PARTNER HOW-TO GUIDE FOR SECURITY LIFECYCLE REVIEW

Partner Marketing from Palo Alto Networks

ER, HOW DO YOU DO THAT?...

ENTER

ER, HOW DO YOU DO THAT?...

1. How to use this partner how-to guide

2. What is a Security Lifecycle Review (SLR)?

3. As a partner, why should I run SLRs for my customers?

4. How do I run an SLR?

5. Copy blocks

6. Sample emails and landing page

7. Call script

8. Cheat Sheet

9. Where can I find out more?

10. Appendix

Contents

FIND THE SECTION YOU NEED...

1. How to use this partner how-to guide

This how-to guide has been specifically developed for Palo Alto Networks partners, to help you take our shared messages to market.

It contains a whole host of (we hope!) useful information including some sample marketing assets, plus files for you to download and use. There is also a ‘cheat sheet’, a sample call script for your sales team to use and links to other pieces that you may find helpful. Plus there are links to the partner portal and to Palo Alto Networks branding guidelines.

Everything you need to run your own Security Lifecycle Review campaign is here.

If there’s anything missing, or you need any help, please contact your local Palo Alto Networks Channel Business Manager, or email gtelford@paloaltonetworks.com

FIND THE SECTION YOU NEED...

FIND THE SECTION YOU NEED...

AH THATS HOW I DO IT

...& USE THE HOW-TO GUIDE!

2. What is a Security Lifecycle Review (SLR)?

Complete application visibility and actionable security intelligence

A Security Lifecycle Review (SLR) is an essential tool in helping your customers to understand their current cybersecurity posture. What does that actually mean? It means that an SLR will clearly show where your customers have potential risks on their network that could affect the security of their business.

The SLR will show you which applications are being used, including software-as-a-service, or SaaS applications (also including any ‘shadow’ applications, that may not have been authorised by the IT department). It will show URL traffic, content types and will catalogue all potential threats on the network – known and unknown - and those linked to user behaviour.

ER, HOW DO YOU DO THAT?...

1.

1.

AH THATS HOW I DO IT

SPECIFICALLY, AN SLR WILL SHOW YOU:

• Which applications are in use, and the potential risks to exposure

• Specific details on ways adversaries are attempting to breach the network

• Comparison data for your customers’ organisation, versus that of

their industry peers

• Key areas to focus on for reducing your customers’ risk exposure.

“THERE ARE ONLY TWO TYPES OF

COMPANIES: THOSE THAT HAVE

BEEN HACKED, AND THOSE THAT

WILL BE.” - Robert Mueller, FBI Director, 2012

1.

2.

3.

4.

01001100101011101010101010110100001001

OF CUSTOMERS THAT UNDERTAKE AN SLR GO ON TO BUY A PALO ALTO NETWORKS SOLUTION

80%SPECIFICALLY, AN SLR WILL SHOW YOU:• Which applications are in use, and the potential risks to exposure• Specific details on ways adversaries are attempting to breach the network• Comparison data for your customers’ organisations, versus that of their industry peers• Key areas to focus on for reducing your customers’ risk exposure.

AH THATS HOW I DO IT

...& USE THE HOW-TO GUIDE!

3. As a partner, why should I run SLRs for my customers?

In 2013, Neiman Marcus suffered a data breach and as a result credit card data for 350,000 customers was exposed. Of those accounts exposed, Neiman Marcus agreed that 9,200 of the accounts were later used in fraudulent activity. These type of breaches are becoming more and more common as hackers focus on more targeted attacks. Ransomware is also becoming more of a problem and some companies have been hit hard. We’ve seen massive problems such as operations being stopped in the NHS because security systems have been held to ransom, or massive power cuts due to hacks into utilities systems. Ransomware is no longer a nuisance, it threatens businesses and even lives.

When network security is breached, many companies scrabble around for answers. Who’s to blame? What did they do? Will it happen again? But by then it’s often too late and the damage can be devastating: as many as 60% of small and medium businesses that experience a data breach go out of business after 6 months.

ER, HOW DO YOU DO THAT?...

1.

1.

AH THATS HOW I DO IT

SPECIFICALLY, AN SLR WILL SHOW YOU:• Which applications are in use, and the potential risks to exposure• Specific details on ways adversaries are attempting to breach the network• Comparison data for your customers’ organisation, versus that of their industry peers• Key areas to focus on for reducing your customers’ risk exposure.

