RSA S ecur ID - Arrow ECS

78 Pages·2004·2.36 MB·English

3 Welcome Note
4 RSA SecurWorldTMChannel Philosophy
5 RSA Security Overview
RSA SecurID®Solutions Guide
9 RSA SecurID®- Solutions for VPNs
14 RSA SecurID®- Solutions for Citrix
19 RSA SecurID®- Solutions for Wireless
RSA SecurID®Two-Factor Authentication
25 Inside an RSA SecurID®Solution
27 RSA SecurID®Authenticators
29 RSA ACE/Server®Software
33 RSA ACE/Agent®Software
35 RSA SecurCare®Maintenance
RSA SecurID®Sales Toolkit
37 10 Facts about Authentication in an e-Business World
39 Sales Questioning Strategies
41 Objection Handling
45 Frequently Asked Questions
How to Quote an RSA SecurID®Solution
55 How to Quote a New Customer
57 How to Quote an Upgrade for an Existing RSA SecurID®Customer
61 How to Quote a Mid-Tier License Pricing
61 How to Reinstate Maintenance
62 How to Place an Order
65 RSA SecurID®Starter Kit
RSA SecurWorldTMPartner Resources
67 Partner Resource Center
68 Web-Based Sales Training
69 Professional Services & Education
71 Useful RSA Security URLs
75 Security Glossary
80 RSA Security Contact Details
83 RSA Security Distributors
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w e l c o m e
w e l c o m e
“
This Guide is designed to help you, our valued
p a rtners, successfully sell RSA SecurID® t w o - f a c t o r
authentication solutions. Consider it your one-stop
re s o u rce that you can refer to regularly as your
customers continue to demand a tru s t e d
e n v i ronment to conduct secure business online.
In this Guide, you’ll find everything from RSA
SecurID solution guides—VPN, Citrix and Wi re l e s s —
to questioning strategies and to how to quote an
RSA SecurID solution.
Please send feedback about this Guide to
[email protected].
Good Selling!”
Brien Naylon
Vice President, Americas Sales
RSA Security
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RSA Security
R S A
SecureWorld™
Channel Philosophy
RSA Security is guided by the principle that solid relationships build businesses. We believe
that by closely integrating channel partners into our sales team, our chances of mutual
success is amplified. Knowledge is shared. Ideas are shared. Goals are achieved.
As a trusted solutions provider, you are driven to strategize and recommend the best total
solution to your customers. As your partner, we are focused on helping you succeed. From
leading technology, solutions, programs and support, RSA Security has what you need to
foster customer relationships and grow your business.
The RSA SecurWorld Partner Program constantly evolves as we strive to improve and make
the program work better for you. We do this with your feedback. Education, training, sales
and marketing programs – all are designed to enrich your knowledge and create market
demand.
Together, we are entering new markets, leveraging products and services and solving tough
customer problems. In new and powerful ways. And we believe it’s just going to get better.
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RSA
S e c u r i t y
Overview
w w w. r s a s e c u r i t y. c o m
THE COMPA N Y
With thousands of customers around the globe, RSA Security (NASDAQ: RSAS) provides
interoperable solutions for establishing online identities, access rights and privileges for
people, applications and devices. Built to work seamlessly and transparently in the complex
environments of thousands of customers, the Company’s comprehensive portfolio of identity
and access management solutions — including authentication, Web access management and
developer solutions — is designed to allow customers to confidently exploit new technologies
for competitive advantage.
RSA Security’s strong reputation is built on its history of ingenuity and leadership, proven
technologies and long-standing relationships with more than 1,000 technology partners.
AU T H E N T I C A TION –A key component of an Identity and Access Management Strategy.
RSA SecurID®– two-factor authentication using time-synchronized tokens and smart cards.
The RSA SecurID®system is the world’s leading two-factor user authentication solution, relied
upon by thousands of organizations worldwide to protect valuable network resources. More
than 15 million people around the world use RSA SecurID authenticators to securely access
VPN and Remote Access applications, Web servers and applications, network operating
systems and more.
“
The RSA SecurID® system is the world’s leading
”
two-factor user authentication solution.
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RSA Security
“
RSA Security’s strong reputation is built on its
history of ingenuity and leadership, proven
technologies and long-standing relationships
”
with more than 1,000 technology partners.
RSA®Mobile– two-factor authentication for a mobile world.
RSA®Mobile technology is an innovative authentication solution designed to protect Web-
based resources by providing two-factor user authentication through the use of existing
mobile phones and PDAs.
RSA SecurID®Passage– smart badging: smart cards and physical access.
RSA SecurID®Passage is an innovative smart card and digital credential solution that enables
strong user authentication to networks and multiple applications. Designed to provide an
unprecedented level of security, mobility and control, RSA SecurID Passage replaces static
passwords with a Java®platform smart card for user authentication to workstations, networks
and sensitive data. Its Java Card multi-application capability enables you to deploy other
applications — ranging from electronic purse to custom designed employee applications — to
the same card.
RSA Keon®– digital certificate management.
RSA Keon®software is a family of interoperable modules for managing digital certificates and
cr eating an environment for authenticated, private and legally binding electronic communications
and transactions.
