1. Partnering with GlobalSign
2008 – Partner Welcome Kit

2. Working with GlobalSign - Contents
Dedicated Account Management & Tech Support
Sharing understanding of SSL and the SSL market
Simplified product range
Partner Certificate Center (self service model)
Sales & Marketing assistance and resources
Hints & Tips

3. Contacting GlobalSign
Your Account Manager details:
When you sign up, you will be told who your dedicated account manager is
Tech Support details:
Tel: US
Tel: UK
Tel: Belgium
Web:
Marketing Support details:
Requests / assistance arranged via Account Manager

4. SSL – the Basics
SSL activates the browser padlock or green address bar
SSL can be invisible to user in some environments
Ensures secure communication between two machines using
Client to server communications (browser forms, clients to mail servers)
Server to server communications (scripting, active programming)
Database to database
Should be used for:
All credit card transactions
Where any data is being captured and communicated
On Web Sites – growing phishing / identity theft attacks
On Intranets – growing need to protect from internal eavesdropping
Mail server connections and web mail

5. The GlobalSign SSL Product Range
DomainSSL
Activates yellow padlock
Domain validated
Company details NOT in Cert, site seal profile is limited
challenge on domain control
etc
Whois contact
Secures both www and non-www version of web site
Wildcard SSL optional
Issued in minutes
SGC free of charge
OrganizationSSL
Activates yellow padlock
Org validated
Corp docs vetted
Domain ownership vetted
Company details appear in Certificate and site seal profile
Secures both www and non-www version of web site
Wildcard SSL optional
Public IP optional
Issued in 2 business days
SGC free of charge
ExtendedSSL
Activates yellow padlock
Activates Green Address Bar in EV enabled browsers
Org validated inline with CA/B Forum guidelines
Corp docs vetted
Domain ownership vetted
Right of applicant to apply vetted
Company details appear in Certificate and site seal profile
Secures both www and non-www version of web site
Allows up to 3 SANs (Subject Alternative Names)
Can be different domain names
SGC free of charge
Many other features included across range – see GlobalSign web site for full details

6. Which SSL? DomainSSL OrganizationSSL ExtendedSSL
Internal / lower profile public sites
When customers need SSL and need it quickly
When company documents are not readily available
When Wildcard SSL is needed
Secure many sub domains with single SSL Certificate
When budget is more of a consideration
OrganizationSSL
When it is important to show the company behind site has been vetted
When customers are able to wait 2 business days
When company documents are readily available
When an challenge to the domain controller is not available / appropriate
When Wildcard SSL is needed
Secure many sub domains with single SSL Certificate
When issuing to a Public IP address
ExtendedSSL
Public facing web sites
When activating the Green Address Bar will increase credibility in the site
All high profile sites
All potential phishing victims
All low profile sites wanting to compete with high profile sites
When different domain names need to be in the same Certificate
When customers are able to wait 2-5 business days

7. SSL Feature Comparison, VeriSign
GlobalSign
VeriSign
Free SGC
YES
X - SGC a premium add-on
256 bit enabled
Multi-lingual support
License Policy
Promo - Server, Backup, Load Balancer.
Server only. Additional purchases necessary.
DV (domain), OV (org), EV (extended)
YES - but DV through GeoTrust only
Unique Features
www & non-www supported on single certificate Subject Alternate Names (SANs) allow multiple domains in a single certificate
Wildcard SSL through GeoTrust OV only
Certificate Options
Wildcard SSL, Intranet/Local Hosts, Public IP, Custom Start /End Dates
Pricing
From $249
From $399, $995 for equivalent offering
SSL is a standardized technology. Customers gain value through associated features, customer support and account management

8. Integrating SSL into your Web Site (1)
Product positioning:
Ensure all existing / new customers can easily locate the SSL offering
Add to current portfolio (links, banners, text links, help files)
Support both retail purchase of SSL and product bundling
Create web page selling individual SSL
Add / create new “security bundles” containing SSL

9. Integrating SSL into your Web Site (2)
Managing customer using the Partner Certificate Center:
Login:
Account Functions:
Financial: add deposit / create Bulk Contract for best discounts
Users: create new Users to place orders, run reports, financial management
Certificate Functions:
Place SSL Certificate orders
Full application: all customer details needed
Cert-Invite: minimal customer details needed
Renew SSL Certificates (notices sent 90, 45, days before expiration, configure whether reseller or customer is contacted)
Reissue orders where customer loses Certificate / private key
Run reports on placed orders
Managing customers using the API:
XML API allows automation of Certificate functions

10. Integrating SSL into your Web Site (3)
Full Application: what information is requested by GlobalSign?
Customer company details
Company name, Address
Customer contact details (can be Partner)
Technical contact – receives issued Certificate, renewal notices
Certificate Signing Request
Site Seal customized information: OrganizationSSL and ExtendedSSL only (can be trading address rather than registered address)
Vetting information:
DomainSSL – challenge on domain control
OrganizationSSL – domain ownership check, company documents
ExtendedSSL – domain ownership check, company documents, right of applicant to apply
Cert-Invite Application: what information is requested by GlobalSign?
Customer address
Product type and validity period

11. Sales & Marketing Install free GlobalSign SSL Certificate
Sales Training
Arrange sales training session with staff and Account Manager
Understand competition (competitive analysis available)
Update web site with SSL Products section
All partners have license to reproduce any / all copy on globalsign.com web site - product pages, technical support, white papers, datasheets. Note copyright remains with GlobalSign.
Web site promotional copy / banners available
Include choice FAQs from SSL Information Center (reproduce or link to GlobalSign site:
Include extensive internal anchor links in existing web site copy for “SSL, SSL Certificate, online security, secured web server, etc”
Campaigns:
Contact existing customers
Promote partnership with GlobalSign and promote new / improved SSL Certificate product offerings
templates / physical mailer copy available
Capture new customers
Advertising copy and banners available
Suggestions: PPC advertising, include “security” and “SSL” in directory advertising / banner advertising
Joint Press Release (Strategic Partners only)
All resources available online at
FEED BACK NEW REQUIREMENTS

12. Hints & Tips General advice
SSL is still relatively unknown, customers need to be told when / where they should be using it
GlobalSign SSL is a premium product that offers the strongest SSL, other competing products may be cheaper but do not offer the same level of protection or credibility – customers that care about their good name and customer base need to understand this
Pricing Policies
Successful Partners balance margin with competitiveness
10%+ below GlobalSign SRP prevents seepage back to OEM and reinforces partnership status
Search Engine Optimization
Internal anchor links on keywords are essential for easy navigation and SEO
SSL, SSL Certificate, Web Server Certificate, secure web site, etc (keep keywords to less than 10 and applicable to your customer base)
Where to advertise:
PPC engines good for exposure: Google, Live, Yahoo
Hosting news sites directory entries should reference SSL / web site security

13. Questions?