Lesson 15 Steps to Success for Cisco Network Security and VPN Solutions © 2005 Cisco Systems, Inc. All rights reserved. CSI v

Introduction © 2005 Cisco Systems, Inc. All rights reserved. CSI v

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Steps to Success ProgramIntroduction Ciscos Steps to Success program is an industry-leading presale, deployment, and postsale service blueprint for successful technology implementations. It empowers Cisco partners with the guidelines, tools, and best practices for building a service practice framework.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Steps to Success ProgramPartner Benefits Benefits of this program are as follows: Proven approach for deployment of Cisco AT solutions Methods and procedures for PPDIOO Increased productivity, customer satisfaction, and profitability Proven, robust approach to presales to win the business

© 2005 Cisco Systems, Inc. All rights reserved. CSI v PPDIOO Lifecycle The PPDIOO program offers a real-world lifecycle process to help partners achieve their business objectives. Prepare Implement Design Plan Operate Optimize

Presale and Plan © 2005 Cisco Systems, Inc. All rights reserved. CSI v

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Presale and Plan Phase Presale preparation phasePartner helps customer understand the requirements for implementing a security solution before making a purchase decision. Plan phasePartner helps customer prioritize security requirements, evaluate the risk of network failures, and plan for redundancy, performance, and scalability.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Presale Phase Tasks Tasks involved in the presale phase are as follows: Qualification Solution Education Business Solution Development Technical Solution Development Proposal Development

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 1Qualification Steps involved in this task are as follows: Review account history. Identify key stakeholders. Perform discovery process. Conduct initial interviews.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 2Solution Education Steps involved in this task are as follows: Solution demonstrations Presentations

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 3Business Solution Development Steps involved in this task are as follows: Conduct detailed interviews. Develop financial justification. Conduct competitive analysis. Develop high-level solution, application story, or both.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 4Technical Solution Development Steps involved in this task are as follows: Identify initial high-level design requirements. Perform initial audit of existing infrastructure architecture. Perform initial network analysis. Perform an initial hardware and software gap analysis. Develop initial solution design. Develop initial operations and support framework. Identify initial service requirements. Develop initial statement of work.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 5Proposal Development Steps involved in this task are as follows: Prepare an executive presentation. Consolidate proposal content. Present the proposal.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Planning Phase Tasks Tasks involved in the planning phase are as follows: Verify Customer Requirements Kick Off Project Conduct a Planning Workshop Perform a Low-Level Site Survey

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Steps involved in this task are as follows: Verify the presale assessment of high- level customer needs. Discuss design alternatives. Task 1Verify Customer Requirements

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 2Kick Off Project Steps involved in this task are as follows: Internal kickoff meeting Customer kickoff meeting

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 3Conduct a Planning Workshop Steps involved in this task are as follows: Set client expectations. Discuss design requirements, alternatives, and deliverables. Designate the project-management structure. Determine resource requirements. Develop a training strategy. Develop a support strategy. Develop a project implementation budget. Prepare a high-level project plan. Establish a project communication plan. Create a customer to-do list and action plan. Conduct a risk assessment. Determine organization change-readiness. Review project templates. Obtain final customer acceptance.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 4Perform a Low-Level Site Survey Steps involved in this task are as follows: Develop site specifications. Perform an inventory or audit of existing traffic volume patterns. Survey and inventory the network. Provide for network security.

Design © 2005 Cisco Systems, Inc. All rights reserved. CSI v

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Design Phase The project team focuses on developing the low- level design. The team reviews the design and presents the final low-level design to the customer for acceptance.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Design Phase Tasks Tasks involved in the design phase are as follows: Host a design workshop. Create a low-level design. Conduct a detailed design review. Present the low-level design to the primary decision maker for acceptance.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 1Host a Design Workshop Steps involved in this task are as follows: Generate a low-level migration or integration strategy. Perform a trade-off analysis between primary and alternate solutions. Perform a gap analysis between the existing and proposed system. Finalize the training strategy. Finalize the support strategy. Finalize the identity and user management strategy. Finalize the security management strategy.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 2Create a Low-Level Design Steps involved in this task are as follows: Conduct a detailed design-business requirements gap analysis. Develop a detailed solution design. Begin implementation planning. Finalize the customer to- do list and action plan.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 3Conduct a Detailed Design Review Steps involved in this task are as follows: Conduct an integration analysis. Finalize detailed design documents. Conduct a detailed internal design review.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 4Present a Low-Level Design to the Primary Decision Maker for Acceptance Steps involved in this task are as follows: Obtain customer solution acceptance. Obtain a purchase order from customer.

