How to Quote IronPort Email Security Appliances

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Nov 3, 2013 (4 years and 10 days ago)

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1

How to Quote IronPort
Web Security Appliances


`00:00:00

Hello, again, everybody, and welcome to the second of a series of
VOD’s

helping you understand
how to spec up and quote Cisco's
IronPort

and ScanSafe email and Web security offerings.


`00:00:15

Ho
pefully, many of you will have already viewed the "How to Quote Email Security"
VOD

and if
you haven't done that, I really recommend you take 15
minutes

of your time out to do that.


`00:00:26

Today, however, we're going to talk about Web security. And

the first thing I’m going to call out,
just as I did with the
email

security offerings, is that these solutions are not on the GPL
as of
Q3
2011. So there may be some subtle differences between the way you've
traditionally

sold and
spec
'd

up the Cisco GP
L products versus the way that Cisco's
IronPort

and
ScanSafe

products
are sold and configured.


`00:00:54

But the good news is that the We
b security appliances are sold and

configured in the same way
that the email security appliances are, so if you under
stood the
email

security VOD, you are going
to

have no trouble picking this one up.


`00:01:10

So the first thing we're going to do is scroll down to the bottom of the price book, and we're going
to move across to the
I
ndividual
H
ardware and
A
ccessories t
ab. We're going to click on that. And
we're going to move back up to the top, where we're going to see the
Web

Security Appliance
offerings just sitting right below the
E
mail
S
ecurity
A
ppliances that we saw previously.


`00:01:28

So just

as

with
email se
curity, you'll see here
this price book is showing North American part
codes. If you
were

selling into Europe, you would need to replace those with a
-
EU. And if you
were selling into APAC, you would need to replace those with a
-
AP.


`00:01:46

And as
with email, we would recommend differing appli
ances based on the user count of

the end
user. So if your end
-
user's organization has less than 1,00
0 users, we would position an S
160. If
they have between 1,000 and 4,999 users, we would pos
ition an S370 a
n
d if they have more than
5,000 users, we would position an S670. Again, as with email, we
would

certainly recommend
that if you have more than 5,000 users, you involve a Cisco SE in that sale.


`00:02:23

So those production units are also what we call th
e primary appliance. Typically, most
organizations would want some kind of redundancy in this insta
llation, so they would also look

to
buy a spare appliance or an equivalent
-
to
-
new appliance. You
should

be aware that these
equivalent
-
to
-
new appliances, a
lthough fully factory refurbished, are refurb appliances. So if
you're selling a customer
an
S160 and he wants a spare appliance, he would buy a S160
equivalent
-
to
-
new spare unit. If the primary appliance is an S370, he would buy an S370
equivalent
-
to
-
ne
w unit and so on.



`00:03:06

So once you've spec
'd
up and configured the primary and spare appliance, the only other piece of
hardware you need to worry about is the rack kit, and there are a varying number of rack kits
depending on the appliance and th
e rack that you're installing into. You can see them down
there.


`00:03:25


2

So we
’ve

talk
ed

about a primary appliance. We've talked about a spare appliance. We've talked
about a rack kit. Now we're going to talk support, and the great news is that it'
s really, really easy
to spec up support because we have different support contracts depending on which appliance
your customer is buying. So if he's buying an S160, we have one, three, or five
-
year contr
acts
depending on how many years
' worth of licenses

your customer is buying.


`00:03:56

One

thing that I should
call

out at this stage is that you do not need
P
latinum support for spare or
ETN appliances. So if you're buying a primary appliance and a spare app
liance, you would only
use one
P
latinum sup
port contract.


`00:04:12

So

we spec
'
d up the hardware
. W
e've spec
'
d up the support. We're now going to move across
and click on the
S
oftware tab. And we're going to scroll right to the bottom to talk about what is
the foundation of any Web sec
urity
sale, and that's the Web Usage C
ontrol license.


`00:04:30

Many of you will be aware of U
R
L filtering as a standard in this market, and Cisco's
Web

User
Control software blade is our version of U
R
L filtering. And that software blade is what controls
th
e websites that users can access and then generates reports on the back of that showing who's
been on to what website, when, and how long they spent there. And that's typically a software
option that's used by the HR organization.