“THERE ARE ONLY TWO TYPES OF COMPANIES: THOSE THAT HAVE BEEN HACKED, AND THOSE THAT WILL BE.” - Robert Mueller,

FBI Director, 2012

1.

2.

3.

4.01001100101011101010101010110100001001

ER, HOW DO YOU DO THAT?...

1.1.

AH THATS

HOW I DO IT

SPECIFICALLY, AN SLR WILL SHOW YOU:

• Which applications are in use, and the potential risks to exposure

• Specific details on ways adversaries are attempting to breach the network

• Comparison data for your customers’ organisation, versus that of

their industry peers

• Key areas to focus on for reducing your customers’ risk exposure.

“THERE ARE ONLY TWO TYPES OF

COMPANIES: THOSE THAT HAVE

BEEN HACKED, AND THOSE THAT

WILL BE.” - Robert Mueller,

FBI Director, 2012

1.

2.

3.

4.

0100110010

1011101010

1010101101

00001001

The introduction of two new pieces of EU Legislation – the Network Information Security (NIS) Directive and General Data Protection Regulation (GDPR) – raises the bar on security requirements for all organisations that are in, or do business with, the EU. Key among the requirements is the need for ‘state of the art’ security. There will also be a mandatory requirement to report breaches which may damage the confidence in, and value of, the affected company.

But avoiding a breach is always better than hunting for answers afterwards. The best approach is to help your partners find out where they’re at risk today — and to take action immediately.

We find that more than 80% of customers that undertake an SLR go on to buy a Palo Alto Networks solution. With one recent partner, after we’d helped their sales team understand the unique benefits of an SLR, they went on to book 16 customer SLRs in the same week!

OF CUSTOMERS THAT UNDERTAKE AN SLR GO

ON TO BUY A PALO ALTO NETWORKS SOLUTION

80%SPECIFICALLY, AN SLR WILL SHOW YOU:

• Which applications are in use, and the

potential risks to exposure

• Specific details on ways adversaries

are attempting to breach the network

• Comparison data for your customers’

organisations, versus that of their

industry peers• Key areas to focus on for reducing

your customers’ risk exposure.

ANOTHER ADVANTAGE OF RUNNING AN SLR WITH YOUR CUSTOMER IS THAT IS HELPS TO DEMONSTRATE HOW WELL THE UPSELL OPPORTUNITY SUBSCRIPTIONS RUN AND THE ADDED BENEFITS THEY CAN BRING FOR YOUR CUSTOMERS’ NETWORKS. THIS HELPS YOU TO SELL MORE OF THE PALO ALTO NETWORKS PLATFORM RIGHT FROM THE OUTSET.

4. How do I run an SLR?The process really couldn’t be simpler. A Palo Alto Networks Next Generation Firewall is installed on the customer’s network and sits behind any existing network infrastructure passively monitoring the network, collecting data and analysing threats. It offers complete visibility of the traffic on the network and highlights any threats – known and unknown – or potentially unsafe user behaviour on the network.

If you’re interested in running an SLR with one of your clients, then speak in the first case to your local Palo Alto Networks Channel Business Manager who will be able to get the wheels in motion.

If you’d like more details about the specifics of running an SLR, you can access the resources detailed here:

Understand the value of SLR. View video

Access the Quick Start Guide

View a Sample Report

Get Better Visibility into Your Customer’s NetworkThis step-by-step guide allows you to generate a single SLR across multiple next-generation firewalls with data from multiple statistics files. The manual process should take approximately 10 minutes and is easy for partners to do. An automated solution is on our roadmap.

Partner Marketing campaigns for SLRsIf you’d like to run a joint marketing campaign into your customer database, we’re happy to help, too. We’ve got resources here to help, including copy blocks and sample emails (with HTML so you can pull the relevant sections into your own systems and templates).

We can even push out emails for you and create landing pages for your customers to download sample reports, or request an SLR with you. Leads created as a result of joint marketing efforts will be yours to follow up.

3 x HTML emails available -HTML EMAIL 1 HTML EMAIL 2HTML EMAIL 3

Header template -HTML HEADER USE THIS

IN YOURADVERTISING..

5. Copy block – for partners to use in your own marketing

100 words

The Palo Alto Networks Security Lifecycle Review (SLR) is a great way to get visibility of what is really happening on your network. It will show where you have potential risks on your network that could affect your security.

