Check Point Maestro Playbook EN

Sales Playbook
MAESTRO
HYPERSCALE
SOLUTION MAESTRO
Maestro Hyperscale solution
Playbook for partners
© 2020 Check Point Software Technologies Ltd.

© 2020 Check Point Software Technologies Ltd. Page. 1 Partners Version
Table of Hello Sales Expert,
CONTENTS This sales playbook is written for you to accelerate and help you pitch your customers on the
Check Point Maestro Hyperscale Network Security solution.
In this playbook, you will find the important highlights of our Maestro Solution so you can stay
focused on understanding what your customers need most. You will find the customer profile
• Introduction for Check Point Maestro, what to ask them and how.
• Prospecting This playbook was designed by our sales enablement team and we hope you find this most
useful during your sales journey.

• Qualification
Happy Selling!
• Validation
• Prove
Note – This document left pane is interactive, use it to easily navigate through.
V1.5 - April 2020

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Mission Statement
Stage: Check Point Software Technologies is the worldwide leader in securing the
Internet. Making Internet communications and critical data secure, reliable and
INTRODUCTION available everywhere has been and will continue to be our ongoing vision. We are
committed to staying focused on actual customer needs and developing new and
innovative security solutions that redefine the state of cybersecurity.
Check Point Hyperscale Strategy
• Mission Statement & With traffic doubling every 3 years, network traffic increases by 25% year over
Strategy year.
On top of that, today’s threat landscape is evolving at a rapid rate.
• Common Terms
Agile cybersecurity Scalable platforms that can scale very quickly are needed to
support this traffic increase. It is clear that organizations need to be able to utilize
their existing security implementations, no matter how small, and scale their
protection almost infinitely according to their changing business needs.
We are committed to providing Hyperscale security platforms, a new way to

architect and manage cybersecurity, and to deliver the highest standard of
resiliency.
It is time to jump to Hyperscale security today!
For more details Maestro Hyperscale Network Security

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Common Terms
Stage:  Hyperscale
Automatically scale appropriately as demand increases
INTRODUCTION • HyperSyncTM
Patented technologies provide full redundancy within a system
Utilizing all hardware resources and automated sync.
• Mission Statement & • Security Groups

Strategy A Logical group of Appliances providing active/active cluster
• Common Terms • Single Managed Object (SMO)

Each Security Group is revealed as one gateway object with a single IP address
in the management GUI
• Cloud-level Resiliency
Distributed, virtualized instances, orchestrated across multiple datacenters.
Considered the most effective Resiliency approach
Next: Prospecting

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Identifying the Customer

Customers of all sizes and verticals are candidates to the Maestro solution. We
Stage: suggest offering Maestro in any appliances related opportunity you have. It has
competitive pricing compared to an appliance offering with many additional
capabilities, leading to future up-sell opportunities in many cases. A classic win-win
Prospecting for you and the customer.
From existing Maestro customers we identified the following deal-makers:

• Scale-up flexibility with Zero configuration
• Customer Definition • Virtual security groups
• Active-Active High Availability1 with Linear Throughput growth
• Cost efficiency
 Utilize existing Check Point hardware

 Upgrading traditional Active-Passive clusters to be Active-Active
(full redundancy within a system1)
 Security as an OPEX vs CAPEX, Pay as you grow financial model
Major deals were competitive replacement wins in the following Industry verticals:
Next: Qualification
Healthcare Retail/Wholesale Financial Telco’s Government/Military MSSP

Municipality
Customer’s favorite features of the Hyperscale Network security solution is the scale-up
flexibility and the new virtual security groups capability
1
Regarding Active-Active High Availability limitations, please refer to the latest release notes
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Identify Decision Makers

Responsibility and Value Proposition
Stage:
With Maestro, mission-critical business concerns have been addressed by design.
- Zero downtime, upon scale-up, only new connections handled by the added resource
Qualification - Configuration management, built-in image cloning for scale-up and upgrades
- Upgrade change control, supporting different SW versions in parallel acting as a staging
and rollback environment during upgrades
Role Responsibilities Value Proposition