`00:05:02

So that
Iron
Port

Web Users Control subscription becomes the foundation of any S Series
appliance sale. O
n

top of that, we then have three anti
-
virus and anti
-
malware options. One is a
Webroot

a
nti
-
malware
software

blade, and then we have two anti
-
virus options, McAf
ee and
Sophos. Now, on top of those three
signature
-
based software blades, we also have Cisco's Web
Reputation
f
iltering solution
.
Web Reputation leverages Cisco's SenderBase IP re
putation
database to pro
-
actively

block threats at day zero.


`00:05:48

So even if the sites themselves have been passed as good by the Web
Usage C
ontrol engine,
we're still going to scan those sites and block any threats that look to be bad based on the
reputation that the
SenderBase

database has given them.


`00:06:06

So

there's a subtle difference there between
Web

Usage C
ontrols and Web
R
eputation. Web
Us
age

C
ontrol decides whether the site itself is good or bad or acceptable and not acceptable
based on acceptable use policy. Web Reputation blocks any malware coming f
rom that site even
if the site itself is an inherently good site.


`00:06:26

So Web Us
age

Control
s

is the URL filtering option. We then have the Webroot
,

McAfee
,
and
Sophos anti
-
malware and anti
-
virus blades. On top of that, we have the Web Reputation
d
ay
z
ero
t
hreat
p
rotection license. And then we have two more license options, both around the
AnyConnect

VPN clients, Premium and
Essentials
, and these
would

be sold into customers that
are looking to deploy Cisco's Secure Mobility solution.


`00:06:59

S
o you can see we have one, two, three, four, five, six, seven different software blades in total.


`00:07:06

Now, the really good news, as with the
E
mail

S
ecurity
A
ppliance, is that we make it easy for you
by selling the solutions in what we call b
undle
d offerings.

So you remember with the
E
mail

S
ecurity
S
olutions we have single appliance bundles and we have dual appliance bundles

--


3

s
ingle appliance including one primary C series, in this case
, S series, and a dual bundle includes
two appliances
. And,

again, we're going to take those same rules of
thumb

that existed
previously.

So if you were to order a bundle with less than 1,000 users, we would ship you an
S160; between 1,000 and 5,000 users, we would ship you an S370.


`00:07:53

But in addition to

the
hardware
, we're also going to ship you a support contract and the software
license
s
. So you don't have to worry about configuring the appliances and the software and the
support separately. These bundled part codes bring everything together.


`00:08
:09

So you need to ask your customer a number of questions to make sure we're going to configure
the right part code.

One is, as we've already looked at, how many appliances do we want, one or
two for
redundancy
.


`00:08:22

Oh, we should've said, by t
he way, we need to make sure we ask the customer which vertical
he's in because we have differing list prices depending on what vertical the customer is in. So
you'll see the part codes are going to
subtly

change
. If

I move from
government

to

academic, t
he
part codes themselves change and so do the list prices. So academic list pricing is 30% below
enterprise, and government is 20% below enterprise.

A
nd you need to make sure you're asking
your customer which vertical he falls into because unlike Cisco,

with
IronPort
, the list price
s vary
depending on the vertical. So we're going to leave it at academic because for the purpose of this
example
, we're going to sell into a school.


`00:09:05

And then we're going to ask our customer how many users he's g
ot. We're then going to ask him
how long he wants his contracts to be for
--

one, three, or five years. And then we're going to ask
our customer which licenses he wants. Does he
want Web Users Controls only
? Does he want
Web Users Controls and Web Repu
tation? Or does he want those
two
plus

the Webroot Anti
-
Spyware Option and Anti
-
Virus
? A
nd it's important that you realize that the default anti
-
virus
option on the S Series is Sophos.


`00:09:37

So just to

recap
. W
hich vertical is your customer in? H
ow many appliances does he need
--

one,
single, or two, dual? How long does he
want

the contract to be for
--

one, three, or five years?
How many
users

does he have? And which software options does the customer want?


`00:10:00

So for the purposes of

this
example
, we're going to pick a school that has 500 users, wants dual
appliances for redundancy, wants a three
-
year
contract
, and wants all of the Web User Control
Webroot Anti
-
Spyware
and
anti
-
virus options. So 500 users, dual appliance, three years
, all
software options is going to take us t
o that list price there of $91.7
0, and that is the dollar list
price. And you would then take that list price and multiply that by 500 users.


`00:10:34

And just to recap, that solution is going to include tw
o appliances and all the software licenses
and the support contract for the duration of the period

--

in this case, three years.


`00:10:48

And that tells you how to quote
IronPort
's Web Security Appliances.