECURITY SERVICES
BUNDLES
APPLICATION CONTROL
SERVICES
NETWORK PROTECTION
SERVICES
Private Policy Find & Store Support Chat with
Agent
Contact Us
UNIFIED THREAT
MANAGEMENT
SERVICES
Customers’ top concerns
1 Operational efficiency
“I have a small team covering 30 locations and hundreds of apps…”
2 Security efficacy “Keeping up with all these new threats and all the new security products is impossible.”
3 Business agility “I’m building out a fourth data center—I need a smart, automated approach.”
Challenges with other Threat Intelligence Platforms
Limited threat intelligence coverageBreadth
Cannot accept high volume of intelligenceScale
False positives prevent administrator from enforcing policy based on feed data due to risk of blocking valid trafficAccuracy
Noisy feeds bury most critical eventsPrioritization
Juniper’s Security Story and Offering
Strength from a common DNAAcross security, switching and routing
Architecture• Silicon, systems and
hardware
Management• Single operating
environment
Network Service Automation
• Programmable• Open APIs
Intelligence and analytics
• Intelligence sharing• Logging & reporting
Juniper delivers security value
1 Operational efficiency• Centralized management and control• Service provider and enterprise scale capabilities• Open and programmable
2 Security efficacy• Advanced security services• Integrated threat intelligence platform• Fine-grained policy controls
3 Business agility• Scale up easily• Scale out quickly• Choice of deployment models
One Minute Elevator Pitch
Juniper builds high-performance, scalable security solutions that protect enterprises and service provider organizations. Our solutions are intelligent, open, and feature strong, centralized policy management. Available in virtual, appliance and high-end chassis form factors, Juniper provides advanced threat protection for every use case, including branch, enterprise edge, data center and core environments.
Learn about Juniper’s Security products at:
https://www.juniper.net/us/en/products-services/security/
Security Point of View Whiteboard Video: How Juniper makes the network fast and secure in a time critical environment.
What’s New in Juniper SecurityEnhanced Performance, Optimization and Efficacy for Physical and Virtual SRX Firewalls
• Express Path, a services offload capability for the SRX5000 Series Services Gatewaysthat increases throughput up to 1 Tbps, reduces latency and increases session scalability to organizations and enables the firewall to keep pace with the massive volumes of data traffic on the network.
• vSRX (formerly Firefly Perimeter) now supports key AppSecure 2.0 capabilities, providing application visibility and control features that help protect virtualized and cloud environments from sophisticated application-based threats. This enhancement to the vSRX adds layer 7 firewall services to its existing suite of services, including integrated connectivity and routing, unified threat management (UTM) and intrusion prevention systems (IPS).
More information:
http://partners.juniper.net/partnercenter/innovation/index.page#Security
Security Opportunity and Insertion Points
Customer Insertion Points• Eliminate or upgrade out-of-date and fault-prone hardware, advanced malware or other
protection. • Support new services, add capacity and increase application reliability and availability.
• Organizations are often on a three-year server and storage refresh cycle, while network components might be on a five to seven year cycle.
GREENFIELD COMPETITIVE DISPLACEMENT UP-SELL / CROSS-SELL
• Upgrades
• New Build Outs
• Legacy Equipment EOL
• Moves
• Mergers and acquisitions
• Evolution to private cloud
• Recent security breaches
• Cisco FEX IB (Nexus 5K + Nexus2K)
• Cisco Catalyst
• Brocade Switching
• Extreme/Enterasys Switching
• Upgrade legacy generation
firewalls
• Security breaches where customer
thought they were covered
• EX4200 installed base
• MX Series
• Contrail
• Junos Space
• Migrate current customers
from Netscreen to SRX
(ScreenOS SSG 520/550, NS
204/ 208/ 500/5000,
ISG1000/2000 firewalls)
Customer security concerns create opportunityJuniper’s Unique Security offerings create opportunities for your Partners with their Customers:
– Opportunity to discuss the “business problem” with your customer; are they concerned about/being attacked and the impact on their business?
– Impact to business continuity– Cost impact of attack– Reputation impact of business disruption
– Identify and mitigate hacker attackers on your customer’s web sites
– Provide solutions to prevent attacks in future
Programs, Promotions and Incentives
ScreenOS to SRX Acceleration Program
Free Branch SRX with 3-Year Content Security purchase
Firewall Conversion Service Branch SRX Quick Start
Security Director Quick Start Sec Director Quick Start with NSM Import
ScreenOS to SRX Acceleration Play Sheet
ScreenOS to SRX Acceleration Playbook
Junos Certification Fast Track
Junos for Security Learning & Certification Track
Junos for Security Instructor Lead Training Schedule
Key Assets
Promotional Offers
Juniper PS Offerings
Partner/ Customer
Technical Enablement
Promotional offers, incentives, tools, training, and collateral for migrating customers’ legacy ScreenOS firewall to
Juniper’s Next Generation Firewall platforms.
