Cisco ASA with FirePOWER Services

Partner Executed Proof of Value (POV)

or Partner Lab License Request Process

Global Security Sales Organization (GSSO)

Channel Engineering
October 23, 2014
 Cisco ASA with FirePOWER Services POV & Lab Licensing

Table of Contents

1 Introduction ................................................................................................................................ 3
2 Procedures .................................................................................................................................. 3
2.1 Opportunity Registration .................................................................................................................. 3
2.2 Software Download .......................................................................................................................... 4
2.3 FireSIGHT MC License Key................................................................................................................. 5
2.4 License Request ................................................................................................................................ 5
2.4.1 Partner Executed POV ............................................................................................................... 6
2.4.2 Partner Lab ................................................................................................................................ 7

3 Next Steps..................................................................................................................................... 9

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 Cisco ASA with FirePOWER Services POV & Lab Licensing

1 Introduction

In FY15, the Cisco Global Security Sales Organization (GSSO) introduced the Proof of Value (POV)
process. This process aims to provide unique business value to key decision makers when positioning
security solutions. It relies on security success criteria to properly scope engagements while increasing
the win rate and decreasing the time to close.

This document outlines the process that partner SEs will follow to request a license for a Partner
Executed POV. It will outline the steps to register the opportunity in Cisco Commerce Workspace (CCW),
download software, obtain the FireSIGHT MC license key, and request a Partner Executed POV license. It
will also provide instructions to obtain partner lab licenses for technical enablement.

2 Procedures

2.1 Opportunity Registration

Cisco partners must provide a deal ID and customer name to request a Partner Executed POV license.
After finding a Partner Executed POV customer opportunity for FirePOWER Services for ASA, partners
will register it in CCW. This requires that the partner holds the Masters Security, Advanced Security,
Advanced Security Architecture, or NGFW Express Security Specialization. When registering the
opportunity, go to https://www.cisco.com/go/commerceworkspace and select the appropriate
promotion such as OIP-Security Ignite.

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Please refer to the following resources for more information on using CCW and Deal Registration.
Training: http://www.cisco.com/web/partners/events/commerce_workspace.html
Setup: http://www.cisco.com/E-Learning/gbo-
ccw/cdc_bulk/Cisco_Commerce_Core_Curriculum/Getting_Started_with_Cisco_Commerce_User_Guide.pdf
Deal Registration: http://www.cisco.com/E-Learning/gbo-ccw/cdc_bulk/CCW_Quote_User_Guide.pdf

After registration, the partner should contact the Cisco Security Account Manager or Partner
Development Manager to associate it with an opportunity in SFDC. Through this registration process,
partners have the opportunity to qualify for incentives and promotions to increase partner profitability:
http://www.cisco.com/web/partners/incentives_and_promotions/index.html

2.2 Software Download

To prepare for the POV license request, partners need to have a FireSIGHT Management Center (MC)
installed and a sensor type selected. Download the FireSIGHT MC from the following link and complete
the installation following the instruction on the documentation tab.
FireSIGHT MC (Sourcefire Virtual Defense Center for VMWare)
https://support.sourcefire.com/sections/1/sub_sections/54#5-3-virtual-appliances

If you are using an ASA 5500-X with FirePOWER Services as your IPS sensor, you can download the
required software and documentation from the links below.
Cisco ASA with FirePOWER Services boot and system images
http://software.cisco.com/download/navigator.html?mode=home
Downloads Home > Products > Security > Firewalls > ASA > ASA with FirePOWER Services
Cisco ASA platform software
http://software.cisco.com/download/navigator.html?mode=home
Downloads Home > Products > Security > Firewalls > ASA > ASA Next-Generation Firewalls

If you are using a virtual or physical dedicated FirePOWER IPS sensor, you can download the required
software from the following link.
Sourcefire 3D System
https://support.sourcefire.com/sections/1

If you are unable to access the software due to entitlement, engage with your Cisco alliance manager to
associate your CCO account with your company to grant partner-level CCO access. If you are still unable
to access the software, your partner team will be able to provide it for POV or lab use through the
special file publish process.

