SASE HPE

N | LAN - Router four functional components

Nat

DMZ

Firewall

Port Forwarding

N | LAN - Gateway

a piece of networking hardware or software used in telecommunications networks that allows data to flow from one discrete network to another

N | LAN - Read these two IP addresses: 196.65.10.20 & 196.65.43.35

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What can you concur about them?

Because the first two values are the same they are in the same LAN

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The first value and the second value are also the area measurement of the LAN

N | LAN - Router

networking device that forwards data packets between different computer networks (connects you to devices outside of your LAN)

Network

set of devices talking to each other in within a limited range

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ex. All devices at your home connected to one wireless router (network)

N | LAN

Local Area Network (devices connected to a router makes a LAN)

N | LAN - IP

logical address of a device (similar to sending mail to a physical address)

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Devices can send messages to the other device by using their IP address (on a LAN)

N | LAN - Switch

connects devices within the same network (close range)

N | LAN - Subnet (Subnetwork)

Defines your LAN range

N | WAN - Firewall

Set of passive rules that protect the network from unauthorized access

N | WAN - DMZ

Demilitarized Zone | One of two ways through the firewall

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Subnetwork that contains and exposes a device to an untrusted network such as the internet (an extension of the LAN range)

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Almost a waiting room where the asking device never actually reaches the LAN, the other device simply meets the asking device there

N | WAN - Port Forwarding

Setting in your router that connects WAN & LAN a different way

used to give external devices access to computers services on private networks. It does this by mapping an external port to an internal IP address and port. 

N | WAN - Nat

Network Address Translation

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Remapping an IP address while they are in transit across a traffic routing device - a process that enables one, unique IP address to represent an entire group of computers

LAN vs WAN

Local Area network & Wide Area Network

Axis Security

cloud security provider

**Axis Security’s Security Services Edge (SSE) platform function**

improves application performance & Increases network security because:

* Number of remote users increases
* Enterprises continue to migrate applications to the cloud

The HPE GreenLake edge-to-cloud platform will _________ Axis Security’s cloud-native SSE platform, offering customers one single monthly subscription with no capital expenditure

integrate

SASE - SSE | SWG (Secure Web Gateway) (Pronounced Swig)

A point in between a user and the IoT (website, software,etc.) they are trying to reach (operates as a forward proxy - a.k.a. intermediary)

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(used best with company issues devices)

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* Enforces & reports on acceptable use policy


* Blocks known bad URL’s
* Protects from malicious file downloads
* Detects and blocks malicious content hosted within a site

CASB

Visibility and policy control point that sits between users and the cloud

# **SD-WAN**

(software-defined wide area network)

is a type of networking technology that uses software-defined networking (SDN) principles to manage and optimize the performance of wide area networks (WANs).

SD-WAN | Explained

When we have a business that has many different branches, we can allow software to securely and automatically handle the configuration of the entire WAN infrastructure

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(more of a concept) HPE’s SDWAN is SilverPeak

Router Centric Model (old) vs SD-WAN Model (New)

connects branch directly to the internet then to the software (salesforce, MS suite, etc.)

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you can also control the security, settings, adding branch locations, etc. easier

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“Cloud first WAN”

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rather than running every request through the data center (router centric model)

# **SASE | Secure Access Service Edge**

Secure Access Service Edge (one half of SASE)

SWG & ZTNA (Zero Trust) are under the umbrella of

SSE & SASE

SASE - SSE | CASB (Cloud Access Security Broker) (Pronounced Caz-B)

Visibility and policy control point that sits between users and the cloud (SaaS) (On-prem)

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CASB Four Pillars:

* Visibility (see what users are doing/downloading)
* Compliance
* Threat Prevention
* Data Security

SASE | Zero Trust Security Model (Philosophy)

No more access given based on location (because before only people at the office building were accessing the network, now with WFH it could be anywhere)

* All users must be fully verified before being given as minimal access as possible to accomplish the task
* Set of areas accessible dependent on your job title/rank/etc.
* Verification is never suitable for an extended period of time, it is checked every single time & runs continuously as you are using the network

SASE - SSE | Three pillars of verification

1. Identity
2. Context (privilege level)
3. Security (is your computer safe and have anti-virus/updated OS?)

SASE | Two components of SASE

WAN Service Edge & SSE

SASE - SSE - ZTNA | Trust Broker

in charge of verifying three pillars of ZTNA verification

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(could be netwrok device or cloud provider)

SSE | SASE = SD-WAN + SSE | Can SSE stand alone?

