Palo Alto Networks, Inc.

340 Pages·2013·16.44 MB·English

State of Utah
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Bid JP14001
Palo Alto Networks, Inc.
Bid Contact Josie Co Address 232 E. Java Drive
[email protected] Sunnyvale, CA 94089
Ph 408-738-7700
Bid Notes Palo Alto Networks has attached our Response to WSCA-NASPA Solicitation # JP14001 under file
name "DG14001_Solicitation JP14001_Palo Alto Networks_Final.docx"
Palo Alto Networks has attached our Price List under file name "Palo Alto Networks NAM Price
List_May 6 2013.xlsx"
Palo Alto Networks has attached the cost schedule containing our proposed discounts off our Price
List to WSCA under file name "Attachment C_Solicitation JP14001 Cost Schedule.docx"
Item # Line Item Notes Unit Price Qty/Unit Total Price Attch. Docs
JP14001--01-01 JP14001 - Data Supplier Product First Offer - 1 / contract Y Y
Communications Code: Palo Alto Networks
Products & WSCA Proposal
Services Supplier Notes: Palo Alto
Networks has attached our
Response to WSCA-NASPA
Solicitation # JP14001 under
file name
"DG14001_Solicitation
JP14001_Palo Alto
Networks_Final.docx"
Palo Alto Networks has
attached our Price List under
file name "Palo Alto
Networks NAM Price
List_May 6 2013.xlsx"
Palo Alto Networks has
attached the cost schedule
containing our proposed
discounts off our Price List to
WSCA under file name
"Attachment C_Solicitation
JP14001 Cost
Schedule.docx"
Supplier Total $0.00
State of Utah
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Bid JP14001
Palo Alto Networks, Inc.
Item: JP14001 - Data Communications Products & Services
Attachments
DG14001_SOLICITATION JP14001_Palo Alto Networks_Final.docx
WSCA_PANW Executive Summary.pdf
WSCA_Bid_Response_Signature_Page_JZ.pdf
Attachment A_8_28_13_Utah_TCs_for_WSCA_Participating_Addendum_DTS_Related_Contracts_070113.pdf
Attachment A part 2_WSCA Terms and Conditions_8_28_13_WSCA-NASPO_TCs_-_2013_March.pdf
Palo Alto Networks NAM Price List_MAY 6 2013.xlsx
Attachment 1_WSCA 3.1.2_PANW Customer Support Plan.pdf
Attachment 2_WSCA 3.1.2_PANW Education Services Overview.pdf
Attachment 3_WSCA 3.1.2_PANW Consulting Services Overview.pdf
Attachment 4_WSCA 4.4_PANW Customer Services Overview.pdf
Attachment 5_WSCA 4.6.a_WSCA Partner List.pdf
Attachment 6_WSCA 4.6.a_NextWave Program Terms.pdf
Attachment 7_WSCA 4.6.a_Sales Technical Screen Shots.pdf
Attachment 8_WSCA 4.6.b_Partner Evaluation.pdf
Attachment 9_WSCA 4.6.b_NextWave Partner Program Requirements and Benefits Chart.pdf
Attachment 10_WSCA 4.6.c_Nextwave Program Terms.pdf
Attachment 11_WSCA 4.6.d_Contracted Partner Remediation Plan.pdf
Attachment 12_WSCA 4.6.f_Tracking Screenshot.pdf
Attachment 13_WSCA 5.1.4_PaloAltoNetworksInc_10Q_Q2FY13.pdf
Attachment 14_WSCA 5.1.4_PaloAltoNetworksInc_10Q_Q3FY13.pdf
Attachment 15_WSCA 5.1.4_CONSOLIDATED FINANCIAL DATA.pdf
Attachment 16_WSCA 5.2.6_Palo Alto Networks Product Subscriptions.pdf
Attachment 17_WSCA 5.2.6_Whitepaper Securing the Virtualized Data Center with Next Genration Firewalls.pdf
Attachment 18_WSCA 5.2.6_PA200 Specsheet.pdf
Attachment 19_WSCA 5.2.6_PA500 Specsheet.pdf
Attachment 20_WSCA 5.2.6_PA2000 Specsheet.pdf
Attachment 21_WSCA 5.2.6_PA3000 Specsheet.pdf
Attachment 22_WSCA 5.2.6_PA4000 Specsheet.pdf
Attachment 23_WSCA 5.2.6_PA5000 Specsheet.pdf
Attachment 24_WSCA 5.2.6_VM Series Specsheet.pdf
Attachment 25_WSCA 5.2.6_Palo Alto Networks Product Panorama.pdf
Attachment 26_WSCA 5.2.6_Panorama.pdf
Attachment 27_WSCA 5.2.6_GlobalProtect Data Sheet.pdf
Attachment 28_WSCA 5.1.3_Palo Alto Networks EULA.pdf
Attachment 29_WSCA 5.1.3_Palo Alto Networks EUSA.pdf
Attachment C_SOLICITATION JP14001 Cost Schedule.docx
State of Utah
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Bid JP14001
WSCA-NASPO Data Communications Solicitation # JP14001

