©2012 Check Point Software Technologies Ltd. All rights reserved. P. 1
As a dedicated Check Point partner you are currently running an IP Appliance Refresh campaign and
contacted one of your existing customers, RSDM Ltd., which has a large install base of old IP Appliances.
RSDM is a small financial company with 547 employees, which is located in the UK and also has branches in
Singapore and USA.
Michael, the new CISO has just started working at RSDM a month ago after Bob, the previous CISO, left the
company.
Michael: “I’m so happy you called, I had no overlap with Bob and I can’t understand what security packages
we’ve got, we are using multiple vendors to run point security solutions and I would like to consolidate our
security. In addition, I need to prepare next year’s IT budget and to cut spending by10%”.
After speaking with Michael over the phone you schedule a face to face meeting with him.
The following items are on the meeting agenda:
1. Understanding the customer’s security needs.
2. Reviewing their current security assets.
3. Building a refresh strategy to increase performance and implement new technologies.
4. Helping the customer to lower IT costs by consolidating security to a single vendor.
In order to prepare for the meeting, Michael provided you with a list of the current security solutions they use:
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2 x Check Point IP 295 in their UK office.
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2 x Check Point UTM-1 3070 in their Singapore office.
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Apart from Check Point products , they also use the following in their USA office:
1.
Two clusters (4) of Bluecoat SG900 appliances for Web Control /proxy.
2.
Four SRX 550 Juniper appliances
Michael has an upcoming support renewal and is debating whether to renew their current Check Point assets
or look into a product refresh in the UK and USA offices, if it will help him cut down on the IT budget in the
next 3 years.
In addition, Michael gave you the following information about their security environment and its needs:
Internet connection: 50 Mbps
Total throughput: 500 Mbps
Number of users: 500
Software Blades they will use: IPS, Application Control, Threat Emulation
In order to prepare for the meeting, your first task is to assess your customer’s security needs and offer them
the right security appliance by using Check Point’s Appliance Sizing Tool.
This training guide requires that you have PartnerMAP access in order to get familiar with our sales tools.
PartnerMAP is Check Point’s partner-dedicated portal which helps partners grow their Check Point business
and increase the ease of doing business. Check Point partners use the portal on a daily basis to easily and
quickly generate customer quotes, access comprehensive product information, latest Check Point news, sales
promotions, sales tools, technical support information, manage their User Center accounts and much more.
