Intro to Pulse Secure Vision, Strategy, and Partnering Thomas Mammitzsch Partner Account Manager [email protected]
40 of the Fortune 50
26 of the Dow Jones 30
13 of 15 US government cabinets
Leading provider of open, integrated security solutions for the mobile enterprise Formed in Oct. 2014 (formerly the Juniper Networks Junos Pulse BU +
acquisition of MobileSpaces) 200+ patents 20K+ enterprise customers & 1,800 channel partners 200 employees 285 by end of 2015 Headquarters: San Jose, California
• Other offices: Maryland, Massachusetts, India, Israel
Global Support and Development Centers
Worldwide 24x7 Support Center Chennai, India
Development & Escalation Center APAC Bangalore
Escalation Center EMEA France, Poland
Development & Escalation Center Americas East Westford, MA
Development & Escalation Center Americas West Sunnyvale CA
Escalation Center CHIINA, JAPAN Dalian
90+ Support Engineers Customer Support
180+ Engineers Product Development
Pulse Secure Protection Services Service Component Gold (JCare) Platinum Online Knowledge Base/ Documentation / Forums Online Portal Access Email & Web Support Global Support Center Access 24x7x365 24x7x365 Customer Enabled Escalation (Escalate This Case) Maintenance Window Coverage Software Releases & Updates Support Notifications In-depth Root Cause Analysis E-Learning Product Issues Impact Review Optional Add-on Health Check Analysis - Quarterly and Annual Business Reviews - Skip Tier Support (Expert to Expert) - Support Upgrade Recommendation - Targeted Response Times (Priority 1/2/3)
Priority 1 1 hour 30 minutes Priority 2 1 hour 1 hour
Priority 3 8 hours 4 hours Option Add-Ons Resident Engineer - Optional Add-on US Citizen Support - Optional Add-on Support Account Manager - Optional Add-on Keep Your Hard Drive Service Optional Add-on Optional Add-on
RTF SD SD CE ND ND
CE
Advanced Replacement
Pulse Secure Pays Shipping costs
10 days to return defective parts
Next Business Day Delivery
Same Day Delivery
Onsite Technician
Customer & Partner Experience Over Time
Current Product Pulse Secure will continue to invest in the development of SSL VPN and NAC to grow these market leading products! Areas of focus and roadmap Innovation BYOD and Mobility – Protect your
data at rest and in motion Mobile Device Security – Expanding
on our endpoint security solution Next generation management
platforms for SSLVPN and UAC Cloud-based form factors for on-
premise hybrid solutions
Business as Usual Purchase From Juniper Distributors JTAC is direct from Juniper via
Pulse Secure employees Investments Hire 30+ partner facing sales and
technical heads
*Switch to Pulse Secure
Purchase from Pulse Secure distributors
Support from Pulse Secure
Resale agreement with Juniper
*Switch to Pulse Secure
Purchase from Pulse Secure partners
Support from Pulse Secure and Pulse Secure partners
Part
ner E
xper
ienc
e C
usto
mer
Exp
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nce
Transition Services Agreement Aug 1st 2015 & Beyond Expires end of July. 31st
Business as Usual Purchase from Juniper partners
(register www.partners.pulsesecure.net)
JTAC is direct from Juniper via Pulse Secure employees and/or Partners
Investments Hire 20+ sales and technical heads Mobility extension
Products and Roadmap
Pulse Secure Product Portfolio
Pulse Secure Client iOS, Android, WinPhone 8.1
Pulse Workspace Client Container App Built in PerAppVPN
Pulse Workspace Admin Will be part of Pulse One
Network
Endpoint
Cloud
Connect Secure SSL VPN
Policy Secure NAC
Mobile Secure Mobile Security
Pulse Policy Secure Gateway • IC/MAG Hardware • Virtual Appliance
Juniper SRX Integration for L3 Enforcement
Pulse Steel-Belted RADIUS
Pulse Connect Secure Gateway • SA/MAG Hardware • Virtual Appliance
• Pulse Secure Client – Windows, MacOS
• Pulse Network Connect – Legacy VPN Client
• Pulse Secure Client – Windows, MacOS
• Pulse Odyssey Access Client – Legacy NAC Client
Vision and Strategy
Vision: Seamless User Experience