The State of Utah Division of Purchasing and
General Services

In conjunction with

Bid Response Template

JP14001

WSCA-NASPO Master Agreement for
DATA COMMUNICATIONS PRODUCTS & SERVICES

Due Date
Date of submission
Attn.
August 28, 2013

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Bid JP14001
WSCA-NASPO Data Communications Services Solicitation # JP14001

Section 3: Data Communications Provider Mandatory Minimum
Requirements

3.1 General Information

This section contains requirements that must be addressed in order for your proposal to be considered for
the evaluation phase of this RFP. All of the items described in this section are non-negotiable.
Respondents are required to complete:

Mandatory Requirements (M)
All Respondents must meet the (M) requirements listed in this section, and explain how the requirement is
met. A ‘no’ response on the acceptance document or omission of the required explanation will disqualify the
service from further evaluation.

3.1.1 Equipment Offering

(M) Identify Equipment Offering in sections 5.2.1-5.3.0.
Palo Alto Networks (M) Response:

Palo Alto Networks is offering the following products in response to 5.2.6 SECURITY.
· Data Center and Virtualization Security Products and Appliances
 11 different products and services (PA5000 series, PA4000 series, PA3000
series, PA2000 series, PA500, PA200, WF500, VM Series, WildFire subscription,
URL Filtering subscription, Threat Prevention Subscription.)
· Intrusion Detection/Protection and Firewall Appliances
 11 different products and services (PA5000 series, PA4000 series, PA3000
series, PA2000 series, PA500, PA200, WF500, VM Series, WildFire subscription,
URL Filtering subscription, Threat Prevention Subscription.)
· Logging Appliances and Analysis Tools
 2 different products and services (M-100 appliance and Panorama software)
· Secure Edge and Branch Integrated Security
 8 different products and services (PA3000 series, PA2000 series, PA500,
PA200, WF500, WildFire subscription, URL Filtering subscription, Threat
Prevention Subscription.
· Secure Mobility Products
 12 different products and services (PA5000 series, PA4000 series, PA3000
series, PA2000 series, PA500, PA200, WF500, VM Series, WildFire subscription,
URL Filtering subscription, GlobalProtect Subscription, Threat Prevention
Subscription.)

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WSCA-NASPO Data Communications Solicitation # JP14001

· Encryption Appliances
 7 different products and services (PA5000 series, PA4000 series, PA3000 series,
PA2000 series, PA500, PA200, VM Series)
· On-premise and Cloud-based services for Web and/or Email
 11 different products and services (PA5000 series, PA4000 series, PA3000
series, PA2000 series, PA500, PA200, WF500, VM Series, WildFire subscription,
URL Filtering subscription, Threat Prevention Subscription.)
· Secure Access
 8 different products and services (PA5000 series, PA4000 series, PA3000 series,
PA2000 series, PA500, PA200, VM Series, GlobalProtect Subscription.)
Our Next-Generation Firewall appliances are based on the Single-Pass Parallel Processing (SP3)
Architecture—an innovative hardware / software architecture that allows multiple networking and
security functions to be performed without performance degradation. This unique architecture
also enables the consolidation of key network security functions into fewer devices, thus greatly
reducing costs and complexity. In addition, we provide Panorama, a centralized management
system available in both a software and appliance form-factor, for global visibility and control,
GlobalProtect™ for protection of mobile users, and WildFire™ for protection against modern
malware.

3.1.2 Service Offering

(M) Identify Service Offerings for all products offered in Sections 5.2.1-5.3.0.