• Identify Decision Makers
Main decision maker
Integrating security and business The power to be Agile
• Triggers for Buying • Minimize cybersecurity risks overall
Maestro allows organizations to achieve a
• Strategic point of view higher level of availability and recovery,
(Compliance and business risks)
CISO, CIO, bringing them a step closer to cloud level
• Budget owner
scaling. The near linear expansion is achieved
Main Focus: without administrative overhead and reduces
TCO for maximum cost efficiency.
• High level threats to the business
• What can he prevent
Maestro pay as you grow Security model:
OPEX vs. CAPEX.
CFO Company Budget While reducing TCO for maximum cost-
efficiency.

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Identify Decision Makers

Responsibility and Value Proposition
Stage:
Role Responsibilities Value Proposition
Technical oriented manager
Qualification
The power to Utilizes
will be the key when it comes to securing
Maestro High Availability cluster
from cyber threats
orchestrates several security devices
• In charge of network security together, as a single active-active
• Technical and in-detail view of redundant system with a computing
Director of IT / InfoSec organization security load balancer.
• Identify Decision Makers Making deployments more cost-
Main Focus: efficient and allows starting small, and
• Triggers for Buying • How to prevent and treat threats expand on-demand, seamlessly when
needed. All with minimal impact on
• Technical details on how the solution
business operation.
works
The power to Change

Maestro Auto-Scale allows automatic
Manage security-related systems
security throughput growth, using a
• Implementation and maintenance pre-defined provisioned Gateway.
• Systems Gatekeepers implemented Maestro management reacts to its
single managed object overload
Security Main Focus: thresholds and automatically allocates
Administrator
• Minimal Impact, Strong security the provisioned Gateway to the loaded
• Easy deployment Security Group.
What is means for the Admin: Zero
• ROI
configuration, fully operational within
• Policy control and compliance
6 minutes, higher efficiency, reduced
overhead and costs
For more details contact your checjk point rep.

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Triggers for Buying

Stage:
Trends & Challenges
Hyperscale is the latest trend in Data
Centers.
Qualification 500 ‘Hyperscale Data Centers

already’ deployed around the World
and the rate of new ones is
accelerating.
• Identify Decision Makers
For more details Data Center Knowledge
• Triggers for Buying
The global data demand is growing at

a rapid rate - Traffic DOUBLES every 3
years and Networks Grow up to 25%
Year over Year.
For more details, STL - Bandwidth Demands Growing 2017-2020
On top of that, today’s threat landscape evolves at almost the same rapid rate
• Traffic increase, How do security platforms overcome it?

• High Availability, What are the security platform’s options?
• Operational Costs, What is the TCO to support the growing demands?

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Triggers for Buying

Stage:
Asking the right questions
Role Questions to ask
Qualification • If your production traffic were to double, what would be the business impact for
you and your team?
• How reducing or eliminating downtime, would during maintenance windows, affect
day to day plans?
• Do you have legacy devices that are no longer in use?.

• Identify Decision Makers CIO/CISO
• What are you going to do with all of your legacy appliances during a refresh period?
• Triggers for Buying • What visibility capabilities for threats do you have with your current environment?
• How easily can you mitigate/protect against them, and can it be managed from a
single console?
• How easy is it for you to do a full refresh or scale-up of your security appliances and
gateways?
• How do you control your mission-critical concerns during scale-up or upgrade?
• What technologies are you using today to have full redundancy within a security
Director of IT / system?
InfoSec • If HA, why not use advanced clustering, like Hyperscale?
• What about utilizing legacy appliances?
• Do you use VSX today to segregate your resources and security?

• Are you familiar Check Point “Security Groups” and advanced clustering
techniques?

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Trigger for Buying

Stage:
Asking the right questions
Qualification Role Questions to ask
• What is your maximum Threat Prevention throughput without

bottlenecking your security gateways?
• Identify Decision Makers • When is it the correct time to deploy a new full threat prevention
enabled gateway in your environment?
• Triggers for Buying • How many manual steps are involved in deployment and how
long does this process take?
Security • How would reducing the downtime during a maintenance window
Administrator affect your work?
• How many consoles do you manage?