Built for and used by Juniper’s Professional Service engineers
Competitive (Cisco, Check Point, Fortinet, Palo Alto) and ScreenOS Migration
Translates firewall policies and config files into a Junos SRX config file
For access contact your Juniper rep.
PS Firewall
Migration Tool
Learn More: https://partners.juniper.net/partnercenter/programs-promotions/programs/screenos-srx-
acceleration/index.page
For Customers:
Buy 3-Year Content Security Subscription, Get Branch SRX for Free (through June 30, 2015)
https://partners.juniper.net/partnercenter/programs-promotions/promotions/next-generation-firewall/index.page
For Partner Reps:
Juniper Partner Rewards
For individual Partner Seller based on ORS registered for specific Security products, with values up to $5,000
https://partners.juniper.net/partnercenter/programs-promotions/promotions/juniper-partner-rewards/index.page
Promotions and Incentives
Key Resources
Security Sales Reference Guidehttps://www.juniper.net/partners/partner_center/assets/other/security-sales-reference-guide.pdf
SRX with Spotlight Secure Threat Intelligence Platform: Sales Play Sheethttps://jmc.juniper.net/Orgs/GetResource.aspx?iid=1380&resid=37905f2f-ac52-4503-b055-a6002aab521f
Screen OS to SRX Acceleration Playbookhttps://partners.juniper.net/sites/partnercenter/assets/programs-promotions/screen-os-to-srx-acceleration-playbook.pdf
Security solution page on Partner Center:https://www.juniper.net/partners/partner_center/solutions/security.jsp
Security Intelligence Center on Juniper.nethttp://www.juniper.net/security/
Security Products on Juniper.nethttps://www.juniper.net/us/en/products-services/security/
Sales Enablement Resources
Marketing ResourcesMarketing Assets for partners on JMC:
Branch Security: Email nurture campaignPrivate Cloud – Security: Email nurture campaignPrivate Cloud – Security (Financial): Email nurture campaign Private Cloud – Security (Government): Email nurture campaign
DC/Cloud Security Sales & Marketing Reference Guide
Branch Security Sales & Marketing Campaign Reference Guide
Security Commercial Acceleration Days
Professional Service Enablement and Support- Serving Customer and Partner needs
General Technical enablement
Juniper PS offeringsSpecialized PS
enablementJuniper Services
Marketplace
For Customers & Partners
Training• Junos Certification Fast Track –
Free access to study materials for JNCIx Junos and Junos for Security Certifications
• Junos for Security Learning & Certification Track
• Junos for Security Instructor Lead Training Schedule
Tools• Juniper Firewall Migration
Cloud (JFMC)
For partners in the PPS program
Workshops• LTE Security with SRX
Workshop• Security in Mobile Networks
with SRX Workshop• Juniper Security Analytics
Workshop• Junos Space with Security
Director and Log Director Workshop
• Security Firewall Conversion Tools and Services Workshop
• Security Intelligence Integration w/SRX Workshop
Templates• Firewall Conversion SOW –
small, medium, large• Sample implementation guides
– Space Director, SRXTools• Juniper Firewall Migration
Cloud (JFMC)
For customers, Partners without a Services Practice
Partners looking for PS capability• Transform your business by
offering services to your customers without having to build out a team of full-time consultants.
Customers and Partners• Post your project and the PS
Marketplace will match you with Juniper authorized PS partners based on your requirements.
• There is no cost for using the service.
For Customers & Partners
Packaged Services• Junos Space NMS QuickStart
Services• Junos Pulse Policy Secure
L2/L3 QuickStart• Security Intelligence QuickStart• Firewall Conversion Service• Junos Pulse Gateway
QuickStart• Junos Space Security Director
with NSM Import QuickStartService
• Junos Space Security Director QuickStart Service
• Security Analytics QuickStartService
Training and other ResourcesWebinars: 1) Monthly Security Webinar series:
1) Q1 Update (What’s new in the last year) - https://jpartnertraining.juniper.net/course/view/id/18292) Webinars are held on 2nd Thursday (Friday morning in APAC) of every month. Check Partner Center
Security Solution page for next Webinar date and registration info:https://www.juniper.net/partners/partner_center/solutions/security.jsp
2) SRX Adaptive Intelligent Firewall Whiteboard Pitch https://jpartnertraining.juniper.net/course/view/id/1726
Training:https://jpartnertraining.juniper.net/curriculum/view/id/21https://jpartnertraining.juniper.net/curriculum/view/id/22
Virtual Lab Guide:https://jpartnertraining.juniper.net/course/download-courseware/id/3622/courseId/1038/
Security Blog by Juniper experts:http://forums.juniper.net/t5/Security-Mobility-Now/bg-p/networkingnow
Happy Selling!