111 © 2004, cisco systems, inc. all rights reserved. integrated security solutions ip network...

111© 2004, Cisco Systems, Inc. All rights reserved.

Integrated Security Solutions

IP Network Defender

111



Lead Generation

Lead Generation

TAC/Support Services


TrainingTraining

Professional Services


FinancingFinancing

Partner ProfitabilityPartner Profitability

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



Lead Generation


Training


Financing

Partner Profitability



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





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



Lead Generation

Technical Support

Services

Technical Support

Services

Training


Financing



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



1, 2 Please see notes section of slide



Lead Generation


Training



Financing



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





Lead Generation


Training


Financing



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





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


TrainingTraining


Financing



HW and SW Products



http://wwwin-tools/sales/go/ecfso/ip-network-defender/training



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)



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



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


Training


FinancingFinancing



HW and SW Products





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


Training


Financing




HW and SW Products



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


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



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


Training


Financing



HW and SW Products




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



Lead Generation

Lead Generation



TrainingTraining



FinancingFinancing






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


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


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


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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111 © 2004, cisco systems, inc. all rights reserved. integrated security solutions ip network...

Documents

cisco security products

cisco systems

cisco approval

cisco routers

cisco shared support

vpn solutions category

hw products

total deal security