Palo Alto Networks (M) Response:

Palo Alto Networks offers Support, Education, Training, and Consulting (Professional Services)
for all products being offered in response Section 5.2.6 of this RFP. Please see the following
attached documents, which detail the offerings.

Support:
Attachment 1_WSCA 3.1.2_PANW Customer Support Plan

Education (Training)
Attachment 2_WSCA 3.1.2_PANW Education Services Overview

Consulting (Professional Services)
Attachment 3_WSCA 3.1.2_PANW Consulting Services Overview

3.1.3 Insurance Requirement

(M) This pertains to the State of Utah insurance requirements. Other Participating States may identify
different insurance requirements during the participating addendum process.

Data Communications Provider’s and their authorized contractors shall procure and maintain insurance
which shall protect the authorized contractor and The State and/or purchasing entity (as an additional

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WSCA-NASPO Data Communications Services Solicitation # JP14001
insured) from any claims from bodily injury, property damage, or personal injury covered by the
indemnification obligations set forth herein. The Data Communications Provider’s authorized contractor
shall procure and maintain the insurance policies described below at their own expense and shall furnish to
the procurement manager, upon award, an insurance certificate listing the participating State(s) as certificate
holder and as an additional insured. The insurance certificate must document that the Commercial General
Liability insurance coverage purchased by the authorized contractor to include contractual liability coverage
applicable to this Master Agreement. In addition, the insurance certificate must provide the following
information: the name and address of the insured; name, address, telephone number and signature of the
authorized agent; name of the insurance company (authorized to operate in all States); a description of
coverage in detailed standard terminology (including policy period, policy number, limits of liability,
exclusions and endorsements) and an acknowledgment of notice of cancellation to the participating States.

Authorized contractor is required to maintain the following insurance coverage’s during the term of
the WSCA-NASPO Master Agreement:

1) Workers’ Compensation Insurance – The Data Communications Provider’s authorized
contractor must comply with Participating State’s requirements and provide a certificate of
insurance.
2) Commercial General Liability Policy per occurrence - $1,000,000. Coverage to include bodily
injury and property damage combined single limit.
3) Business Automobile Policy to include but not limited to liability coverage on any owned, non-
owned, or hired vehicle used by Data Communications Provider’s authorized contractor personnel
in the performance of this Master Agreement. The business automobile policy shall have the
following limits of liability: Per Occurrence - $1,000,000, Annual Aggregate - $3,000,000, Annual
Aggregate applying to products and services - $3,000,000. Coverage must include premises and
operations, bodily injury and property damage, personal and advertising injury; blanket contractual,
products and services, owner named as an additional insured. The State of Utah must be listed as
an additional insured.

Within 10 days of contract award, the Contracted Supplier and/or Authorized Contractor must submit proof
of certificate of insurance that meets the above requirements or the Participating States requirements.

Palo Alto Networks (M) Response:
Within 10 days of award, PA Networks will provide a certificate of insurance, which meets the
requirements outlined in 3.1.3.

3.1.4 Delivery

(M) The prices offered shall be the delivered price to any WSCA-NASPO purchasing entity. All
deliveries shall be F.O.B. destination with all transportation and handling charges paid by the
contractor. Responsibility and liability for loss or damage shall remain the Contractor until final
inspection and acceptance (within 30 days after delivery for external damage and 30 days for any
concealed damage) when responsibility shall pass to the Buyer except as to latent defects, fraud
and Contractor’s warranty obligations. The minimum shipment amount will be found in the
special terms and conditions. Any order for less than the specified amount is to be shipped with
the freight prepaid and added as a separate item on the invoice. Any portion of an order to be
shipped without transportation charges that is back ordered shall be shipped without charge.

Palo Alto Networks (M) Response:
Palo Alto Networks agrees with the delivery requirements outlined in section 3.1.4.

3.1.5 Service Offering Documentation

(M) Upon request, user and/or technical documentation should be supplied for all procured products and
services. Manuals may be available via the Contracted Supplier’s website. The manual shall contain user
and technical instructions appropriate to the service.

Palo Alto Networks (M) Response:

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WSCA-NASPO Data Communications Solicitation # JP14001

Palo Alto Networks agrees with the requirements outlined in section 3.1.5.