It will give you a full understanding of which applications are being used, including any ‘shadow’ applications, that may not have been authorised by the IT department. It will show URL traffic, content types, and will catalogue all potential threats on the network – known and unknown and those linked to user behaviour. Best of all, it will give you recommendations for dealing with the risks that are identified.

50 words

The Palo Alto Networks Security Lifecycle Review (SLR) is a great way to get visibility of what is really happening on your network. It will show where you have potential risks on your network that could affect your security and help you identify what you can do to minimise them.

USE THIS IN YOUR

ADVERTISING..

Landing pages

You will have received the PSD file for the banner graphic (below). Each item on the banner can easily be changed using the grouped layers.

The recommended content for the landing page is as follows:

Claim your free Security Lifecycle Review here from [PARTNER NAME] and Palo Alto Networks

When network security is breached, it’s easy for people to point the finger of blame. But avoiding a breach is always better than hunting for answers afterwards. So find out where you’re most at risk now – and take action immediately.

Get a free Security Lifecycle Review (SLR) from [PARTNER NAME] in collaboration with Palo Alto Networks and find out what’s really happening with your network.

Put together by experts, your confidential SLR report will show you:• Which applications are in use,

and the potential risks to exposure• Specific details on ways adversaries are

attempting to breach your network• Comparison data for your organisation,

versus that of your industry peers• Actionable intelligence - key areas you

can focus on immediately to reduce your risk exposure

To arrange your free and confidential Security Lifecycle Review, please submit your details on the form below, which will also give you immediate access to a sample report. Our team will then be in touch.

6. Palo Alto Networks SLR Campaign

©2016,PaloAltoNetworks.ConfidentialandProprietary

LandingPages

YouwillhavereceivedthePSDfileforthebannergraphic(below).EachitemonthebannercaneasilybechangedusingthegroupedLayers.

Therecommendedcontentforthelandingpageisasfollows:

ClaimyourfreeSecurityLifecycleReviewherefrom[PARTNERNAME]andPaloAltoNetworks

Whennetworksecurityisbreached,it’seasyforpeopletopointthefingerofblame.Butavoidingabreachisalwaysbetterthanhuntingforanswersafterwards.Sofindofwhereyou’remostatrisknow–andtakeactionimmediately.

GetafreeSecurityLifecycleReview(SLR)from[PARTNERNAME]incollaborationwithPaloAltoNetworksandfindoutwhat’sreallyhappeningwithyournetwork.

Puttogetherbyexperts,yourconfidentialSLRreportwillshowyou:

• Whichapplicationsareinuse,andthepotentialriskstoexposure• Specificdetailsonwaysadversariesareattemptingtobreachyournetwork• Comparisondataforyourorganisation,versusthatofyourindustrypeers• Actionableintelligence-keyareasyoucanfocusonimmediatelytoreduceyourriskexposure.

©2016,PaloAltoNetworks.ConfidentialandProprietary

LandingPages

YouwillhavereceivedthePSDfileforthebannergraphic(b

elow).Eachitemonthebannercaneasilybe

changedusingthegroupedLayers.

Therecommendedcontentforthelandingpageisasfollows:

ClaimyourfreeSecurityLifecycleReviewherefrom[PART

NERNAME]andPaloAltoNetworks

Whennetworksecurityisbreached,it’seasyforpeopletopointthefin

gerofblame.Butavoidinga

breachisalwaysbetterthanhuntingforanswersafterwards.Sofindofwhereyou’remostatrisknow–

andtakeactionimmediately.

GetafreeSecurityLifecycleReview(SLR)from[PARTNERNAME]incollaborationwithPaloAlto

Networksandfindoutwhat’sreallyhappeningwithyournetwork.

Puttogetherbyexperts,yourconfidentialSLRreportwillshowyou:

• Whichapplicationsareinuse,andthepotentialriskstoexpos

ure

• Specificdetailsonwaysadversariesareattemptingtobreachyournetwork

• Comparisondataforyourorganisation,versusthatofyourindus

trypeers

• Actionableintelligence-keyareasyoucanfocusonimmediatelytoreduceyourriskex

posure.

Email HTML

There are 3 different HTML templates provided, each targeting different profiles:1. Early Stage/Awareness2. Existing Prospect3. Existing CustomerEach HTML will require small changes for use in your campaigns

– URL Changes

When you have created your landing page, you need to add the links to the HTML. To do this, search for “REPLACE LINK” in the HTML and simply replace all with your own link.