Yes, SSE covers needs without a wide area network (networking in this case has been completely removed)

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(connection straight to the cloud/internet of things)

SASE & SSE | Why choose SSE over SASE?

Whether or not you have on-premise connectivity requirements

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If you have them = SASE

If you don’t have them = SSE

SSE Difference/Uniqueness

Instead of the user connecting to the network and then the internet or application/software, once they verify the user, they bring the application/software to them (replaces VPN or Firewall)

SSE | Security Services Edge Provided Services

Sensitive Data Awareness & Context

* Secure Web Gateway
* CASB (Cloud Acess Security Broker)
* ZTNA/VPN
* Remote Browser Application
* FWaaS
* Encryption/Decryption

and more…

SASE | WAN Edge Services

Threat Awareness & User-Device Identity

* SD-WAN


* WAN Optimization
* Quality of Service
* Routing
* Saas Acceleration
* Content delivery/Caching

and more…

“As we transition from a post-pandemic world, and a hybrid work environment has become the new normal, a new approach is needed for network edge security to protect critical SaaS applications.“

Phil Mottram, executive vice president and general manager, HPE Aruba Networking

### **What strategies do you use on a cold call to build rapport with the caller?**

I ask them a question about themselves

cyber security

 the body of technologies, processes, and practices designed to protect networks, devices, programs, and data from attack, damage, or unauthorized access.

AAR (Annual Reoccurring Revenue)

* Used for more long term planning
* Valuations for SaaS Companies are usually based on year over year ARR

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Value Selling

* Leverage customer anticipation of enjoying the result the product will give them
* How their life will be improved by the products and not the actual features
* Like & Dislikes in the current situation
* How past solutions have helped or not helped them (How the competitor has not been able to solve their problem)
* What is their process for looking for new solutions
* USP (Unique Selling proposition)

MEDDIC | Metrics

* Show, don’t tell

proof of economic benefit of investing in your solution

MEDDIC | Economic Buyer

* Talk to the decision makers first

who makes the decisions (who will actually sign off on buying)

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MEDDIC | Decision Criteria

* factors your prospect uses to make their decisions

Questions:

* Pricing
* Features
* Level of Service Provided
* Onboarding Assistance
* Product Integration
* Ease of Use
* Brand recognition
* Industry Reputation

MEDDIC | Decision Process

Questions:

* How does your organization make buying decisions?
* Is anyone else involved in the buying process?
* What’s your role in the decision making process?

MEDDIC | Identify Pain

identify your prospects pain points your able to ease or solve

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Pain Points:

* Wasting time
* Wasting Money
* Too Complicated
* Tedious

MEDDIC | Champion

determine if there is someone associated with prospect that can advocate on your behalf

(choice & agility)

We now live in a direct to the internet so Axis is…

bringing security to the cloud

Why did HPE Aruba acquire access

they used to partner with SSE companies, but the customers wanted one vendor to call and rely on for all their networking - so they acquired Axis

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Aruba had SD-WAN but not SSE. Now that they do they have a full SASE portfolio

Axis wanted ______ & ________ when creating their product

elegance & simplicity

Axis | You can ______ & ________ rules as well as customize them

add and delete

Axis for admins can show:

* where the user went
* what they tried to download
* how much time they spent wherever
* and more

DPP

Device Provisioning Protocol (DPP is a provisioning protocol certified by the Wi-Fi Alliance that allows onboarding IoT devices easily, securely, and on a large scale.) is a Wi-Fi.

UXI

User Experience Insight

Aruba Agile NaaS Key Dimensions

1. Capex or Opex?
2. Self or Third Party Managed?
3. Incremental or Full Refresh?
4. On Prem or Public Cloud?
5. Consistent Needs or Peaks and Valleys?
6. Cost Focused or Performance Based?

WAN

they allow localized networks to communicate with one another across great distances