How to Buy Flashcards
Where can a customer go to purchase hardware?
Partner/reseller - SonicWall does not sell hardware direct
If a customer asks you for a quote on new hardware, what should be your first question?
Do you have a partner/reseller you usually work with?
Do you have a partner/reseller you usually buy our products with?
If you have a customer that wants new hardware and DOES have a partner, what can you do to help get them a quote?
Ask them who their partner is and advise you will engage the partner to facilitate the quoting process
If you have a customer that wants new hardware and does NOT have a partner, what can you do to help get them a quote?
SSP PROGRAM!!!
Offer to connect them with a SonicWall Preferred First partner for a quote!
Can you offer discounts?
No! MSRP only- sometimes partners can offer discounts.
Only savings are with our Secure Upgrade Program or Multi-year renewals (baked in discounts within the sku)
If a customer has an existing SonicWall device they want to replace, what do we offer them?
SUP- Secure Upgrade Plus!
If a customer is interested in the Secure Upgrade Program, where do you go to see their eligible upgrade devices?
Customer Loyalty/Secure Upgrade Matrix
If a customer wants to upgrade to a device that is NOT in their SUP matrix, what can you offer them?
Total Secure
If a customer uses the SUP program, what happens to their remaining services on their current device?
Any remaining services will transfer to the new appliance upon registration completion
(including VPN licenses that have been paid for - default licenses do not transfer)
What do you sell a customer that wants to buy a new device without any services?
Bare bones box
What do you sell a customer that wants to buy a new device with support only?
Bare bones box with a-la-carte support
What default services come with a bare bones box?
3 months of software and firmware updates and 1 year hardware warranty.
What is the target customer for a Total Secure?
Net new customers
Customers who need a need appliance and have nothing to trade in (expansion)
Customers who want to upgrade outside of the Secure Upgrade matrix
What are the benefits of the Secure Upgrade Program for existing customers?
- Hardware + 2 or 3 years of security services
- Up to 50% off services - discount is baked into the sku
- Any remaining services transfer to the new device
What is a Competitive Upgrade?
Replacing a competitive appliance with a SonicWall appliance
What do customers need when registering a Competitive Upgrade?
Make, Model and Serial Number of competitive device
What do customers need when registering a Secure Upgrade device?
The serial number of their old SonicWall device
Must be registered in the same MSW account
When registering the new device with a Secure Upgrade, what 2 choices are given to the customer?
- Register only - Registers the new appliance while leaving the original device in the account. This gives the customer 60 days before the old appliance is automatically decommissioned (they can use this time to configure the new device, set-up, test, etc)
- Register and transfer - immediately decommissions the old appliance and transfers any remaining services to the new device
Do customers have to send back their old device with a Secure Upgrade or Competitive Upgrade program?
No - the trade in refers to the serial number. The device can no longer carry services, they can recycle however they see fit.
When does the Secure Upgrade Program end?
No end date
Why do you want to make sure you send the part number to the customer for a Secure Upgrade or Competitive Upgrade?
The discount is pre-build in the part number. If they use a different part number, they do not receive the discount.
Who is the target customer for the Secure Upgrade Program (SUP)?
- Existing customers with legacy appliances (gen 5/6/6.5)
- Competitive replacement
