Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential 1 Summer is ICE Season! How this is the perfect time to sell the ICE

Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 1

Summer is ICE Season!

How this is the perfect time to sell the ICE solution on the Secure Access SSL VPN


Hurricane Season is June 1 – November 30:A great time to talk about ICE


What is ICE: In Case of Emergency A license on Secure Access: one time cost

• #1 SSL VPN: all the benefits of the industry leading solution• Selling from a position of strength

Allows instant, temporary addition of max number of users to a Secure Access appliance

• 8 weeks• Turns on all features

Developed to address market need of immediate network access due to an emergency situation

• Users only need to know how to use a web browser• Addresses the remote access portion of a Disaster Recovery (DR) plan

It is available on the SA4000 and SA6000• SA4000-ICE list price is $18,000• SA6000-ICE list price is $30,000

On/ off switch: use only for as long as you need• Flexibility and control


But it’s not just Hurricanes that can close the office


Use Weather related and other downtime causing issues to start ICE conversations

Hurricanes Tornadoes Floods Earthquakes Snow storms Pandemics Terrorist attacks

User Errors Software errors Viruses Other attacks Transit Strikes Maintenance Component failure

Are your customers prepared for downtime?


ICE can lead to more revenue from Disaster Recovery Services

Business Impact Analysis Risk Assessment Mitigation Strategy Process Design Business Continuity and Disaster Recovery Planning Testing Emergency Response Management DR Program Management

A 2006 AT&T study found many businesses lack in house expertise on Business Continuity/ DR Planning


ICE can lead to more revenue from hardware sales

DX• Up to 30% increase in SA performance• SA clusters need a load balancer so attach a DX

FW• Most common cross sell with SA, great for redundancy

IDP• Coordinated threat management means SA and IDP work

together to identify and isolate threats Routers

• Great for redundancy RSA tokens

• 2 factor authentication, now available as soft tokens• Protects their current investment


ICE: Easy to Activate, Easy to Track

Easy activation

Easy to track


Juniper’s Networks SSL VPN Leadership

Source: Gartner (December 2006)

Gartner Magic Quadrant for SSL VPNNorth America, 4Q06

The Forrester Wave: SSL VPN Appliances

Q4 2006

Source: 2006 Forrester Wave Report

10,000 Secure Access Customers = Juniper is the clear choice


When do Customers Buy ICE?

Pipe burst in Texas HQ and offices were closed• Got ICE P.O. the next day

Transit strike in NYC • Many customers called us

Hurricanes in Florida closed offices for weeks• Customers immediately saw the value of ICE

Snowstorms in the Northeast• Customers use ICE in 1-2 day increments

Some customers only buy ICE• Fills a gap in their DR plan

Some customers look at ICE but buy Secure Access for regular use• Heard the ICE pitch and realized how good SA is


Case Study: Washington, DC Law Firm

Office closed due to location in DC and weather• Two SA-4000 High Availability Clusters

• Production – 100 simultaneous users• Disaster recovery – 50 simultaneous users

• ICE license on each cluster• Increases simultaneous user count to 1000• Enables Secure Meeting feature• Secure Access for all users when office is hard to reach

– Snow days– True emergencies

• Monitoring tells administrator when to enable ICE.


Case Study: County in California

Security Mgr uninterested for 9 months due to lack of “upgrade” budget• Had Cisco IPSec VPN for remote access

County Emergency Preparedness Project = Budget + County Executive Sponsorship • Brought in by County Executive to discuss ICE with network security team• Entire Security Team attended and “got it”• Solved both daily remote access needs + emergency access needs with SA/ICE

solution

Increased deal size to $160K • 2 SA6000SPs, ICE, SA2000

Security Team is now Championing Juniper• Pushing IDP, FW, Routers, WX, DX

Used ICE solution and Secure Access to get in Sold ICE at the Executive Level to build executive support + budget


Who to Target, Questions to Ask

Titles• Director/Manager Network Ops• Director/Manager IT Security• Director/ Manager of Risk or Emergency Preparedness• Ask who is in charge of remote access, COOP Planning

Questions to ask• What challenges do you face when trying to provide network

access during an emergency?• How does your Disaster Recovery plan account for standby sites

being unavailable?• How important is it to find a solution that maintains employee

productivity even when they can’t use their work computers?• How do prepare for weather related outages?


Recap

ICE is a license on Secure Access SSL VPN• The #1 SSL VPN: selling from a position of strength

ICE provides instant remote access • On/off switch = flexibility and control

ICE is a way into accounts• SSL is always a good way in

ICE leads to more revenue• Lots of services revenue in DR

Documents

Copyright © 2007 Juniper Networks, Inc. Proprietary and Confidential 1 Summer is ICE Season! How this is the perfect time to sell the ICE