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Security Partner Activation Kit April 2015 One stop shop to find key Juniper Security resources and accelerate your security business
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Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Jun 28, 2018

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Page 1: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Security Partner Activation KitApril 2015

One stop shop to find key Juniper Security resources and accelerate your security business

Page 2: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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 Customers looking to refresh out-of-date, fault prone firewalls (Slide 14)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

Page 3: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Customer Concerns and Challenges

Page 4: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 5: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 6: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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.”

Page 7: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 8: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Juniper’s Security Story and Offering

Page 9: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 10: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 11: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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.

Page 12: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 13: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Security Opportunity and Insertion Points

Page 14: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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)

Page 15: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 16: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Programs, Promotions and Incentives

Page 17: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 18: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 19: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Key Resources

Page 20: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 21: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 22: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 23: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

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

Page 24: Security Partner Activation Kit - Westcon-Comstormedia.gswi.westcon.com/.../Juniper_security-partner-activation-kit.pdf · Security Partner Activation Kit ... •Cisco Catalyst •Brocade

Happy Selling!