• How do you follow the history of policy changes today?
• What % of your time is taken up with tickets and configuration
changes?
• Do you automate any routine tasks?
• How do you work with other teams on the same policy?

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Triggers for Buying

Presenting the Maestro Hyper Scale story
Stage:
With traffic doubling every 3 years, our networks grow by up to 25% Year over Year and on
Qualification top of that, today’s threat landscape is evolving at a rapid pace.
Agile cybersecurity platforms that can scale very quickly are needed to support this traffic
growth. Organizations need to be able to start with their existing security implementations,
no matter how small, and scale their protection almost infinitely according to their changing
• Identify Decision Makers business needs.
• Triggers for Buying Check Point Maestro is the first Hyperscale network security platform that enables
businesses of any size to enjoy the power of flexible resiliency, cloud-level security.
With Check Point Maestro there is no need for wasteful HA cluster by taking 2-3 smaller
devices and orchestrating them together, as a single active-active system.
This makes the deployment more cost-effective and allows organizations to start small, and
expand on-demand, seamlessly when needed.
With Maestro, mission-critical business concerns have been addressed by design.
Check Point Maestro

Hyperscale Network Security Solution

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Triggers for Buying

Key Sales Messages Point’s
Stage: for ICS/SCADA consists of 3 main Components
Real ACTIVE - ACTIVE High Availability solution
Qualification Check Point Maestro HyperSyncTM technologies allow you

to have full system redundancy, having clustered gateways
backing each other while in parallel connected to both
orchestrators.
• Identify Decision Makers Maestro orchestration dynamically distributes the load

between all gateways in the cluster.
• Triggers for Buying If one gateway fails,
the load is distributed amongst all members of the cluster
so no one member takes the entire load.
Same if two gateways fail,

the cluster will distribute the load between the remaining gateways.
That means all gateways are active-active, More resources utilized with the same equipment.
Next: Validation Scalability - Security at Hyperscale.

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Establish Value
Stage: Solution Overview
Check Point Maestro is the industry’s first truly Hyperscale network
Validation security solution. Its revolutionary new architecture enables

businesses of any size to enjoy the power of flexible cloud-level
security platforms, and to seamlessly expand their existing security gateways to Hyperscale
capacity. Such cloud on-premises scalability, agility and elasticity with efficient N+1 linear
• Solution Overview clustering, maximize the capabilities of existing security gateways.
• Competitive Landscape Manage your virtualized security group by stacking multiple security gateways together by
security feature set, policy, or the assets they protect. With the Maestro Hyperscale
• Objection Handling Orchestrator, businesses of all sizes can have cloud-level security on-premises. Add
compute power to meet your needs using Maestro Web UI or RESTful APIs – all while
• RFI/RFP minimizing the risk of downtime and maximizing your cost-efficiency.
Save data center space and power consumption using high-performance 17.6 Gbps of GenV
• Licensing
16600 1U Gateway, or other appliances from our current offering back till 2016 (5600 and
up, excluding SMB and Chassis)

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Establish Value
Stage:
Security Groups
With Maestro, you can dynamically allocate or deallocate compute resources within and
Validation
between Security Groups to meet your needs. Security Groups are logical groups of
appliances providing active/active functionality segregated from other security groups.
Multiple security groups can be created in a single Maestro deployment, facilitating and
operating several different clusters. Group them by security feature set, policy or the assets
• Solution Overview they protect.
Each Security Group has dedicated internal and external interfaces and may have a different
• Competitive Landscape Configuration set and policy, e.g. Next-Generation Firewall protecting a data center or Next
Generation Threat Prevention providing perimeter protection.
• Objection Handling
Single Management Object (SMO)
• RFI/RFP Externally a Security Group is seen as one security gateway object in the Check Point
security management GUI. A single IP address per Security Group for policy install simplifies
• Licensing Security Group management. All Configurations, e.g. interfaces or IP addresses and routes
are mirrored on gateways in the Security Group. Prior to becoming an online member and
actively handling traffic, each new member of the Security Group synchronizes its image,
configuration and security policy with its SMO.
• A Logical group of appliances providing active/active cluster functionality segregate from

other security groups
• Grow firewall throughput continuously and dynamically
• Scale beyond the capacity of the chassis platform

