Ultimate Test Drive

A Partner Led Program

The Ultimate Palo Alto Networks Experience

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The Ultimate Test Drive (UTD) is a technical workshop designed to quickly move prospects from an introduction to an evaluation of Palo Alto Networks technology. In the workshop, attendees will experience:

Safely enabling applications

Controlling evasive applications

Decrypting, inspecting, and allowing SSL

Establish policies to prevent unknown threats

Gain application visibility through the use of

VMware NSX traffic steering and Palo Alto

Networks App-ID

URL filtering policies

MUCH more!

Over $30M of pipeline in FY14

Turning Prospects into a Customers

Awareness

Education

Preference

EvaluationPurchase

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Goal of any Ultimate Test Drive is to get attendees to run an evaluation in their own environment.

Ultimate Test Drive

Available Courses

Next-generation Firewall

Cyber Threat Prevention

Datacenter

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Fundamental value of Palo Alto Networks next-generation firewall

Threat prevention, WildFire and Traps product capabilities

General datacenter or VMware NSX integration courses

UTD Program Overview

Partner Requests

Palo Alto Networks Schedules

Partner Executes

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Program Responsibility Snapshot

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• Provide instructor• Full event management• Lead follow up

Partner

• Schedule UTD• Provide courseware• Provide lab environment

(not facility)

Palo Alto Networks

Full program guidelines available on Partner Portal

Program Steps

PLAN• Event timeline• Identify/

develop your instructor

PREPARE• Schedule UTD• Invite end-

users

EXECUTE• Course

material• Survey• Follow-up

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PLAN- Event Timeline

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Items to consider: Which version of the UTD will you offer? Where will you host the event? Do you have an instructor capable of hosting the event? What are your objectives?

• Contract w/ venue

• Request UTD in system

8 weeks out

• 1st email invite• Print UTD

courseware

6 weeks out • 2nd email invite• Call blitz

4 weeks out

• 3rd email invite• Call blitz

2 weeks out • Set-up venue• Follow-up

survey

EVENT!

PLAN - Develop Your Instructor

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*CNSE = Certified Network Security Engineer

Step #1 – Certification & Accreditation

Step #2 – Training Videos

Have CNSE* Move to Step #2

Do not have CNSE Pass Accredited Sales Expert

(ASE) course FREE on Partner Portal

Pass Accredited Configuration Engineer (ACE) course

FREE on Partner Portal

View “Next-generation Firewall Overview and Demo” FREE on demand

View instructor training video NGFW Threat Datacenter

PREPARE - Schedule

Fill out the request form at: http://go.paloaltonetworks.com/utdrequest

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PREPARE - Email

Three emails available Invite Missed you Thank you

Three file formats HTML .DOC .MSG

Partner ready and fully customizable

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EXECUTE

All the items you need to host yourown UTD event!

Workshop presentation

How to give workshop presentation

Workshop guide

Recommended agenda

Survey

Sample Application Visibility & Risk (AVR) Report

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Assets and Resources Located

Partner Portal

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