Winning with Check Point Secure Web Gateway. Sales Training. August [Restricted] ONLY for designated groups and individuals
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1 Winning with Check Point Secure Web Gateway Sales Training August 2012
2 The Rules of the Game have Changed Check Check Point Point Software Software Technologies Ltd Ltd. 2
3 New Tools Are Business Enablers Essential business tools for the modern enterprise 3
4 Introducing new risks How can we harness the power of Web 2.0 without compromising Security? RSA SecurID Secrets Stolen with Poison Ivy 'Nitro' hackers use off-the-shelf "Poison P2P File Sharing: Ivy" remote-access tool (RAT) to steal Anonymizers: chemical, Malicious defense downloads secrets Bypass security policy Backdoor Remote Data loss Admin to through Network Tools: Complying File Storage Hide with criminal activity Used for and the malicious Liability Sharing, Organization s attacks Social Media Policy 4
5 MISSION: Have the BEST Solution to Secure Web Access 5
6 Task 1: Block dangerous applications Anonymizers, P2P, RATs 6
7 Check Point Takes Best Approach to Secure Web Access! Largest App Coverage Over 4,700 Applications Over 240,000 Social Network Widgets Over 130 Categories 7
8 More than applications Websites Applications Not URL-based Facebook Chat Granularity beyond URLs Need to Control All Aspects of Web 8
9 Check Point Takes Best Approach to Secure Web Access! Unified Policy The only solution to offer unified control of web sites and applications! 9
10 Block dangerous sites and applications: Task 1: Completed! 10
11 Task 2: Enable Social Media for business 11
12 Granular control of features within applications: Facebook allowed to HR, Marketing only 12
13 Different Users Have Different Needs But Social Media is an essential business tool! I Need to stay in touch with customers, partners and colleagues I Need to get the latest industry news, articles and reviews Sales Engineer 13
14 Can the Security Manager know what all users should be using? Need to educate and engage end-users! 14
15 Check Point Takes Best Approach to Secure Web Access! Practical Control Engage and educate end-users with UserCheck 15
16 Support Business Needs with Practical Enforcement: Task 2: Completed! 16
17 Task 3: Understanding what s going on is a critical component of Web Control 17
18 360º Visibility into all Web Security Events 18
19 Offline, Scheduled Reports 19
20 Monitor, Analyze and Report: Task 3: Completed! 20
21 Task 4: Substantially Save on Expenses 21
22 Check Point Takes Best Approach to Secure Web Access! Check Point Secure Web Gateway Standalone appliance with Web Control, Anti-Virus, Analysis and Reporting WWW 22
23 Variety of Models For Any Deployment Size! X-Large (> 10,000 users) Large Branch (> 250 users) Small (> 500 users) Medium (> 1,000 users) (> 5,000 users) * Sizing recommendation 23
24 Check Point Secure Web Gateway SWG-4400 SWG-4600 SWG-4800 SWG SWG (< 250 users) (< 500 users) (< 1,000 users) (< 5,000 users) (< 10,000 users) List Price $12,000 $19,000 $32,000 $56,800 $74,500 Renewal $2,800 $2,800 $6,100 $10,000 $11,200 3 Years TCO $17,600 $24,600 $44,200 $76,800 $96,900 24
25 TCO Comparison Example: Organization of 1,000 users: Compare 3 years TCO: Competitor s Solution: $104,400 Check Point Secure Web Gateway: $44,200 Save 57%! 25
26 Save at least 30% of your expenses! Task 4: Completed! 26
27 Check Point takes best approach to URL filtering May 07,
28 Does your current solution make controlling Web 2.0 MISSION: 28
29 With Check Point Secure Web Gateway MISSION: Check Point takes the BEST Approach! 29
30 With Check Point Secure Web Gateway MISSION: Check Point takes the Best value application unified end-user for control engagement money! control BEST Approach! 30
31 Sales Strategies 31
32 Who to Talk to? SWG may be owned by a different team than Network Security 32
33 Who are the Competitors? More than 50% of the Market held by Websense and BlueCoat 33
34 Secure Web Gateway Small (< 250 users) Small (< 500 users) Medium (< 1,000 users) Large (< 5,000 users) X-Large (10,000 users) 3 Years TCO $17,600 $24,600 $44,200 $76,800 $96,900 3 Years TCO $31,345 $57,600 $104,400 $448,000 $832,000 You Save 44% 57% 58% 83% 88% Replacement Opportunity: around yearly renewal 34
35 Secure Web Gateway Small (< 250 users) Small (< 500 users) Medium (< 1,000 users) Large (< 5,000 users) X-Large (10,000 users) 3 Years TCO $17,600 $24,600 $44,200 $76,800 $96,900 3 Years TCO $26,220 $43,830 $66,850 $195,500 $400,600 You Save 33% 44% 34% 61% 76% Replacement Opportunity: around refresh (though we ve seen customers switch after 1 year ) 35
36 SWG replacement calculator Presents the best Check Point alternative to competitive SWG and show immediate cost savings Available on PartnerMAP Sales Tools and DownloadCenter 36
37 SWG replacement calculator Presents the best Check Point alternative to competitive SWG and show immediate cost savings Available on PartnerMAP Sales Tools and DownloadCenter 37
38 SWG: Competitive Overview Unified Web Control and Security Application Control 4,700 applications 103 applications 124 applications End-user Engagement Integrated Malware Protection Granular Reporting Protecting users off network Roadmap (H1 2013) Caching 38
39 What to Ask? 39
40 Handling Objections Why is Check Point not in Gartner s SWG Magic Quadrant? Gartner stated they do not include solutions integrated on firewalls The last Magic Quadrant (May 2012) was published before Check Point introduced its dedicated SWG appliance 40
41 Handling Objections What about content caching? How much bandwidth web cache really saves you? Web content becomes more dynamic Internet pipes become larger and cheaper Web Servers specifically require their content not be cached 41
42 Handling Objections How can I secure remote users? Today remote users traffic can be tunneled through the security gateway (VPN) H URL Filtering client 42
43 Sales Tools Datasheet and public product page Updated product catalog Sales Tools are available on the Products Wiki Datasheet, Customer presentations, Competitive info, Webinars And more Competitive Replacement Calculator PartnerMAP Sales Tools and DownloadCenter APP_TECH Mailing list For additional information please contact: Tamar Shafler (Product Management) 43
44 Thank You
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