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Establish Value
Stage:
Linear Grow clustering
With Maestro any HA member becomes active-active and its compute power is shared with
other Security Group members. The overall available throughput grows linearly by
Validati
doubling, tripling or up to 31 x gateways in Security group and total 52 gateways per
Maestro
• Solution Overview
• Competitive Landscape
Distributed Data Centers and Security Groups
• RFI/RFP Having the SMO as a virtual entity allows expending its use to Distributed Data Centers and
Security Groups:
• Licensing • All connections are synchronized to two nodes inactive DC and one in stand-by DC
• Active and Stand-by DCs guarantee redundancy within and between DCs

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The power to be Agile

Maestro platform allows organizations to achieve a higher level of availability and
Recovery, allowing linear expansion without the administrative overhead or mission-
Stage: critical concerns. While reducing TCO for maximum cost-efficiency.
Validation
The power to Utilizes
Maestro High Availability cluster orchestrates several security devices together, as a single
active-active redundant system with computing load balance.
Making deployment more cost-efficient, allowing starting small, and seamless expansion
on-demand. All with minimal impact on business operation.
The power to Change
• Competitive Landscape Maestro Auto-Scale allows automatic security throughput increases, using a pre-defined
provisioned GW. Maestro management reacts to its single managed object overload
thresholds and automatically allocate the provisioned GW to the loaded Security Group.
• Objection Handling Admin wise: Zero configuration, fully operational within 6 minutes, higher efficiency,
reduced overhead and costs.
• RFI/RFP
The power to Control Risks
With Maestro, your mission-critical business concerns have been addressed by design.
• Licensing  Zero downtime, upon scale-up, only new connections handled by the new resource
 Configuration management, built-in image cloning for scale-up and upgrades
 Upgrade change control, supporting different SW versions in parallel acting as staging
and rollback environment during updates

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Competitive Landscape
Stage:
High-End Key Features Comparison
Palo Alto
Key Capability by Vendor Check Point Fortinet Cisco
Networks
Validation Appliances
Threat Prevention
Maestro Hyperscale
Orchestrator 140
4x6800 Gateway
34.5 Gbps
PA-5260/PA-5280 HA
Cluster
33 Gbps
3600E HA Cluster
30 Gbps
Firepower 9300
N/A
Performance (up to 300Gbps)
• Solution Overview 57 Gbps 67 Gbps 30 Gbps
NGFW Performance 40 Gbps
(up to 1Tbps) without IPS (up to 130)
• Competitive Landscape Max Port Density

48x10G
8x40G/100G
22x10G
5x40G/100G
32x10G
6x40G/100G
24x10G
8x40G/2x100G
Virtual Systems
• Objection Handling Multi Tenancy
Combine different
appliances models
• RFI/RFP Cloud-Level Capabilities Yes No No No
on your premises
• Licensing Seamless & Real-Time
ScaleUp
Multi Tenancy
(Physical & Virtual)
Per Connection
Redundency
Intra & Inter system

redundancy
Restful API Control
Flexibility by reuse of
existing appliance
Price 1Y/3Y $465K/ $765K $568K / $897K $330K / $542K $1.35M / $2.15M
(HW+NGTP+24x7)
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Stage:
Chassis Key Features Comparison
Palo Alto
Key Capability by Vendor Check Point Fortinet Cisco
Networks
Validation Appliances
Threat Prevention
Maestro Hyperscale
Orchestrator 170
5x23800 Gateway
79 Gbps
PA-7080 HA Cluster
(2 Blades)
70 Gbps
5144C HA Cluster
(5 Blades)
68.5 Gbps
FG-7060E HA Cluster
80G bps
Solution Overview
Performance (up to 600Gbps) (up to 350Gbps) (up to 189Gbps)
•
130 Gbps 144 Gbps 75 Gbps
NGFW Performance 100 Gbps
(up to 1.5Tbps) (up to 720Gbps) (up to 210Gbps)
• Competitive Landscape Max Port Density 32x100G

