Arrow ECS IBM Partner Jam - Security Update - Vicki Cooper - IBM

© 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



22

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



33

Security leaders shared their views on how the security landscape is changing

Source: IBM Center for Applied Insights



44

Targeted Attacks Shake Businesses and Governments

IBM Security X-Force® 2011 Trend and Risk Report



555

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



66

Intelligence: Leading products and services in every segment



77

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



88

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



99

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



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)



1111

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)



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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)



Data GroupData Group

Guardium


Guardium

ISSISSISSISSAutomationAutomation

GroupGroupTivoli 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


Guardium


Guardium

BP Certifications update – July 15thBP Certifications update – July 15th



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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



1414

ibm.com/security

Arrow ECS IBM Partner Jam - Security Update - Vicki Cooper - IBM

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Transcript of Arrow ECS IBM Partner Jam - Security Update - Vicki Cooper - IBM