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© 2012 IBM Corporation
IBM Security Systems
11© 2012 IBM Corporation
Arrow Business Partner Jam – Tuesday 17th July 2012
Vicki Cooper, Security Systems Sales ManagerIBM Security SystemsIBM Software Group UKI
© 2012 IBM Corporation
IBM Security Systems
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IT Security is a board room discussion
Business results
Sony estimates potential $1B long term impact – $171M / 100 customers*
Supply chain
Epsilon breach impacts 100 national brands
Legal exposure
TJX estimates $150M class action settlement in release of credit / debit card info
Impact of hacktivism
Lulzsec 50-day hack-at-will spree impacts Nintendo, CIA, PBS, UK NHS, UK SOCA, Sony …
Audit risk
Zurich Insurance PLc fined £2.275M ($3.8M) for the loss and exposure of 46K customer records
Brand image
HSBC data breach discloses 24K private banking customers
© 2012 IBM Corporation
IBM Security Systems
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Security leaders shared their views on how the security landscape is changing
Source: IBM Center for Applied Insights
© 2012 IBM Corporation
IBM Security Systems
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Targeted Attacks Shake Businesses and Governments
IBM Security X-Force® 2011 Trend and Risk Report
© 2012 IBM Corporation
IBM Security Systems
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People
Data
Applications
Infrastructure
Employees Consultants Hackers Outsourcers Customers Suppliers
Systems applications Web applications Web 2.0 Mobile apps
Structured Unstructured At rest In motion
It is no longer enough to protect the perimeter – siloed point products will not secure the enterprise
Solving a security issue is a complex, multi-dimensional puzzleSolving a security issue is a complex, multi-dimensional puzzle
© 2012 IBM Corporation
IBM Security Systems
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Intelligence: Leading products and services in every segment
© 2012 IBM Corporation
IBM Security Systems
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IBM’s Vision for Infrastructure Threat Protection – Roadmap
Vulnerability Data Malicious Websites Malware Information IP Reputation
IBM Network Security
SecurityIntelligencePlatform
Threat Intelligenceand Research
Advanced Threat ProtectionPlatform
Management
2
Log Manager SIEMNetwork Activity Monitor
Risk Manager
Future
Intrusion Prevention
Content and DataSecurity
Web ApplicationProtection
Network Anomaly Detection
Future
1 3 4
1Q12: Launched IBM Security Network IPS Powered by X-Force
2Q12: Launch X-Force IP Reputation Feed for QRadar
2Q12: Launch QRadar Network Anomaly Detection
1
2
3
© 2012 IBM Corporation
IBM Security Systems
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In this “new normal”, organizations need an intelligent view of their security posture
Security
Intelligence
Proficient
Proactive
Au
tom
ate
dM
anu
al
Reactive
Proficient
Basic
Optimized
OptimizedOrganizations use predictive and automated security analytics to drive toward security intelligence
ProficientSecurity is layered into the IT fabric and business operations
BasicOrganizations
employ perimeter protection, which
regulates access and feeds manual reporting
© 2012 IBM Corporation
IBM Security Systems
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Business Partner Value in the Sales Process – SVI Programme
Sales Process
IdentifyIdentify
FulfillFulfill
SellSell
Identifying and qualifying new customer opportunities for SWG’s products
Providing fulfillment services such as contract management, order management, credit risk, and shipping and logistics
Developing and delivering compelling value propositions, proof of concepts, etc. that result in customers selecting SWG’s products
Business Partner Contribution
accurately captures
the Business Partner’s
contribution in a timely
fashion
Opportunity Registration
© 2012 IBM Corporation
IBM Security Systems
1010
(Rebate)
15%+15%+10%Value Advantage Plus OR 40%
– Value Advantage Plus remains as an alternative for “sell” rewards– Fee payments processed immediately after software claim