80x10G
40x40G/100G
32x40G
32x100G
36x10G
4x100G
Virtual Systems
• Objection Handling Multi Tenancy
Combine different
• RFI/RFP
appliances models
Cloud-Level Capabilities Yes No No No
on your premises
• Licensing Seamless & Real-Time
ScaleUp
Multi Tenancy
(Physical & Virtual)
Per Connection
Redundency
Intra & Inter system
redundancy
Restful API Control
Flexibility by reuse of
existing appliance
Price 1Y/3Y $869K/ $1.33M $1.47M / $2.01M $1.4M / $2.48M $1.15M / $2.06M
(HW+NGTP+24x7)

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Stage:
How to compete against High End:
Vendor Check Point Competitive Advantage
Validation
• There is no scale up with additional cluster members. Full hardware refresh is required as
performance requirements grow.
• There is no option to reuse already bought appliances to increase security throughput.
• No pay-as-you-grow model to eliminate wasteful over-provisioning.
• Segregation can be done only on the virtual system level without the ability to separate security
• Solution Overview environments to different physical security groups.

• Complex control over multiple GWs as there is no single object to control all aspects of the
environment
• Competitive Landscape • Legacy clustering mechanisms offer limited scalability and create a single point of failure,
whereas Maestro Hyperscale Orchestrator is built from the ground up with full redundancy for
all functions.
• Objection Handling PA-5200 Series

• By default, when the queue is full (high load), Palo Alto firewall SKIPS INSPECTION and
FORWARDS traffic inside the network WITHOUT INSPECTING for threats. Watch Here.
• RFI/RFP • PAN admin will require 3x more time to create a security rule vs. Check Point
Palo Alto Networks (read the AGONY METER) More info on the PAN Cheat Sheet
• Licensing FG 3000 Series

• Session sync is off by default, “the cluster does not keep track of sessions and after a failover,
active sessions have to be restarted or resumed.”
• Fortinet IPS engine scans only part of the session leaving the network vulnerable to threats.
Watch (Pass:cpwins)
• Fortinet sandboxing solution is only able to detect threats. It can’t block in real-time hence it
Fortinet can’t prevent patient-zero (as Check Point does) More info on the Fortinet Cheat Sheet
Cisco 9300 Chassis

• Limited scalability with only 3 blades.
• Lack of Unified Console for Efficient Management
• Cisco appliances, ASA, FP equipment affected by endless severe vulnerabilities – Read more
Cisco More info on the Cisco Cheat Sheet
For more details Battle Card for Maestro

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Stage:
How to compete against Chassis:
Vendor Check Point Competitive Advantage
Validation • Lack of intra-chassis redundancy

(If a blade fails, sessions being processed by that module fail)
• No pay-as-you-grow model to eliminate wasteful over-provisioning
• Scale up is limited to the chassis compatibilities, full refresh required when the
Solution Overview
chassis become outdated
• • Segregation can be done only on the virtual level without ability to separate security
environments to different physical security groups
• Competitive Landscape • Chassis solutions use proprietary components and connectors that require full
chassis replacement in case of physical hardware damage, whereas Maestro is built
using Standard Replaceable Components that are simple to replace
• Objection Handling • Legacy clustering mechanisms offer limited scalability and create a single point of
failure, whereas Maestro Hyperscale Orchestrator is built from the ground up with
full redundancy for all functions.
• RFI/RFP PA-7080 Series

• PAN 7000 Series Port Density depends on number of installed blades.
• Licensing • By Default, when queue is full (high load), Palo Alto firewall SKIPS INSPECTION and
FORWARDS traffic inside the network WITHOUT INSPECTING for threats. Watch
Here.
• PAN admin will require 3x more time to create a security rule vs. Check Point
(read the AGONY METER)
Palo Alto Networks More info on the PAN Cheat Sheet
FG 7000 & 5000 Chassis

