熊猫安全网关销售技巧.docx

如何有效推进GateDefender Performa产品营销Admin/secretary reached当碰到客户的秘书或前台接有效线人员时： 对策：Good morning, my name is XXXXXXXX from Panda Securitys Marketing department.早上好，我的名字是XXX，是熊猫安全公司的市场部。 Please, may I like to talk with XXXXXXXXX (Resp. for Security / Systems .)?我希望与贵单位的XXX先生/女士介绍一下安全/系统问题。您要谈论什么？ 对策：We would like to discuss a series of your security requirements in order to offer you solutions that can complement your current protection solution.我们要讨论的一些关于您网络的安全需求，以便为您提供安全解决方案， 从而补充贵单位目前的保护解决方案。当遇到阻碍Blocked: Mr.：XXX先生目前电话正忙 对策：XXX先生/女士作为负责贵单位系统Do you work / collaborate with Mr. XXXXXXXXX?As the Director / Responsible for Security/Systems, we are sure Mr. Xxxxxxxx will be interested in this topic.安全管理者，我们相信他会在这一问题上十分感兴趣。 Could you please let me know when it would be a good time to reach him?请让我知道他何时方便好吗再与他/她联系？ 联系到负责人Good morning, my name is Xxxxxxxx from Panda Securitys Marketing Department.对策：早上好，我的名字是XXX来自熊猫安全公司的市场部。 可否与您探讨网络安全域系统安全问题？Am I speaking with Mr. Xxxxxxxxxx (Resp. For Security / SystemsAt Panda Security we are celebrating our 20 year anniversary. 在熊猫安全，我们正在庆祝我们成立20周年，并推出了特别的促销活动，我们为您提供了一套分析网络中潜在风险的解决方案并且With no commitments and at no costs.没有任何费用。 What day could work for you? Week day 1 X_ week day 2 X_ 何时有时间我们可以为您做下测试？Week day 1 X_ week day 2 X_ 不感兴趣，我们已经有相关工具 Take the opportunity to verify your network and get a second opinion in regards to the efficiency of your current security tools.对策：这是一个对贵单位网络安全验证的机会并且可以通过测试获得第二个方的意见 ， 提高当前安全产品的工作效率，同样没有任何费用产生。What day could work for you? Week day 1 X_ week day 2 X_何时有时间我们可以为您做下测试？Week day 1 X_ week day 2 X_One of our security consultants will visit your offices to explain the procedure to execute the analysis in search of any indication / suspicion of any infected equipment on your network.我们公司的安全顾问将拜访贵单位，给您介绍安全风险评估的操作计划，同时帮助您检查并分析网络中的各种潜在风险。 He can also provide you with information in relation to the most effective methods to control Spam, access to web pages or the entry in your network of any type of virus.安全顾问还可以提供如何以最有效的方法来控制垃圾邮件、非法访问网页以及如何在网络边界处抵御各种类型的病毒进入内部网络。在产品演示的过程中，您可以亲眼看到我们产品的功能和效果。 Proof / discussion points讨论要点 It is a well known fact that everyday there are more security threats.众所周知，当今每天都会产生很多安全威胁。Last year our labs (Pandalabs) detected more threats that in the last 18 yea去年我们的病毒实验室（PandaLab）发现的恶意软件样本是过去18年所发现的总和。 Trojans are the specimens more broadly detected in Pandalabs (60%) and are responsible for the high level of infection of company equipment .特洛伊木马的更是占到了熊猫实验室收集到的样本中的60%以上，是网络中最主要的安全风险，这些木马程序不仅常驻系统中，还会对用户进行远程控制执行以下恶意操作： l Spam delivery发送垃圾邮件 l Information theft窃取重要数据 “继续对客户环境和需求进行详细的调查了解” 熊猫安全-公司简介 简介：Profile: Panda Security is a global leading provider of IT security solutions, with millions of clients in more than 200 countries and products available in 23 languages. 熊猫安全是一个全球性领先的IT安全解决方案的供应商，在200多个国家拥有数百万的客户并提供23种语言版本。Our mission is to develop and supply global security solutions to keep our clients IT resources safe from the damage inflicted by viruses, intruders and other Internet threats at the lowest possible Total Cost of Ownership. Panda Security proposes a new security model, specially designed to firmly combat new types of cyber-crime.我们的使命是开发和提供全球安全解决方案，尽可能的以最低的成本确保客户的IT资产免受病毒、网络入侵和其它互联网威胁所造成的破坏。熊猫安全提出的新型安全理念，目的是坚决打击新型网络犯罪和最新威胁。、以更高的检测效率和优于竞争对手的产品和技术，为我们的用户提供安全性更高的解决方案。 