SLR_email_1.html[26/09/2016, 15:51:58]

It's better to avoid a security

breach — than hunt forexcuses afterwards.

When network security is breached, many

companies scrabble around for answers. Who’s to

blame? What did they do? Will it happen again?

But by then it’s often too late and damage can be

devastating.

We’ve seen huge fines from public sector

companies subject to data breaches. For small and

medium size firms, the problems can even be

terminal – over 60% of companies that experience

a data loss go out of business after 6 months.

So find out what’s really happening with your

network traffic. Get a free Security Lifecycle Review

(SLR). We run these in conjunction with Palo Alto

Networks, a Gartner Magic Quadrant leader and

next generation security company who are working

to maintain our lifestyles in the digital age and

protect businesses like yours.

CLAIM YOUR FREE SLR

We will give you a FREE report as part of your

review that will clearly show you:

• Which applications are in use, and the

potential risks to exposure

• Specific details on ways adversaries are

attempting to breach your network

Claim your SecurityLifecycle Review -without obligations

TELL ME HOW

Partner NamePartner Description

SLR_email_1.html[26/09/2016, 15:51:58]

• Comparison data for your organisation,

versus that of your industry peers

• Actionable intelligence - key areas you can

focus on immediately to reduce your risk

exposure.

Partner namePartner description

Connect: Contact:

© 2016 Palo Alto Networks, Inc. All Rights Reserved. 4401 Great America Parkway, Santa Clara, CA 95054.

Privacy Policy | Terms of Use | Subscribe | Email Feedback | Email Preferences

www.paloaltonetworks.com

SLR_email_2_existing _prospects.html[26/09/2016, 15:53:37]

Do you have a clear view ofwhat’s happening on yournetwork?Can you see exactly what’s happening on yournetwork at any given time? Do you know how many applications you’rerunning, and who is using them? Do you know how many threats – known andunknown are attacking your network?

Find out what’s really happening with your networktraffic. Get a free Security Lifecycle Review (SLR).We run these in conjunction with Palo AltoNetworks, a Gartner Magic Quadrant leader andnext generation security company who are workingto maintain our lifestyles in the digital age andprotect businesses like yours.

CLAIM YOUR FREE SLR

We will give you a FREE report as part of yourreview that will clearly show you:

• Which applications are in use, and thepotential risks to exposure

• Specific details on ways adversaries areattempting to breach your network

• Comparison data for your organisation,versus that of your industry peers

• Actionable intelligence - key areas you canfocus on immediately to reduce your riskexposure.

Claim your SecurityLifecycle Review -without obligations

TELL ME HOW

Partner NamePartner Description

SLR_email_2_existing _prospects.html[26/09/2016, 15:53:37]

Partner namePartner description

Connect: Contact:

© 2016 Palo Alto Networks, Inc. All Rights Reserved. 4401 Great America Parkway, Santa Clara, CA 95054.

Privacy Policy | Terms of Use | Subscribe | Email Feedback | Email Preferences

www.paloaltonetworks.com

SLR_email_3_existing _customers.html[26/09/2016, 15:53:38]

Are you doing everything youcan to avoid threats andbreaches?Have you got rules in place about who can usewhat, and when? Can you see threats coming in, even from SaaSapplications?Do you know how many threats – known andunknown are attacking your network?As an existing customer, you already know you cantrust us as a partner to be looking after your bestinterests. But things change all the time incybersecurity, so make sure you, and your systemsare up to date and protected as fully as possible.Find out what’s really happening with your networktraffic. Get a free Security Lifecycle Review (SLR).We run these in conjunction with Palo AltoNetworks, a Gartner Magic Quadrant leader andnext generation security company who are workingto maintain our lifestyles in the digital age andprotect businesses like yours.

CLAIM YOUR FREE SLR

We will give you a FREE report as part of yourreview that will clearly show you:

• Which applications are in use, and thepotential risks to exposure

• Specific details on ways adversaries are

Claim your SecurityLifecycle Review -without obligations

TELL ME HOW

Partner NamePartner Description

SLR_email_3_existing _customers.html[26/09/2016, 15:53:38]

attempting to breach your network• Comparison data for your organisation,

versus that of your industry peers • Actionable intelligence - key areas you can

focus on immediately to reduce your riskexposure.