• Lack of Scalability, only pre-order bundle for 7000 Series
• Each Blade acts as self separated gateway, If a blade fails, sessions being processed
by that module will be lost
• Fortinet IPS engine scans only part of the session leaving the network vulnerable to
threats. Watch (Pass:cpwins)
• Fortinet sandboxing solution is only able to detect threats. It can’t block in real time
hence it can’t prevent patient-zero (as Check Point does)
Fortinet More info on the Fortinet Cheat Sheet
For more details Battle Card for Maestro

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Objection Handling
Stage: Here are the answers
Objection Response
Validation This sounds like Check Point is

phasing out Chassis (44000/64000), is
Maestro serves as an extension of Scalable Platforms capabilities to
other Check Point Appliances and not as a replacement to the
44000/64000 line. Chassis-based solutions have specific use cases
• Solution Overview this true?
and will continue to evolve according to the roadmap.
• Competitive Landscape I’m using appliances that aren’t

Check Point makes it easy for you to get the appliance series you
certified with the Maestro Solution,
need certified, simply fill out an RFE with the customers’
does this mean I can’t deploy
requirements for the Maestro Solution.
Hyperscale security?
• RFI/RFP Check Point is in most cases less expensive and offers considerably
better performance, security, Hyperscalability, and resiliency.
• Licensing Hyperscale is very expensive

Based on comparing similar capabilities of the Maestro Hyperscale
Orchestrator bundles with 6000 series appliances to other
competing products.
Check Point offers a pain-free POC process.
We can demonstrate the solution remotely from labs around the

world.
I don’t have the resources/bandwidth
now to start an evaluation
We can leverage a tap or span port on your network to show you
the products in action on your network without disrupting any
services or changing your architecture.

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RFI/RFP Template
Stage: Use our repository
An RFP submitted early in the procurement cycle, presents preliminary requirements for the Maestro
Validation solution, and dictate the structure and format of the supplier's response.
Effective RFPs typically reflect the strategy and short/long-term business objectives, providing detailed
insight upon which suppliers will be able to offer a matching perspective.
• Solution Overview When presented with a situation where the customer/prospect is asking you for such an example the
advantage is great as we can affect the end results by driving questions that emphasize the Maestro
advantages over our competitors.
You can share these samples with customers seeking examples or recommendations of such a
document to be used in the bidding process for a mobile security solution.
• Objection Handling These documents have proven in the past to be successful in winning deals. And been constructed
based on our best practices built over time with different RFPs from all over the globe
• RFI/RFP
for more detail: contact your Check Point rep.
• Licensing

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Licensing
Stage: What’s in it
Overview:
Validation The Orchestrator is a mandatory unit in the system, it can host existing appliances (GWs) and new ones.
• Each appliance requires a license per software blade used exactly as in a regular cluster.
• Each security group considered a single managed object (SMO) on the management server. Licensed as
single GW with no relation to the number of appliances within the Security Group.
• Cost-effective bundles are available to cover all sizing needs.
For up-to-date pricing:
• RFI/RFP
• Licensing
For more details search the catalog with Maestro keyword
Next: Prove

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Customer Wins
Stage: Maestro is a differentiator
As stated by customers who bought it and for customers who consider future growth
Prove • USA
Competition
Why Maestro?
Bank, Existing customer (1M$)
Palo Alto & Fortinet
Scale-up possibility
• LATAM Bank, Existing customer (High 7 digit deal)
• Customer Wins Competition Palo Alto & Cisco
Why Maestro? Superior management & Scale-up capabilities
• Proof-of-Concept (POC) • USA Healthcare, Existing customer (4M$)

Competition Palo Alto & Fortinet
Why Maestro? Scale-up possibility
• Europe Healthcare, NEW Customer, ($500K)
Replacing Cisco & McAfee
Why Maestro? Scale-up possibility (Design to support
expected growth in traffic load with no network change)
• Europe Healthcare, NEW Customer, ($300K)
Replacing Palo Alto, FireEye, TrendMicro & Symantec
• Europe Retail, Existing customer ($800K)

Competition Palo Alto, Fortinet & Cisco
• APAC GOV, Existing customer ($300K)
Competition McAfee and SonicWALL
• Europe Insurance, New customer ($200K)
Competition Palo Alto & Cisco
Why Maestro? Ability to scale-up in the future
For more details: contact your Check Point rep.