3.1.6 Data Communications Provider Contract Administrator and Usage Report
Administrator

(M) The Contracted Supplier shall provide a Contract Administrator to manage compliance with the scope
and terms and conditions for this contract. The following Information, at a minimum, regarding the Contract
Administrator shall be provided:
a. Administrator’s number of years experience in the Data Communications Services business.
Palo Alto Networks (M) Response:
The Palo Alto Networks Contract Administrator is designated as Vincent Massey and he
has 25 years of experience in the Data Communications Services business.
b. Confirmation that the Data Communications Provider Contract Administrator has authority to
enforce the scope of work and terms and conditions of the resulting contract.
Palo Alto Networks (M) Response:
Palo Alto Networks’ confirms that our Contract Administrator has authority to enforce the
scope of work and terms and conditions of the resulting contract.

The Contracted Supplier shall also provide a Usage Report Administrator responsible for the quarterly sales
reporting described in Section 1.15 Usage Reporting Requirement.
Palo Alto Networks (M) Response:
Palo Alto Networks agrees to provide a Usage Report Administrator responsible for the quarterly
sales reporting described in Section 1.15 Usage Reporting Requirement. Palo Alto Networks
designates Vincent Massey as our Usage Report Administrator and he has 25 years of
experience in the Data Communications Services business.

3.1.7 eMarket Center Cooperation
(M) To be eligible for contract award, the Contractor must agree to cooperate with WSCA-NASPO
and SciQuest (and any authorized agent or successor entity to SciQuest) with uploading a hosted
catalog or integrating a punchout site. The contract requirements are in section 7.

Palo Alto Networks (M) Response:
Palo Alto Networks agrees to cooperate with WSCA-NASPO and SciQuest (and any authorized
agent or successor entity to SciQuest) and will uploading a hosted catalog or integrate a
punchout site.

Section 4: Data Communications Provider Qualifications

4.1 General Information:

Provide any pertinent general information about the depth and breadth of the Offeror’s product and service
offerings and their overall use and acceptance in the Data Communications marketplace.

Palo Alto Networks Response:
The world around us is rapidly changing and you need to respond faster than ever with innovative
and proven approaches to better enable your organization, manage risks, and keep pace with
technology developments. Networks have become more vulnerable because of fundamental
shifts in the application landscape, user behavior, and infrastructure. SaaS, Web 2.0, social
media, and cloud-based applications are everywhere. Mobile devices, cloud, and virtualization

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WSCA-NASPO Data Communications Services Solicitation # JP14001
are fundamentally changing the network architecture. The way users consume and agencies
manages IT has made them more and more susceptible to security breaches and compromised
data.

Legacy firewalls and UTMs are incapable of enabling the next generation of applications, users,
and infrastructures. That's because they classify traffic based only on ports and protocols. At
best, they can attempt to prevent the application from entering the network, which stifles the
business and restricts organizations to benefit from innovation.

We offer you real innovation in the firewall, enabling unprecedented enablement of applications
and control over content – by user, not just IP address – at up to 20Gbps with no performance
degradation. Based on patent-pending App-ID™ technology, our Next-Generation Firewall safely
enables applications – regardless of port, protocol, evasive tactic or SSL encryption – and scan
content to stop targeted threats and prevent data leakage. For the first time, you can safely
enable the use of applications, maintain complete visibility and control, prevent modern malware,
and significantly reduce the total cost of ownership through network security simplification.

Palo Alto Networks Next-Generation Firewalls are able to:

 classify traffic based on the accurate identification of the application, regardless of port,
protocol, or evasive tactic;

 identify, control, and inspect SSL encrypted traffic and applications;

 provide policy-based QoS traffic shaping by application and user, enabling you to control
performance of business and personal applications on the network;

 scan content in real-time to protect against viruses, spyware, data leakage, and
application vulnerabilities based on a stream-based threat prevention engine;

 scan content for social security and credit card numbers, to help prevent leakage of
sensitive data and support PCI compliance;

 provide graphical visualization of network applications with detailed user, group, and
network level data categorized by sessions, bytes, ports, threats, and time;

 provide line-rate, low-latency performance for all services, even under load;

 deliver a logical perimeter for mobile users; and

 identify and protect against unknown malicious files, often used in targeted attacks, by
directly and automatically executing them in a private or public cloud-based environment.

4.2 Warranty

Specify the Offeror’s standard warranty offerings for the products and services proposed in the response to
this RFP.

Palo Alto Networks Response:
Please see below Palo Alto Networks’ standard warranty offerings for the products and services
proposed in the response to this RFP. If any part of our standard warranty conflict with any
provision or requirement of this RFP, we agree to adhere to the requirements in this RFP.