Partner namePartner description

Connect: Contact:© 2016 Palo Alto Networks, Inc. All Rights Reserved. 4401 Great America Parkway, Santa Clara, CA 95054.

Privacy Policy | Terms of Use | Subscribe | Email Feedback | Email Preferenceswww.paloaltonetworks.com

©2016,PaloAltoNetworks.ConfidentialandProprietary

ToarrangeyourfreeandconfidentialSecurityLifecycleReview,pleasesubmityourdetailsontheformbelow,whichwillalsogiveyouimmediateaccesstoasamplereport.Ourteamwillthenbeintouch.

EmailHTML

Thereare3differentHTMLtemplatesprovided,eachtargetingdifferentprofiles:

1. EarlyStage/Awareness2. ExistingProspect3. ExistingCustomer

EachHTMLwillrequiresmallchangesforuseinyourcampaigns

- URLChangeswhenyouhavecreatedyourlandingpage,youneedtoaddthelinkstotheHTML.Todothis,searchfor“REPLACELINK”intheHTMLandsimplyreplaceallwithyourownlink.

- Partner/LogochangesIntheHTMLThereare2optionsforincludinginformationeitheraboutPaloAltoNetworksoryourownorganization.ThesecanbelocatedintheHTMLwithIdentifiers/notes.Seebelow

Thesesectionscaneasilybeeditedorremoved.

- LegalFooterThecurrentlegalfooterisspecifictoPaloAltoNetworks.Thisneedstobechangestorepresentyourownorganisation.

– Partner/Logo changes

In the HTML there are 2 options for including information either about Palo Alto Networks or your own organisation. These can be located in the HTML with identifiers/notes. See below.

– Legal Footer

The current legal footer is specific to Palo Alto Networks. This needs to be changed to represent your own organisation.

These sections can easily be edited or removed.

SLR_email_1.html[26/09/2016, 15:51:58]

It's better to avoid a securitybreach — than hunt forexcuses afterwards.When network security is breached, manycompanies scrabble around for answers. Who’s toblame? What did they do? Will it happen again?But by then it’s often too late and damage can bedevastating.

We’ve seen huge fines from public sectorcompanies subject to data breaches. For small andmedium size firms, the problems can even beterminal – over 60% of companies that experiencea data loss go out of business after 6 months.

So find out what’s really happening with yournetwork traffic. Get a free Security Lifecycle Review(SLR). We run these in conjunction with Palo AltoNetworks, a Gartner Magic Quadrant leader andnext generation security company who are workingto maintain our lifestyles in the digital age andprotect businesses like yours.

CLAIM YOUR FREE SLR

We will give you a FREE report as part of yourreview that will clearly show you:

• Which applications are in use, and thepotential risks to exposure

• Specific details on ways adversaries areattempting to breach your network

Claim your SecurityLifecycle Review -without obligations

TELL ME HOW

Partner NamePartner Description

SLR_email_1.html[26/09/2016, 15:51:58]

• Comparison data for your organisation,versus that of your industry peers

• Actionable intelligence - key areas you canfocus on immediately to reduce your riskexposure.

Partner namePartner description

Connect: Contact:

© 2016 Palo Alto Networks, Inc. All Rights Reserved. 4401 Great America Parkway, Santa Clara, CA 95054.

Privacy Policy | Terms of Use | Subscribe | Email Feedback | Email Preferences

www.paloaltonetworks.com

©2016,PaloAltoNetworks.ConfidentialandProprietary

ToarrangeyourfreeandconfidentialSecurityLifecycleReview,pleasesubmityourdetailsontheformbelow,whichwillalsogiveyouimmediateaccesstoasamplereport.Ourteamwillthenbeintouch.

EmailHTML

Thereare3differentHTMLtemplatesprovided,eachtargetingdifferentprofiles:

1. EarlyStage/Awareness2. ExistingProspect3. ExistingCustomer

EachHTMLwillrequiresmallchangesforuseinyourcampaigns

- URLChangeswhenyouhavecreatedyourlandingpage,youneedtoaddthelinkstotheHTML.Todothis,searchfor“REPLACELINK”intheHTMLandsimplyreplaceallwithyourownlink.

- Partner/LogochangesIntheHTMLThereare2optionsforincludinginformationeitheraboutPaloAltoNetworksoryourownorganization.ThesecanbelocatedintheHTMLwithIdentifiers/notes.Seebelow

Thesesectionscaneasilybeeditedorremoved.