Best practices to install and configure your ASA 5500-X with FirePOWER Services are available on the
Cisco Partner Community at the following link.
FirePOWER Services for ASA Technical Training
https://communities.cisco.com/docs/DOC-53979

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 Cisco ASA with FirePOWER Services POV & Lab Licensing

2.3 FireSIGHT MC License Key

Partners will need the FireSIGHT MC License Key prior to initiating the License Request. On the
FireSIGHT MC you will be using for the customer opportunity, select System > Licenses.

On the screen that follows, you will be presented with the Add Feature License field where you can copy
the License Key.

2.4 License Request

There are two separate types of licenses that Partner Help supports today. For partner Executed POVs,
Partner Help will provide 45-day license keys with one extension. For partner labs, Partner Help will
provide 90-day license keys with extensions as required.

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2.4.1 Partner Executed POV

To request a Partner Executed POV license, you will open a ticket with Partner Help. You can go to
www.cisco.com/go/ph or call 1.800.553.6387 and select Options 5-1-1. In the ticket, provide the
following required information.

Architecture = Security
Technology = Network Security
Service Type = Cisco Product Information
Sub Service Type = Licensing
Subject = POV License
Question
o POV License for [customer name]
o Trained SE is [SE name]
o Win Criteria is [justification]
o Customer Point of Contact is [customer POC]
o FireSIGHT MC [License Key]
o FireSIGHT MC type is [hardware model or VM]
o IPS sensor type is [hardware model or VM]
CCW Deal ID = [Deal ID]

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Upon receiving this ticket, partner help will associate the Partner Executed POV with an existing sales
opportunity and generate 45-day license keys. You will receive FireSIGHT MC, Control, AMP, and URL
license keys. All four keys are required for full functionality of the appliance and can be loaded using the
instructions provided by partner help.

One 45-day license extension will be granted if required. To receive the extension, open a second
partner help ticket and annotate POV License Extension on the subject of the request. For opportunities
lasting longer than 90-days, please engage with your Cisco account team.

2.4.2 Partner Lab

To request a Partner Lab license, you will open a ticket with Partner Help. You can go to
www.cisco.com/go/ph or call 1.800.553.6387 and select Options 5-1-1. In the ticket, provide the
following required information.

Architecture = Security
Technology = Network Security
Service Type = Cisco Product Information
Sub Service Type = Licensing
Subject = Lab License
Question
o Trained SE is [SE name]
o FireSIGHT MC [License Key]
o FireSIGHT MC type is [hardware model or VM]
o IPS sensor type is [hardware model or VM]

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 Cisco ASA with FirePOWER Services POV & Lab Licensing

Upon receiving this ticket, partner help generate a 90-day license keys. You will receive FireSIGHT MC,
Control, AMP, and URL license keys. All four keys are required for full functionality of the appliance and
can be loaded using the instructions provided by partner help.

Multiple 90-day license extension will be granted when required. To receive the extension, open an
additional partner help ticket and annotate Partner Lab License Extension on the subject of the request.

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 Cisco ASA with FirePOWER Services POV & Lab Licensing

3 Next Steps

This completes the Cisco ASA with FirePOWER Services POV and Lab Licensing Request guide for
partners. For additional support, send requests to asa-assess@external.cisco.com.

Below are some key resources to meet the program requirements and continue your education.

Voice of the Engineer: FirePOWER Services for ASA 5.3 Launch

https://communities.cisco.com/docs/DOC-30718
FirePOWER Services for ASA 1-day: Technical Training
https://communities.cisco.com/docs/DOC-53979
SE Security Sales Enablement
http://tools.cisco.com/pecx/login?URL=searchCurricula?LOID=475254
FirePOWER Services for ASA -day: Sales Training
https://communities.cisco.com/docs/DOC-53978
AM Security Sales Enablement
http://tools.cisco.com/pecx/login?URL=searchCurricula?LOID=475253
Sourcefire Information for Partners
https://communities.cisco.com/docs/DOC-51132
Proof of Value Training: Architectures > Security > Cisco Advanced Security Training >
Systems Engineers http://cisco.partnerelearning.com/Saba/Web/Main