Products and solutions: Panda Security has various product lines, for companies and home users: security software, security appliances and managed security services.产品和解决方案：熊猫安全公司为企业和家庭用户提供了不同的产品线，包括：单机版/网络版防病毒软件，硬件安全网关设备和托管的安全服务。All of our solutions are backed by tech support, made up of an expert team of professionals available at all ti我们的解决方案都是由多年的安全技术为后盾的支持下，拥有随叫随到的安全专家小组而成立。Recent milestones in technology and innovation: Our corporate slogan, One step ahead, sums up the competitive advantage that has characterized our company from the start: our commitment to continuous innovation and change, our capacity to keep one step ahead in the fight against computer threats. 在最近的一个里程牌式的技术和创新是：也是我们的企业口号，One step ahead（领先一步），可以总结为：建立熊猫安全所独有的竞争优势和特点，我们致力于不断创新和变革，我们的目标是在防范计算机恶意软件威胁的斗争中始终保持领先一步。 2007: Development of a new security model based on the combination of HIPS + In-depth Audits, which goes beyond and complements the traditional signature-based model and provides a much more effective response to new types of cyber-crime. 2007年：开发出了一个基于主机入侵防护（HISP）+深入审计的相结合的新型的安全模式，这超越并且补充了传统的基于签名的恶意软件防护模式，提供了针对新型网络威胁更有效的防护手段。 2005: Launch of the Genetic Heuristics Engine technology 2005年：遗传启发式引擎技术推出 。 2004: Launch of the first Host Intrusion Prevention System (HIPS) for all types of computers, workstations or home computers, with TruPrevent; Technologies and its autonomous behavioral analysis module. 2004年：第一次在所有主机上提供入侵预防系统（HIPS）防护技术-TruPrevent，包括：服务器、工作站和家用电脑。提供了自动主机行为分析技术。 熊猫安全解决方案介绍At Panda Security we have a broad offering of security solutions for both business and home users: security software, security appliances and manages security services.在熊猫安全，我们拥有一系列适合企业和家庭用户的安全解决方案，包括：单机版/企业版防病毒软件、硬件安全网关设备和托管安全服务。我们的所有解决方案的背后都有一个24小时响应的技术支持团队，为客户随时提供技术支持。 网络边界安全解决方案 Is your use of the Internet and Web applications truly secure?您所使用的互联网和网络应用的真的安全吗？ The Internet is the entry point for 99% of computer threats.互联网是99的电脑威胁的切入点。 Internet-borne threats have become far more dangerous, as infected files are disguised as harmless content to trick users into downloading them.互联网带来的威胁已经变得更加危险，因为病毒文件通常伪装成无害的信息从而欺骗用户下载病毒文件。 l Panda GateDefender Performa熊猫安全网关GD Performa Connect and forget solution to combat malware, spam and inappropriate content. “即插既忘”的安全解决方案，抵御各种恶意软件、垃圾邮件和不当内容。Panda GateDefender Performa is a scalable and ultra-reliable dedicated perimeter security device offering maximum protection against content-based threats in the gateway. 熊猫安全网关GD Performa是一个扩展强、高可靠性的边界安全设备，提供最大限度的保护网关处的威胁。 It blocks all types of malware, spam, undesirable content and other Internet threats before they enter the company. 它可阻挡恶意软件、垃圾邮件、非法内容和其他所有类型的互联网威胁。 l 熊猫安全网关 GD Integra Centralized perimeter protection against all types of Internet threats. 对所有类型的互联网威胁进行集中边界保护。 Panda GateDefender Integra is a UTM (Unified Threat Management) device that protects corporate networks from all types of Internet-borne threats.熊猫GateDefender Integra是一个UTM（统一威胁管理）设备，抵御所有来自互联网的威胁类型。 GateDefender Integra is the only “Install and Protect”UTM on the market.GateDefender Integra是UTM市场上唯一的“立即安装立即保护”的产品，It enables the main protection modules by default and includes all necessary protection in a single device (firewall, IPS, VPN, content filter, anti-spam and Web filtering).默认的保护策略情况下，能够在一台设备提供所有类型的安全防护：防火墙，IPS，虚拟专用网，恶意软件防护，内容过滤，防垃圾邮件和Web过滤等。 