- LegalFooterThecurrentlegalfooterisspecifictoPaloAltoNetworks.Thisneedstobechangestorepresentyourownorganisation.

Sending Email in Outlook

Step1: Make your edits to the HTML and Save as an HTML or plain text file

Step 2: Open a new empty email in outlook >> Click “Attach File”

Step 3: Locate the HTML or Plain Text file on your PC and change the “Insert” command to “Insert as Text”

Step 4: You now have the email in an Outlook window and can send it to your contact

©2016,PaloAltoNetworks.ConfidentialandProprietary

SendingEmailinOutlook

Step1:MakeyoureditstotheHTMLandSaveasanHTMLorplaintextfile.

Step2:Openanewemptyemailinoutlook>>Click“AttachFile”

Step3:LocatetheHTMLorPlainTextfileonyourPCandchangethe“insert”commandto“InsertasText”

Step4:YounowhavetheemailinanOutlookwindowandcansendittoyourcontact.

©2016,PaloAltoNetworks.ConfidentialandProprietary

SendingEmailinOutlook

Step1:MakeyoureditstotheHTMLandSaveasanHTMLorplaintextfile.

Step2:Openanewemptyemailinoutlook>>Click“AttachFile”

Step3:LocatetheHTMLorPlainTextfileonyourPCandchangethe“insert”commandto“InsertasText”

Step4:YounowhavetheemailinanOutlookwindowandcansendittoyourcontact.

CONTACT THE LEAD

“ Hi may I speak with ____?” / “Hi is this ___?”

INTRODUCTION

“ Hey [contact name], my name is [caller’s name] and I’m with [partner company name], how are you today?

(Answer) “ Great that’s good to hear.”

Optional: Include personal quip about their product

“ I was reading about your company and you guys have a great product”

“ I noticed your company was mentioned in XYZ article”

7. Call script

See to the right a sample call script your sales team can use to follow up on the emails, and book SLR appointments.

Don’t forget to contact your Palo Alto Networks Channel Business Manager if you need any help!

Scenario: Known Qualifying Campaign

EASE INTO THE PITCH

“ So I’m touching base with you because we noticed that you [qualifying lead]. So what got you interested in having a Security Lifecycle Review?

(Answer) Okay great. Are you involved with network architecture/IT administration?”

“ We saw that you [qualifying campaign], have you had a chance to see what the Security Lifecycle Review is all about?

(Answer) Okay great. Are you involved with network architecture?”

“ We noticed you [qualifying campaign] and I was just calling to see what you’re interest in the Security Lifecycle Review was.

(Answer) Okay great. Are you involved with network architecture?”

SHORT PITCH

“ The Security Lifecycle Review (SLR) is a great way to get visibility of what is really happening on your network.

For example, it will clearly show where you may have potential risks on your network that could affect your security.

It will give you a full understanding of which applications are being used, including any ‘shadow’ applications, that may not have been authorised by the IT department. It will show URL traffic, content types, and will catalogue all potential threats on the network – known and unknown and those linked to user behaviour. Best of all, it will give you clear recommendations for dealing with the risks that are identified.

Does that sounds of interest?”

Ask them for their role

“ Before I forget to ask, what is your role in the company?”“ Are you the IT Manager in the company?”

Suggest an SLR

“ Okay I see. If you’re available [time], I can have one of our team contact you to arrange an SLR?”

Gauge their current plans and configuration

“ So with regards to your security infrastructure, what are you looking to accomplish in the near future?

(Explanation) What is the timeline for this project? (Answer) What are you currently using as a security solution?(Explanation) Okay I see…how large is your network? (Answer) How many users/how many branches? (Answer) What are some of your requirements?”

CLOSING

" I’ve got all the information that I need and I’ll pass that along to the team.

Did you have any other questions for me? "

(Q/A)

" I’ll send over some more information and a sample report, so keep an eye out for those. And also, if anything comes up, feel free to give me a call or shoot me an email.

/I have you down for a call/meeting on

[date] at [time],

so we’ll see you then.

Take care, have a great day.”

POSSIBLE QUESTIONS/ANSWERS

Why do I need this?

Previously, legacy firewalls were good for keeping networks secure. A business could control traffic based on simply ports and protocols and be okay. However, with current technology and applications the way they are, this is no longer enough. Applications can use evasive tactics such as port hopping, tunneling, and SSL encryption to evade current detection systems. Ransomware and the need to protect end points are also extending the network and using a mix of legacy point products doesn’t give you the overall view of your network that you need.