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Proof of Concept – POC

Stage:
Make expectations reality
Maestro recommended POC described in Test plan example containing the following main Test
Categories:
Prove 1)
2)
3)
General system configuration
Security Groups
Performance indicators
• Customer Wins 4)
5)
Redundancy while traversing traffic
HyperSyncTM
6) Management and Provisioning
• Proof-of-Concept (POC) For more details: contact your Check Point rep.
Next: Resources for Next

Steps

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Resources for the Next Step

Stage:
Additional Links
Prove Resources
General
Links
Hyperscale Whitepape
Maestro Infographic
Demo Request
• Resources for Next Steps eLearning Sales Training
Technical Training
Udemy - Jump Start on-line free training
CCME (Check Point Certified Maestro Expert) On-site and remote CCME trainings – done by Checkpoint ATCs
We issue CCME certificates for engineers and specialization for
partners who complete CCME exam
Success Stories Partner Map - Success Stories
Maestro Videos Technical Video of Maestro
Sales Video of Maestro
Maestro at CPX
CP Maestro on CheckMates
Use Case: Security & Scale
Use Case: Security & Operational Supremacy
Use Case: Security & Resiliency
Check Point Maestro – Security of Hyperscale at a glance

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© 2020 Check Point Software Technologies Ltd. Page. 27 [Internal Use] for Check Point employees

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Sales Playbook

© 2020 Check Point Software Technologies Ltd.

Check Point Maestro Hyperscale Network Security solution.

useful during your sales journey.

V1.5 - April 2020

© 2020 Check Point Software Technologies Ltd. Page. 2 Partners Version

Check Point Hyperscale Strategy

We are committed to providing Hyperscale security platforms, a new way to

It is time to jump to Hyperscale security today!

For more details Maestro Hyperscale Network Security

© 2020 Check Point Software Technologies Ltd. Page. 3 Partners Version

• Mission Statement & • Security Groups

• Common Terms • Single Managed Object (SMO)

© 2020 Check Point Software Technologies Ltd. Page. 4 Partners Version

Identifying the Customer

Prospecting for you and the customer.

From existing Maestro customers we identified the following deal-makers:

 Utilize existing Check Point hardware

Healthcare Retail/Wholesale Financial Telco’s Government/Military MSSP

Identify Decision Makers

Role Responsibilities Value Proposition

© 2020 Check Point Software Technologies Ltd. Page. 6 Partners Version

Identify Decision Makers

The power to Change

© 2020 Check Point Software Technologies Ltd. Page. 7 Partners Version

Triggers for Buying

Qualification 500 ‘Hyperscale Data Centers

The global data demand is growing at

For more details, STL - Bandwidth Demands Growing 2017-2020

• Traffic increase, How do security platforms overcome it?

© 2020 Check Point Software Technologies Ltd. Page. 8 Partners Version

Triggers for Buying

• Do you have legacy devices that are no longer in use?.

• Do you use VSX today to segregate your resources and security?

© 2020 Check Point Software Technologies Ltd. Page. 9 Partners Version

Trigger for Buying

Qualification Role Questions to ask

• What is your maximum Threat Prevention throughput without

• How many consoles do you manage?

© 2020 Check Point Software Technologies Ltd. Page. 10 Partners Version

Triggers for Buying

Qualification top of that, today’s threat landscape is evolving at a rapid pace.

With Maestro, mission-critical business concerns have been addressed by design.

Check Point Maestro

© 2020 Check Point Software Technologies Ltd. Page. 11 Partners Version

Triggers for Buying

Qualification Check Point Maestro HyperSyncTM technologies allow you

• Identify Decision Makers Maestro orchestration dynamically distributes the load

Same if two gateways fail,

Next: Validation Scalability - Security at Hyperscale.

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Validation security solution. Its revolutionary new architecture enables

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• A Logical group of appliances providing active/active cluster functionality segregate from

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The power to be Agile

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• Competitive Landscape Max Port Density