How to Buy

Question 1

Where can a customer go to purchase hardware?

Answer 1

Partner/reseller - SonicWall does not sell hardware direct

Question 2

If a customer asks you for a quote on new hardware, what should be your first question?

Answer 2

Do you have a partner/reseller you usually work with?

Do you have a partner/reseller you usually buy our products with?

Question 3

If you have a customer that wants new hardware and DOES have a partner, what can you do to help get them a quote?

Answer 3

Ask them who their partner is and advise you will engage the partner to facilitate the quoting process

Question 4

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?

Answer 4

SSP PROGRAM!!!

Offer to connect them with a SonicWall Preferred First partner for a quote!

Question 5

Can you offer discounts?

Answer 5

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)

Question 6

If a customer has an existing SonicWall device they want to replace, what do we offer them?

Answer 6

SUP- Secure Upgrade Plus!

Question 7

If a customer is interested in the Secure Upgrade Program, where do you go to see their eligible upgrade devices?

Answer 7

Customer Loyalty/Secure Upgrade Matrix

Question 8

If a customer wants to upgrade to a device that is NOT in their SUP matrix, what can you offer them?

Answer 8

Total Secure

Question 9

If a customer uses the SUP program, what happens to their remaining services on their current device?

Answer 9

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)

Question 10

What do you sell a customer that wants to buy a new device without any services?

Answer 10

Bare bones box

Question 11

What do you sell a customer that wants to buy a new device with support only?

Answer 11

Bare bones box with a-la-carte support

Question 12

What default services come with a bare bones box?

Answer 12

3 months of software and firmware updates and 1 year hardware warranty.

Question 13

What is the target customer for a Total Secure?

Answer 13

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

Question 14

What are the benefits of the Secure Upgrade Program for existing customers?

Answer 14

• 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

Question 15

What is a Competitive Upgrade?

Answer 15

Replacing a competitive appliance with a SonicWall appliance

Question 16

What do customers need when registering a Competitive Upgrade?

Answer 16

Make, Model and Serial Number of competitive device

Question 17

What do customers need when registering a Secure Upgrade device?

Answer 17

The serial number of their old SonicWall device

Must be registered in the same MSW account

Question 18

When registering the new device with a Secure Upgrade, what 2 choices are given to the customer?

Answer 18

• 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

Question 19

Do customers have to send back their old device with a Secure Upgrade or Competitive Upgrade program?

Answer 19

No - the trade in refers to the serial number. The device can no longer carry services, they can recycle however they see fit.

Question 20

When does the Secure Upgrade Program end?

Answer 20

No end date

Question 21

Why do you want to make sure you send the part number to the customer for a Secure Upgrade or Competitive Upgrade?

Answer 21

The discount is pre-build in the part number. If they use a different part number, they do not receive the discount.

Question 22

Who is the target customer for the Secure Upgrade Program (SUP)?

Answer 22

• Existing customers with legacy appliances (gen 5/6/6.5)

- Competitive replacement