How much is this?/I’m worried it will be too expensive.

It really depends on your network. Many of our current customers initially started off with an SLR to see what their current security measures are missing before moving to replace their units. However, I know that we typically save our clients about 65% in capital costs and 80% in operational costs.

I’m busy.

Okay, would it make more sense for me to call you back on [date/time]?

I’m not interested.

Okay, well if you don’t mind me asking, what are your reasons? I’ll go ahead and send you a sample report that you can look at in your spare time. I’ll provide my contact information in case you have any questions or comments. Thank you for your time [name].

It’s not in my budget.

If we found any compelling security holes in your network, would you consider working this into your budget for the next time you allocate resources to your security infrastructure? Also, because of the technology we invented, we are able to dramatically reduce network sprawl in companies. We typically save our clients 65% in capital costs and 80% in operational costs.

I have no problems with my security.

Unfortunately, traditional security systems and firewalls cannot see what they’re not looking for. Security systems implement a negative security model, where firewalls allow everything and block known applications. At Palo Alto Networks, we have flipped this over in our firewalls; we use a positive enforcement model where we deny everything by default (so that unknown applications will not get through) and allow applications specifically identified by the administrator.

Having an SLR will not cost anything and you are under no obligation at all. You’ll get a detailed report showing all your network traffic, highlighting volumes, potential risks and threats – both known and unknown and we can leave this with you.

8. SLR Cheat Sheet

Find out what’s going on with your network with a Security Lifecycle Review.

30 Second PitchThe Security Lifecycle Review (SLR) is a great way to get visibility of what is really happening on your network. For example, it will clearly show where you may have potential risks on your network that could affect your security.

It will give you a full understanding of which applications are being used, including any ‘shadow’ applications that may not have been authorised by the IT department. It will show URL traffic and content types, and will catalogue all potential threats on the network – known and unknown and those linked to user behaviour. Best of all, it will give you clear recommendations for dealing with the risks that are identified.

Why should your client consider an SLR?

Security is changing all the time – new threats are identified and soon the law will be changing to mean that breaches will have to be reported. Find out now the risks that may exist on your network and where choosing different point products could be leaving you vulnerable. Get a detailed, free report from across your network highlighting known and unknown threats and recommendations for minimising them.

What will happen?

Working with our security partners, Palo Alto Networks, a recognised Gartner Magic Quadrant leader, we will attach a passive device to your network, which will simply monitor the network traffic for a short period – usually 1-2 weeks. This won’t interfere in any way with your network and applications, but will allow us to prepare a detailed report for you, showing you all the potential risks from threats, ransomware and even employee behaviour that could be opening the network to risks – such as downloading unauthorised applications.

What will the SLR tell me?

• Which applications are in use, and the potential risks to exposure

• Specific details on ways adversaries are attempting to breach your network

• Comparison data for your organisation, versus that of your industry peers

• Actionable intelligence - key areas you can focus on immediately to reduce your risk exposure

How do I arrange an SLR?

Contact your Palo Alto Networks Channel Business Manager who can help you arrange an SLR for your partner.

ER, HOW DO YOU DO THAT?...

Contact your local Palo Alto Network Channel Business Manager, or the Next Wave Partner team on nextwave@paloaltonetworks.com

9. Where can I find out more?

ER, HOW DO YOU DO THAT?...

Here are some links to other resources that you may find helpful:

• Palo Alto Networks branding guidelines – https://www.paloaltonetworks.com/partners/nextwave-partner- portal/help-me-market

• 3 x HTML emails available– HTML EMAIL 1 HTML EMAIL 2 HTML EMAIL 3 HTML HEADER

• Link to SLR video – https://www.paloaltonetworks.com/resources/videos/slr

• View a sample report – https://www.paloaltonetworks.com/content/dam/pan/en_US/ partners/training/SLR_example.pdf

• View the quick start guide (more technical information) – https://www.paloaltonetworks.com/content/dam/pan/en_US/ partners/training/slr-partner-guide.pdf

• Find out more from the step-by-step guide (technical) – https://www.paloaltonetworks.com/content/dam/pan/en_US/ partners/marketing/docs/ slr-merging-multiple-statsdump.pdf

10. Appendix

ER, HOW DO YOU DO THAT?...