Implement © 2005 Cisco Systems, Inc. All rights reserved. CSI v

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Implement Phase Partner provides project planning, management and communication, staging, installation, and configuration of solution elements.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Implementation Phase Tasks Tasks involved in the implementation phase are as follows: Ordering equipment Planning the implementation Monitoring and controlling project Preparing the site Installing and configuring Testing and obtaining acceptance Transferring knowledge Closing out

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 1Ordering Equipment Steps involved in this task are as follows: Order the hardware and software. Order hardware and software support.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 2Planning the Implementation Steps involved in this task are as follows: Hold an implementation planning meeting. Develop a response and escalation plan. Verify the customer to- do list and action plan. Prepare installation documentation.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 3Monitoring and Controlling Project Steps involved in this task are as follows: Status reporting Change control Issue and risk management Quality control

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 4Preparing the Site Steps involved in this task are as follows: Validate the site specification. Complete the site survey. Prepare the site. Verify the site survey.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 5Installing and Configuring Steps involved in this task are as follows: Stage the equipment. Install the equipment and server software. Load, configure, integrate, and test client software. Network implementation plan is accepted.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 6Testing and Obtaining Acceptance Steps involved in this task are as follows: Test the solution. Conduct the prelaunch test. Obtain acceptance from the customer that the network is ready for use.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 7Transferring Knowledge Steps involved in this task are as follows: Train the administrator. Perform end-user training. Establish Day 1 support. Hold Cisco TAC or Day 2 handoff meeting.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 8Closing Out Steps involved in this task are as follows: Perform an internal review to determine lessons learned. Create support transition documentation. Obtain project acceptance.

Operate © 2005 Cisco Systems, Inc. All rights reserved. CSI v

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Operate Phase Includes activities such as monitoring automated alerts, screening for vulnerabilities, responding to alerts, troubleshooting, configuring hardware, updating system software and signature files, and, if needed, replacing components.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Operation Phase Tasks Tasks involved in the operation phase are as follows: Performance management System management Change management

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 1System Management Steps involved in this task are as follows: Administer and back up system components. Manage the assets. Perform routine maintenance. Manage system trouble. Maintain system security.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 2Change Management Steps involved in this task are as follows: Plan product upgrades. Perform product upgrades.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 3Performance Management Steps involved in this task are as follows: Monitor the health and performance of the system. Produce network availability reports. Monitor SLAs. Conduct customer satisfaction surveys.

Optimize © 2005 Cisco Systems, Inc. All rights reserved. CSI v

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Optimization Phase After the network security solution is up and running, it is important to keep it functioning as efficiently as possible and with high availability.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Optimization Phase Tasks Tasks involved in the optimization phase are as follows: Optimization planning Optimization execution

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 1Optimization Planning Steps involved in this task are as follows: Establish an optimization process. Evaluate optimization needs. Identify opportunities for optimization.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Task 2Optimization Execution Steps involved in this task are as follows: Devise optimization solutions. Test the optimization solution. Perform optimization. Conduct optimization knowledge transfer.

Summary © 2005 Cisco Systems, Inc. All rights reserved. CSI v

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Summary Steps to Success for Cisco VPN/Security Management Solutions is a complement to other Cisco programs that support partners. The program guides Cisco partners through efficiently preparing, planning, designing, implementing, operating, and optimizing a network security solution that includes Cisco VPN and security technologies. In the presale (preparation) phase, the partner helps the customer understand requirements for implementing a security solution before making a purchase decision. In the planning phase, the partner helps the customer prioritize security requirements based on an established security policy.

© 2005 Cisco Systems, Inc. All rights reserved. CSI v Summary (Cont.) In the design phase, the project team focuses on developing the low-level design. During the implementation phase, the partner provides project planning, management and communication, staging, installation, and configuration of solution elements. In the operation phase, the partner helps the customer to operate products efficiently and to keep them highly available. In the optimization phase, the partner can assist the customer in analyzing network security advisories and network security logs.