1

Network Security Course 4:

How to Sell

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 2

Enterprise-Grade Security for Today’s Business

A large number of customers

are recognizing WatchGuard’s
scalable architecture and best-
in-class manageability

 SMBs and SMEs

 Distributed Enterprises

 Retail

 Hospitality

 Government

 Education

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 3

WatchGuard Customer Prevents 1,300 Malware & 250 Network Attacks in

1 Year
Profile:
 300 Employees
 4 IT People on Staff
 $50 Million in revenue

Attacker Goal:
Extort money, generate money, steal passwords, circumvent security, etc.

Attack:
 Customer alerted malware blocked.
Dimension indicated that variants of Mimikatz, Win32/Heur, and other malware, had been detected.
 WatchGuard's Gateway AntiVirus service blocked a substantial amount of known malware and APT Blocker killed
several evasive threats

Consequences:
The company was protected from threats that managed to wreck havoc on thousands of organizations unprotected
organizations around the globe. Because they had WatchGuard Total Security, the best layered-malware defense in the
industry, attacks were prevented, and critical business assets saved.

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 Sales Tools

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 Sizing Tool – www.watchguard.com/sizing

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 Compare – www.watchguard.com/compare

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 7

Trade-up Document

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 8

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 9

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 3rd Party Validation

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 RFP Template

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 12

Use our Marketing Content

 “Other manufacturers put out white papers and future

predictions, but WatchGuard makes the easiest and most
enjoyable resources to consume.”
– Michael Weir, Ingram Micro (N.A.
Distributor)

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 Marketing Campaign Kits
13

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 14

Use the WatchGuard Team

 We are all here to help!
– Channel Account Managers
– Field Marketing Managers
– Support
– Product Managers and Product Marketing

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 15

Demos and Evals

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 Visibility Sells WatchGuard!

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 Demonstrating Dimension

Available Resources

 https://Demo.WatchGuard.com
 You don’t have to be super
technical!
demo

visibility

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 18

Scripts are available on the

Partner Portal

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 19

WatchMode: Non-Intrusive Evaluation

 See what’s happening by reviewing mirrored traffic
– With one-click, No need for time intensive in-line evaluations
– NFR rack-mount unit (e.g. Firebox M-series, and now T70)
 WatchGuard Cloud
– Reporting and visibility capable!

Cloud Visibility

Internet

Competitor
Firewall

Customer
Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved
Network
 20

Success Stories

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 21

WatchGuard Protects Restaurant Chain from Cyber Threats

Profile:
 11 Restaurants
 400 Employees
 1 IT Person

Customer Goal:
Increase Revenue, and PCI Compliance

The Need:
 Customer needed a tablet-based EPOS (Electronic Point of Sale) system
 Wanted to be able to take orders at the table to minimize error
 Also needed to achieve PCI compliance

The Solution:
In June 2017 the restaurants installed a central WatchGuard T10 server (acting as a combined network controller, firewall and
router, a VPN network linking 10 restaurants) and the latest Wi-Fi technology with our AP320 wireless access points.
WatchGuard’s strong security also helped the restaurant to achieve regulatory PCI compliance for its purchase card
machines.

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved

 22

WatchGuard Partner Protects 14 Health Orgs from WannaCry and Petya

Profile:
 2000 Staff at Customer
 10 IT People Partner Team

Attacker Goal:
Extort money

Attack:
 WannaCry and Petya ransomware attacks took cyber crime to a new scale, damaging healthcare orgs specifically.
 200,000 organizations were affected in over 150 countries
 While IT teams scrambled to stop the attack the team at Care Plus Group , a WatchGuard Partner in North East
Lincolnshire, was able to tell their health care customers that they were safe.

Consequences:
The partner’s WatchGuard deployment was put to the test with WannaCry and passed with flying colors. In fact, the team
identified suspicious network traffic from connected partner networks, advising them that they may be under attack. Using the
WatchGuard IPS system, potential threats were isolated instantly at the IP level, preventing the attack from entering their
customers network.

Copyright ©2019 WatchGuard Technologies, Inc. All Rights Reserved