终端安全解决方案 Are the computers in your company protected by a robust, reliable solution?您公司的主机是否得到有效的安全防护？ All PCs, workstations, laptops or servers need effective protection against malware and other threats.当前所有的主机包括：工作站、笔记本电脑、服务器都需要对恶意软件和其他威胁进行有效的保护。 目前针对The line that separates personal devices and corporate systems is becoming blurred, as employees increasingly use technological devices from their everyday life in the workplace.mud个人和企业的终端产品和软件日益丰富，员工越来越多地使用数码产品和最新的软件应用在他们在日常工作生活中。 This represents a serious security risk as critical information can be leaked through unmonitored, non-secure network connections, or because the correct security measures are not in place and up-to-date or they simply do not reflect the real needs of the company.而这是一个重要的安全风险,终端所应用的一些软硬件可以绕过公司的安全监控、并可能建立非安全的网络连接，正是因为当前的安全措施没有及时到位或者发现终端的最新行为 ，导致了管理员很难有效了解到公司实际的安全需求。 Panda Security for Business and the other corporate software solutions from Panda Security are based on modular, flexible and scalable architecture. Panda Security for Business产品 该解决方案适用于具有下列安全需求的公司:o 需要先进的防护配置和管理配置. o 需要保护Exchange服务器.o 能够获得详细报告 Panda Security for Business和其他来自熊猫安全公司的软件解决方案一样，都是是基于模块化、灵活和可扩展的架构.Why choose this solution? 为什么选择这个解决方案？ u Maximum protection and minimum risk of infection. 最全面保护和降低安全风险。 u Complete centralized monitoring. 完整的集中监控。 u Efficient security solution. 高效的安全解决方案。 u Helps enforce corporate security policy and optimizes employee productivity. 帮助执行企业安全策略,优化员工的工作效率。 u Mejora la gestin del riesgo.Simplifies risk management. 简化风险管理。 u Protects the companys critical assets. 保护公司的重要IT资产。 Panda Managed Office Protect Panda Managed Office Protection产品 These solutions adapt to the specific needs of each business:该解决方案适用于具有下列安全需求的公司： u Widely distributed network 网络和终端部署分散u No dedicated security personnel 没有专门的网络安全管理人员 Panda Managed Office Protection is a security solution for PCs and servers based on the concept of Software as a Service (SaaS).Panda Managed Office Protection，是针对个人电脑和服务器安全解决方案，它是基于软件即一种服务的概念（SaaS）。软件即服务使公司摆脱传统的安全解决方案中消耗的运营成本，让企业能够更专注于核心业务。Why choose this solution?为什么选择这个解决方案？ u Ensures maximum protection for PCs, laptops and servers. 确保PC、笔记本电脑和服务器最大程度的保护。 u Minimizes operating costs. 最大限度地减少运营成本。 u Minimizes resource consumption. 最大限度地减少资源消耗。 u Easy to use, easy to maintain. 易于使用，易于维护。 u Improves risk management. 改善风险管理。 u Prevents identity theft. 防止信息泄露。 u Reinforces regulatory compliance. 加强法规遵从性。 电子邮件安全解决方案 Is the email that enters and leaves your company free from threats?电子邮件是否安全，它是否成为了企业安全威胁的入口？ 90% of email traffic in companies is spam and potentially dangerous.公司中90的电子邮件是垃圾邮件和具有潜在的危险的信息。Email is a rapid and effective communication tool, but it has opened the door to avalanches of spam, phishing and other types of malware including viruses, worms and Trojans.电子邮件是一种快速而有效的沟通工具，但是它还包含了大量垃圾邮件，网络钓鱼程序和其他类型的恶意软件，包括：病毒、蠕虫和特洛伊木马。 l Panda Managed Email Protection Panda Managed Email Protection熊猫安全托管邮件保护系统Panda Managed Email Protection is a managed security service guaranteeing clean email for your company, eliminating 99% of spam and 100% of malware.Panda Managed Email Protection是保障公司正常邮件电子邮件收发的托管式安全服务，清除99的垃圾邮件和100的恶意软件。这使您企业的IT人员提高工作效率。 Why choose this solution? 为什么选择这个解决方案？ u Guaranteed delivery of 100% virus-free email. 完全抵御病毒邮件。 u 最大限度地减少经营成本。 