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WSCA-NASPO Data Communications Solicitation # JP14001

Palo Alto Networks Product Warranty
All Palo Alto Networks products are covered by a 90 day software and 12 month hardware
warranty. To take advantage of our warranty related information and updates, we encourage
customers to register your products through our Palo Alto Networks Support Portal
(https://support.paloaltonetworks.com). Details on your software and hardware warranty are
outlined below.
Your Software Warranty
The standard warranty for software is 90 days. During the 90 day warranty period, you are
entitled to all software updates (bug fixes, maintenance releases, and feature upgrades) for the
customer’s particular software product. You can download the software updates through our
software update portal embedded in your device web interface, or through the password-
protected Palo Alto Networks support web site. You must create an account and register your
device for access into the support portal.
Hardware Warranty
The standard warranty for our hardware is 12 months from the date of shipment by Palo Alto
Networks. It is a 'return and repair' hardware service model. If an RMA is required during the 12
month period, we will work with you to confirm the hardware problem and issue an RMA number
to be used when you ship the product to Palo Alto Networks.
You are responsible for all shipping costs incurred in returning the defective product. Products will
be repaired or replaced within two weeks from receipt of the failed device. Palo Alto Networks will
pay all shipping costs incurred in the shipment of the repaired or replaced product back to you,
excluding any costs or fees associated with importation for shipments outside of the United
States. If, however, Palo Alto Networks reasonably determines that the item is functional, you will
pay all transportation costs. If the defective product returned is not covered by the terms of the
warranty, or is out of warranty, then you are responsible for the cost of repair by Palo Alto
Networks, including all shipping expenses.
Warranty Restrictions
The hardware and software warranties do not apply if the product:
 Has been altered, except by an authorized Palo Alto Networks, Inc. employee or
representative.
 Has not been installed, operated, repaired, or maintained in accordance with the instructions
supplied by Palo Alto Networks, Inc.
 Has been subjected to unreasonable physical or electrical stress, misuse, negligence,
accident, or damage caused by an Act of God.

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Hardware Return Procedures
A defective item can only be returned if it references a return material authorization (RMA)
number issued by authorized Palo Alto Networks support personnel. To request an RMA number,
you must contact Palo Alto Networks technical support center via email
([email protected]), or the Palo Alto Networks support portal. The RMA number
must be included on the outside carton label of the returned item.

4.3 Website

Award contractors are required to establish and maintain a website applicable to the WSCA/NASPO contract
which will allow Participating States to see applicable contract price list, discounts on said price list, approved
resellers or partners for their state and any additional information that may be required to assist the
participating states in obtaining information concerning the contract award. The State of Utah representing
WSCA/NASPO reserves the right to require the award contractor to add additional items to assist in this
process. Specify Websites used by the Offer or to facilitate customer ordering under awarded contracts.
This is a mandatory requirement.

Palo Alto Networks (M) Response:
Palo Alto Networks agrees to establish and maintain a website applicable to the WSCA/NASPO
contract which will allow Participating States to see applicable contract price list, discounts on said
price list, approved resellers or partners for their state.
The following Web sites are used by Palo Alto Networks to facilitate customer ordering under
awarded contracts:
http://www.paloaltonetworks.com/solutions/industry/government-agencies/government-
contracts.html

4.4 Customer Service

Specify the Offeror’s standard customer service policies and detail the escalation process used to
handle customer-generated issues.

Palo Alto Networks Response:
We use an Industry leading enterprise class CRM system with support case management
internally and a robust online customer support portal where users can manage their relationship
with customer support including case management:
 Escalate your case online if you require higher priority attention and response time from
the assigned engineer.
 For critical escalations, update the case online and call support and ask to speak to the
engineer or a Duty Manager. Please refer to Product Support phone numbers at:
http://www.paloaltonetworks.com//company/contact.
Please see Palo Alto Networks’ standard customer service policies and escalation process used
to handle customer-generated issues:
Attachment 4_WSCA 4.4_PANW Customer Services Overview

4.5 Firm

a. Provide a brief history of your firm including the following:
Palo Alto Networks Response:
We were founded in 2005 and shipped our first product in 2007. To date, we
have more than 12,500 enterprise, government, and service provider customers
worldwide, including many Fortune 500 companies. We currently maintain sales

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