Aligning Business Partner Incentives to Value
As normal(Fee Payment)
IdentifyIdentify FulfillFulfillSellSell
5% 5%* No Change
Base Discount
No Change
+5%*+5%SMB Premium
10%+
20%++
SVI
TotalEarningPotential
– Reward for “identify” is dependent upon qualification for “sell”– Rewards for “identify” and “sell” are independent of “fulfill”
Linked
(Assuming partner identifies, sells &
fulfills)
© 2012 IBM Corporation
IBM Security Systems
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Marketing Support for Business Partners Generating Opportunity
BP Opportunity
Identification
VAD Led Campaigns-VAD Rebate Program
-& Campaign as a Service- VAD funds 100%
Co-Marketing- 50/50 IBM/BP funded
IBM LedBP participates in IBM
Led campaigns
BP autonomousSelf-led and funded
campaigns
Mid Market Specific OnChannel
75%-25% IBM/BP funded
Discuss with your VAD on their 2012 plans and where they can support you based on your contractual engagement and your own business and marketing plans
Build your marketing plan and put requests via your VAD provided you meet the pre-requisites (see slide 5)
Dedicated MM campaigns only. Request via your VAD. Campaign executed A-Z by OnChannel agency
Check the IBM Brand Plans, visit BluePlanner regularly and enquire via yr BP Rep if anything of interest
Leverage IBM Content (through IBM Brand Assets and Pre-packaged campaigns from IBM Brand Marketing, on PW or in the Co-Marketing Center)
© 2012 IBM Corporation
IBM Security Systems
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IBM CONFIDENTIAL
Tests put in place:– Security Sales Mastery– QRadar Technical Certification
FROM TO
Security GroupSecurity Group
ISS/ThreatI&AM
Application Security
Security GroupSecurity Group
ISS/ThreatI&AM
Application Security
AutomationAutomationGroupGroup
Tivoli Endpoint Manager (BigFix)
AutomationAutomationGroupGroup
Tivoli Endpoint Manager (BigFix)
Data GroupData Group
Guardium
Data GroupData Group
Guardium
ISSISSISSISSAutomationAutomation
GroupGroupTivoli Endpoint
Manager (BigFix)
AutomationAutomationGroupGroup
Tivoli Endpoint Manager (BigFix)
TivoliTivoli
I&AM
TivoliTivoli
I&AM
Partners required to pass sales and technical certifications for Rational, Tivoli, Information management – Sales and Tech Sales to sell the portfolio (ex. 3 Sales and upwards for 8 - 10 technical certifications
Partners required to pass:- 1 security sales mastery and:-2 Technical Certs for each of the groups (specific to those products the want to resell- Guardium & TEM Tech Certs apply to Security auth. As few as 4 total Tech Certs can earn all three authorizations.
RationalRationalGroupGroup
AppScan
RationalRationalGroupGroup
AppScan
Data GroupData Group
Guardium
Data GroupData Group
Guardium
BP Certifications update – July 15thBP Certifications update – July 15th
© 2012 IBM Corporation
IBM Security Systems
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Leadership 10+ years of leadership and innovation in Intrusion Detection/Prevention Help protect many of the largest organizations in the world
Integration Integrates with other security tools such as IBM’s
AppScan suite to deliver more intelligent Web application security
Expertise Backed by X-Force, one of the largest security
research teams 9 security research centers combined with 9
security operations centers around the world Consolidated management of hundreds of IPS
sensors, as well as other security solutions
Leadership 10+ years of leadership and innovation in Intrusion Detection/Prevention Help protect many of the largest organizations in the world
Integration Integrates with other security tools such as IBM’s
AppScan suite to deliver more intelligent Web application security
Expertise Backed by X-Force, one of the largest security
research teams 9 security research centers combined with 9
security operations centers around the world Consolidated management of hundreds of IPS
sensors, as well as other security solutions
Why IBM Security: Breadth, deep expertise, integration
© 2012 IBM Corporation
IBM Security Systems
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ibm.com/security
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