u 提高生产效率。 u 优化企业邮件管理。 u 保障托管服务的连续性和有效性。 u 具备容错架构的邮件托管服务。 u 强化邮件过滤策略执行。 我们是谁 / 联系我们 Panda Security 熊猫安全Panda Security 行动步骤 1. Propose demos with Panda Security expert (pre-sales contact)与熊猫安全技术专家申请测试（联系售前人员）；2. Send Panda Security follow up material via email (with links to download material lead information) and a follow up call from sales / pre-sale通过电子邮件发送熊猫安全资料（含下载资料链接）和售前资料； If the client is interested and he would like more information, send White paper that covers the most significant security threats that can come from the internet and how to apply perimetral security processes to avoid their entry in corporate networks and avoid both data a productivity losses如果客户有兴趣并希望获得更多的信息时，发送给客户技术白皮书，让客户了解到技术白皮书中介绍的熊猫安全网关如何在网关处抵御最新安全威胁以及边界防护的重要性。调查问卷 Date: 日期： Agent: 代理商： Company: 公司名称： Address: 地址： Phone : 电话： Contact: 联系方式： Position / Title: 职位/头衔： E-mail: Opt-in: 电子邮箱：反馈结果 ：( ) Interested in contact/call （）很有兴趣了解( ) Send documentation and call ( ) Send documentation （）希望收到文档并通过电话联系（）希望收到文档( ) Specific case( ) Not interested （）具体情况再联系（）不感兴趣 Virus: (Panda, Mcaffee, Nod32,Kaspersky,Fortinet Symantec.) 目前使用的防病毒解决方案：（熊猫， McAfee，Nod32，卡巴斯基，Fortinet,赛门铁克.。） 与客户进行面谈内容1. What security solution / antivirus do you use to protect your systems?贵公司在使用什么安全解决方案或杀毒软件来保护您的系统？ 2. How many pcs are used in your company?贵公司有多少台终端和服务器？ 3. What type of permiteral protection do you use to neutralize threats before they enter your network?在网关处，贵公司在使用什么样的解决方案包含全网？ 4. Do you use any security solution to protect your email from Spam? 贵公司在使用哪种安全解决方案来抵御垃圾邮件？ ( ) Yes Which one: ( ) No （）是. . .哪一个产品： （）否 5. Would you like to improve the level of control and security of your company emai您是否希望提高贵公司电子邮件的安全级别？ ( ) Yes( ) No （）是（）否 6. With your current solution, can you control your users site navigation behaviour?在企业当前的解决方案中，你能否有效控制客户端浏览网站的行为？ ( ) Yes( ) No （）是（）否 7. Does the security solution that you are currently using garentee that the PCs in your organization are not being by thrid parties to send Spam and confidential information outside your organization?贵单位当前的安全解决方案是否有效保障了内网中计算机，避免客户端通过第三方工具向外部自动发送垃圾邮件和涉密信息吗？ ( ) Yes( ) No （）是（）否 8. Does your management staff work with mobile elements?您能否有效管理与移动终端？ ( ) Yes Overview types: ( ) No （）是. . 哪一个产品： （）否 9. Can your mobile / external / sales staff connect remotely and safetly?贵单位的移动终端或外部人员是否得到安全的连接？ ( ) Yes Do you have VPN for external connections? （）是是否有外部连接的VPN？（）是（）否( ) Yes( ) No ( ) No （）否 10. Which security vendors do you work with currently?您目前在使用哪一家安全厂商的解决方案？ 11. When does your contract expire? 当前的安全解决方案的到期时间？ 12. Would you be interested in having one of our security consultants contact you to inform you in detail of our security solutions?您是否愿意让我们的安全顾问与您联系,以便在第一时间提供熊猫安全解决方案的细节吗？ ( ) Yes( ) No （）是（）否 13. Are you considering implementing any security solutio您是否正在考虑实施其他安全解决方案？ ( ) Yes( ) No （）是 （）否 ( ) antivirus （）防病毒 ( ) antispam （）反垃圾邮件 ( ) antiphising （）防网络钓鱼( ) firewall （）防火墙 ( ) IDS （）入侵检测系统 ( ) Other （）其他 a.- When? a. 准备何时采购？ b.- Do you have an assigned budget?b-是否有分配的预算？（）是（）否 ( ) Yes( ) No c.- Apart from yourself, is there anyone else in your organization responsible for the security project? c-除了您之前，是否还有其他人员在与您一个部门在负责其他的安全项目？ *For any Project or area of interest propose a Panda security consultant contact them. *对客户感兴趣的任何安全项目，熊猫安全的