Unified access policy for remote and local
users
Access Policy & Control
Secure data from endpoint to data center or cloud
End-to-End Data Security
Provide compliance visibility and reporting
Support any device or app
Compliance Any Device,
Any App, Anywhere
By
Secure Data At-Rest or In-Motion
With
User, Device and Location Awareness
Through
Device Attestation, App Visibility and Enforcement,
Access Enforcement and Risk Assessment
By
Enabling any application
Deploy to data centers with HW / VM’s or with cloud-based
Access Control as a Service (ACaaS)
Centralized Policy Management, Visibility, Compliance Reporting
Introducing Pulse One
Manage Remote and Mobile Access
Proprietary & Confidential 11
Introducing Pulse Workspace
One BYOD Standard
Secure container for any app
Managed apps
Enterprise wipe
Per app VPN
With App Virtualization
Introducing new Hardware
The Pulse Secure Appliance Family
Look and Feel Secure, Fast, Modern, Sturdy Prominent PS branding Obvious family identity ‘Stands-out’ in the Data Center
Usability Ports & Controls clearly labeled LEDs show alerts and activity LCD shows states & alerts
Quick Partner Overview
Pulse Secure Connect Now Program Genesis of Connect Now:
Partner Designed and Partner Controlled
Foundational Principles: • Competency: Requirements at each level reward practical,
real world Pulse Secure solution capabilities. • Profitability: Turnkey GTM model drives predictable gross margins and growth.
https://partners.pulsesecure.net
Business Centric Model
Business Centric Model: • Aligned with your business model and focused on what is
important to grow your business. • Partner selects tier level based on Pulse Secure revenues,
portfolio breadth, demonstrated capabilities and resource commitment.
Connect Now Takes Fresh Approach: • Real world experience and know-how replace expensive
certification requirements. • Deal Registration provides bankable ROI. • Unique solution sets create intrigue and interest
with your customers. • Transparent operating model allows guaranteed
deal profitability.
Putting the power in the hands of partners
Non-Financial Benefits
Partner-specific campaigns & cohosted events
Marketing council Lead generation
Access to CSE Named PAM Named SE
Named Tech Support
Market intelligence PRM access Sales enablement tools Access to LMS In person training
Executive access Partner
Conference Eligible for
Partner Advisory Committee
Marketing Support
Pre Sales & Account Support
Post Sales Tech
Support
Tools & Enablement Other
Support to develop client case studies
Lead generation
Named PAM Pooled SE
Pooled Tech Support
Access to LMS Sales enablement tools Virtual training
Eligible for Partner Conference
Access to Marketing Collateral
Pooled PAM support
Technical forums
Online training Online peer networking/ Partner forum
Progressive Partner Levels
Min. Volume
All Products, All Stages
Partner: Case study with full stages of lifecycle Practical demonstration of competencies
MSP: “Powered by Pulse Secure” 1 Public reference Case study validating deployment
Joint Business Plan and Marketing plan
Min Volume 2+ Products Case study validating 2+ to single customer Marketing Plan
None 1+ Product None Proposal based
marketing initiatives
Revenue Threshold
Portfolio Breadth
Demonstrated Capabilities
Partner Commitment
Partner-Led Company and Program
Deal Registration Pulse Secure created a program that puts emphasis in deal registration
• Creates differentiation • Opportunity to make money • Proven incumbency matters • Field validation and engagement
15% 15% 10%
35%
SecurePremier
SecurePlus
Community
Secure Premier Discount 50%
35% 40%
15% 15% 10%
20%
SecurePremier
SecurePlus
Community
Community Discount
30%
15% 15%
15% 15% 10%
30%
SecurePremier
SecurePlus
Community
Secure Plus Discount
45%
30% 35%
https://partners.pulsesecure.net
Thank you Thomas Mammitzsch Partner Account Manager [email protected]
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