SC302 v9.3.3 - Licensing - UTM

SC302 v9.3.
3 - Licensing - UTM
Hello and welcome to the UTM Licensing module.

Sophos Certified Sales Consultant
UTM Licensing
October 2014
Version: 9.3.3
Product version: UTM v.9.3
2014 Sophos Limited. All rights reserved. No part of this document may be used or reproduced in any form or by any
means without the prior written consent of Sophos.
Sophos and the Sophos logo are registered trademarks of Sophos Limited. Other names, logos and marks mentioned in
this document may be the trademarks or registered trademarks of Sophos Limited or their respective owners.
While reasonable care has been taken in the preparation of this document, Sophos makes no warranties, conditions or
representations (whether express or implied) as to its completeness or accuracy. This document is subject to change at
any time without notice.
Sophos Limited is a company registered in England number 2096520, whose registered office is at The Pentagon,
Abingdon Science Park, Abingdon, Oxfordshire, OX14 3YP.
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SC302 v9.3.3 - Licensing - UTM
Just before we start remember that in order to complete this UTM sales course you will need to pass the online
assessment SC30a and to become a Sophos Certified Sales Consultant you need to complete three product courses.
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This course is made up of three modules and one assessment. This is the 2nd module.
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Once you complete this course you will be able to:

Understand UTM v9.3 and all its features
Know how to license UTM
Sell UTM successfully
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One you complete this module on licensing you will be able to:
Understand what qualifying questions you should ask before starting the quoting process
Understand the subscriptions, deployment platforms and add-ons which are available
Understand the available support and pro-service options
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Great, thanks for answering those two questions. Ok, lets start by looking at some of the qualifying questions which you
should be asking when starting to negotiate a UTM deal.
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These qualifying questions will help you understand what your customer needs in terms of add-ons, number of seats,
deployment options and support. Here are some examples of questions you can ask:
What do you need to achieve? So you can determine subscription and hardware extension requirements
Do you have remote offices? So you can identify a need for RED
How big is your office or site? So you can determine the number of Wireless Access Points
Would you prefer a hardware, software or virtual appliance? So you can identify the best platform for them
How many users do you have?
Do you need 24/7 support? So you can determine the level of support required
Now of course you may already know the answers to some of these based on your initial discovery so just make sure you
keep the answers in mind.
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Now lets have a look at the subscriptions which are available for UTM.
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As a reminder, all the UTM modules are available as individual modules so if your customer only needs protection against
spam and phishing emails and some email encryption they can purchase just the Email Protection module and the great
thing is that as their needs evolve they can purchase more and more modules to meet their requirements. We also
provide subscriptions which provide a very cost effective way of getting all the great features of UTM. FullGuard and
TotalProtect are the two fully featured subscriptions with a an unrivalled price/performance ratio. The TotalProtect
subscription also includes a SG series appliance to take advantage of the on-box storage and excellent performance.
BasicGuard is our base subscription which provides a smaller subset of features but is a great option for smaller
organisations.
If you havent done so already we highly recommend viewing the UTM Product Overview module (SC301) to understand
all about whats included in each module.
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Sophos UTM is unmatched in its deployment flexibility; lets look at what options your customers have.
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UTM customers can choose from hardware, software, virtual or cloud and the best part is that unlike many of our
competitors we dont make customers compromise on features or performance, every feature is available on every model
and form-factor.
Lets look at each of these platforms in more detail now.
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Our SG Series hardware appliances are purpose-built devices with the latest technology to provide the ultimate in
performance. They are available in three different models to allow for diverse deployment scenarios.
The small 100 series desktop firewall appliances offer an excellent price-to-performance ratio. They utilize the latest
technology and are available with or without integrated wireless networking. These models are ideal for small businesses,
branch offices, remote locations and retail. They include Intel multi-core processors and the wireless models support the
latest high speed standards including 802.11ac. The 105 and 115 models are available in all subscription options
including BasicGuard whereas the 125 and 135 provide excellent 1U performance in a desktop form factor and are
available in FullGuard, TotalProtect and as individual subscriptions only.
Our mid-range appliances offer incredible performance in a 1U rack-mount form factor ideal for medium business up to
enterprise operations. They offer the latest technology and superior flexibility to fit nearly any network requirement. These
appliances are not available with BasicGuard licenses.
And finally our top-of-the-line firewalls come equipped to provide protection for larger distributed organizations and data
center environments. They offer the latest high-performance technology and the ultimate in flexibility to meet the most
demanding networking requirements. They offer the fastest Intel CPU technology available today to effortlessly handle
use as an all-in-one solution or a powerful next-generation firewall. The models offer either three or four FleXi Port
expansion bays to tailor connectivity to a customer environment. As with the mid-range appliances, the large 2U
rackmount models are not available with BasicGuard licenses.
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This table provides a more technical overview of each of the SG series appliances, you can use this as reference or send
it to technical customers as required. The SG Series datasheet which is available on Sophos.com also provides a
technical breakdown of the features and functionalities of these appliances.
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Some customers may prefer to install a UTM image on their own server hardware or on their preferred virtual
environment. UTM supports Citrix, Vmware, Microsoft Hyper-V and KVM virtual environments.
Unlike the hardware appliance subscriptions which are licensed by term only software and Virtual appliance subscriptions
are licensed by number of IP addresses and term.
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And finally the last deployment option, Cloud.