RSA Keon solutions include:
• RSA Keon Web Server SSL
• RSA Secure e-Mail Solution
• RSA Secure e-Forms Signing Solution
• RSA Smart Badging
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“
RSA Security’s offerings are a set of open,
standards-based products and technologies
designed to help organizations deploy new
applications securely, while maintaining
”
corporate investments in existing infrastruc t u r e.
WEB ACCESS MANAGEMENT
RSA ClearTrust®– policy-based access to Web applications.
The RSA ClearTrust®System enables secure access to Web-based resources and is designed to
work within intranets, extranets, portals and exchange infrastructures — all while providing
users with transparent, single sign-on (SSO) across multiple applications. This easy-to-deploy,
rules-based solution is built to integrate with existing infrastructures and provides the
scalability to support growing e-business requirements.
DEVELOPER SOLUTIONS
RSA BSAFE®and RSA®e-Sign– software development toolkits.
RSA Security Developer Solutions are one of the most widely used e-security software
components in the world. More than 1,000 organizations have used RSA Security software
development kits (SDKs) to help lower their cost of development, shorten their time to
market with new products and increase revenue by accessing new market opportunities.
Our RSA BSAFE and RSA e-Sign SDKs are designed to provide high-performance security
based on more than a decade of extensive engineering and cutting-edge cryptographic
advancements.
COMMITMENT TO INTEROPERABILITY
RSA Security’s offerings are a set of open, standards-based products and technologies
designed to help organizations deploy new applications securely, while maintaining corporate
investments in existing infrastructure. In addition, the renowned RSA Secured®technology
partner program helps ensure interoperability between RSA Security applications and those
of our RSA Secured partners. For more information regarding the RSA Secured Partner
Program, please visit www.rsasecurity.com/partners
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RSA Security
S TANDARDS DEVELOPMENT
RSA Security builds solutions based on industry standards, ensuring the interoperability
customers need to be successful in their e-business endeavors. Additionally, RSA Security
keeps current on industry developments, playing active, leadership roles in standards
development initiatives — such as Liberty Alliance, OASIS, IEFT and WS-Security — to ensure
technical superiority and interoperability of our solutions. For more detail on standards
initiatives, please visit www.rsasecurity.com/solutions/standards.
CUSTOMERS
RSA Security customers span a wide range of industries, with extensive presence in the
e-commerce, financial services, government, healthcare, pharmaceuticals, biotechnology,
aerospace, telecommunications, manufacturing, utilities and consumer arenas.
WORLDWIDE SERVICE AND SUPPORT
With sales and 24x7 support offices in major international regions, RSA Security is able to
provide our customers with timely responses to their requests and inquiries. For more
information regarding the RSA Security support services, please visit
www.rsasecurity.com/services
GLOBAL PRESENCE
RSA Security is a truly global e-security provider with representation in nearly 50 countries.
The RSA SecurWorld™Channel Program brings RSA Security’s products to value-added
resellers and distributors worldwide. For more information regarding the RSA SecurWorld
Channel Program, please visit www.rsasecurity.com/partners.
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R S A
S e c u r ID
®
Solutions for VPNs
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CUSTOMER SCENARIO
Prospect needs to provide Microsoft®Outlook®email to 200 sales people across the country.
He is interested in learning about VPNs.
D I S C O V E RY QUESTIONS
• Do you have a security policy for remote users? The reason I am asking is VPNs
provide privacy, not security.
• What would happen if a hacker penetrated your company’s network through
the VPN?
• Besides the sales people, are there other groups within your company who would
benefit from accessing information anywhere, anytime?
• When did you last go through an audit? How did you fare?
• Do you know how much you spend on managing your multiple username/password
databases?
• Can you quantify an associated cost to your company if you were breached?
• Do you have the ability to determine if you have been breached?
• Does a central and consistent strong authentication solution appeal to you?
• What are the challenges you face in your role?
• Can you share with me the goals of the company for this year?
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RSA SecurID Solutions Guide
POSITIONING STAT E M E N T S
Virtual Private Networks (VPNs) are an extremely cost-effective way to enable remote user
access to valuable corporate resources. VPNs use privately encrypted channels for remote
communication via the public Internet, effectively eliminating the need for costly dedicated
dial-up phone lines. While VPNs create encrypted tunnels to protect data in transit, simply
using passwords to authenticate VPN users does not guarantee an end-to-end secure solution.
An average person uses two-factor authentication every day when using bank ATM cards, so
why wouldn’t users expect the same when accessing corporate assets such as employee data
and customer data or transacting on the Web?
OBJECTION HANDLING IN VPN ENVIRONMENTS
We don’t need RSA SecurID® Two-Factor Authentication - we
already have a firewall and/or VPN.
• A firewall shows that you have a sense of the importance of security for your
organization. But if you are authenticating through the firewall with passwords, there
is still a vulnerability in your IT infrastructure.
• A VPN ensures that your data is private and encrypted, but this does not ensure that
you know who is on the other end of the communication.
• Privacy does not necessarily mean security. Strong authentication is also as critical as
a firewall or VPN because it prevents unauthorized entry in a way that static
passwords do not.
• RSA SecurID technology is designed to work “out of the box” with the leading VPN
vendors such as Cisco, NetScreen, Checkpoint and Nortel.
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