Sophos UTM is the complete security platform for network protection and security optimized for the Amazon Cloud, also
known as Amazon Web Services or AWS. Sophos UTM can be used to:
Easily secure AWS EC2 instances and VPCs
Securely connect remote users, locations, and even AWS regions
Manage all network security via the cloud
Customers have three choices when it comes to deploying Sophos UTM on AWS. First off, Sophos UTM can be
deployed in AWS just like any other virtual environment to protect on-premise network infrastructure and users as well
secure servers and applications hosted in AWS. Secondly, Sophos UTM can be deployed on-premise and securely
connect, via VPN, to network infrastructures and servers hosted in AWS to extend the network to the cloud. Or finally,
Sophos UTM Manager can also be hosted in AWS to manage multiple UTMs whether they are hosted in AWS, on-
premise or elsewhere.
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Ok, so we have covered what subscriptions and deployment options are available, lets now take a look at some of the
add-ons which are available.
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They may need REDs to connect remote offices or Wireless Access Points or advanced reporting features which are
available in Sophos iView. Its worth taking the time to discuss these options with your customers. Lets look at each of
these options in more detail now.
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Sophos RED makes extending a customers head office secure network to other locations easy. It requires no technical
skills at the remote site; customers simply enter the RED device ID into the UTM and ship it. As soon as its plugged in
and connected to the Internet, it will contact the central UTM and establish a secure dedicated VPN tunnel. Customers
can choose to direct all network traffic from the remote location back to the UTM for complete protection or only route
inter-office network traffic via RED. All data between the RED and your UTM is encrypted to provide a secure private
connection. There are two models available, the RED 10 and the RED 50 depending on the size of the branch offices
which require access.
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Sophos Access Points allows customers to set up secure and reliable wireless access all over the office. Deploying
Sophos Access Points is so easy that by using automatic setup and configuration multiple wireless access points can be
up and running in minutes. All your customers need to do is simply plug the access point in and it automatically appears
in the Sophos UTM where it can be configured it in just a few clicks.
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Whether your customers have just a few UTMs or a few hundred, Sophos UTM Manager, or SUM, makes centralized
management for their entire estate easy. It provides a single pane of glass for all their UTMs and it comes at no extra
charge. It allows customers to configure web, email and network filtering policies across multiple sites or customers and
means that they can view threat, network and hardware resource statuses across their entire UTM estate. And finally, it
means that MSPs can rapidly deploy and license UTMs and network security services across their customers.
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Sophos iView is a dedicated reporting appliance that extends and enhances the UTMs on-box reporting helping
customers meet compliance reporting requirements, providing consolidated reporting across multiple UTMs, nearly
limitless views and customization options, and a convenient backup and long-term storage solution for all your UTM
reporting data. You can learn more about Sophos iView by completing the Sophos iView Sales Consultant course which
is available within the Sophos Partner Portal.
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Next you will need to determine the level of support which a customer requires.
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There are two levels of support available with Sophos UTM, standard and premium. This table provides an overview of
the differences between the two, the key difference to note is that standard support is provided by partners whereas
premium is supported by Sophos and is thus available 24/7.
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And finally make sure that you identify any additional support your customers might need to get up and running
successfully, this will help you understand if they need any Pro-Service options.
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Sophos can provide pro-service to help customers with installation, troubleshooting outstanding issues and training.
Please speak to your account manager to understand more about what options are available.
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Lets ensure that we have covered all the module objectives, if you feel unclear on any of these points please use the
navigation pane to the left to review relevant sections.
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Now that you have completed this module please ensure that you complete any unfinished UTM sales modules prior to
attempting the assessment, SC30a. And remember, if you are interested in learning more about Sophos iView you can
complete the relevant modules SC351, SC352 and SC353 to learn about the product, how its licensed and how to sell it.
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Your feedback is always welcome; please email us at globaltraining@sophos.com with any comments.
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Thank you for your time.
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SC302 v9.3.

Hello and welcome to the UTM Licensing module.

Once you complete this course you will be able to:

And finally the last deployment option, Cloud.

Thank you for your time.

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