For Business Partner use only IBM Software Group © 2003 IBM Corporation Competitive Update 2003...

For Business Partner use only

IBM Software Group

© 2003 IBM Corporation

Competitive Update 2003Business Partner Version

IBM Software Group | Tivoli software

Tivoli Security Management Portfolio | IBM Internal Use Only | 04/19/23 © 2003 IBM Corporation3

Number 1 Sales Issue–Prospects are uneducated and confused by vendor-speak

Competitive Positioning

IBM offers the best product, viability, future fit and supportThere are nearly 20 vendors claiming they do provisioningTivoli Identity Manager (TIM) is the best-in-breed product

–Gartner gives top marksTivoli has the best sales and support capabilityTivoli has a complete foundation for enterprise identity management

–No other vendor has this ability



Competition (Attacking from Four Fronts)Systems

ManagementSystems

ManagementIdentity

ManagementIdentity

Management

Data and insights in this presentation are based on direct sales, services and business partner feedback during October/November 2002 Security Sales Enablement Seminars, held in Chicago, Sydney, Singapore, Seoul, Beijing, Milan, Frankfurt, Copenhagen,

London, Sao Paulo, Buenos Aires, Santiago, and Lima.

GoalGoal

DynamicsDynamics

Threat to Tivoli

Threat to Tivoli

Business Layers

Expand use of policy-based management infrastructure

Expand product portfolio within

customer

Seed accounts with flagship

product

Expand customer adoption of strategic

architecture

-Strategic Deployment

-Enterprise pricing*

Product Deployment

Price by product or portfolio

Quick Deployment

Tactical Pricing

Strategic Deployment

Platform (partially embedded) Pricing

Competitor acquires identity

management provider

Viable threat within Security Event

Management market only

Sales and pricing issue – “just

enough” vs. full-function

Architecture adoption begins to lock out third-party identity management tools

OperationalSecurity

Platform Architectures



Positioning - Against Systems Management Vendors

Security is not their core competency

– BMC focused on Monitoring

– CA’s security focus is on operational (LDAP, Firewall, IDS, AntiVirus)

– HP has abandoned most of its security products Cannot deliver best of breed solutions

– Missing one or more components or not in leadership position

– User Management and Provisioning

– Privacy Management

– Access Management

– Including partner products increases complexity, reduces ROI



Positioning - Against Operational Security Vendors

Lack competency in management technologies

– Have the advantage of owning the infrastructure (IDS, firewall, etc)

Will mire the sale at the technology level

– Sell high, avoid too much focus on features Will usually throw in management technology to sweeten deal

– Do not let them devalue the management component

– Watch to see if they are selling other products Tivoli Provides Best of Breed, integrated solutions



Positioning - Against Identity Management Vendors

Most deliver Identity or Access and cannot give a complete solution No vendor offers best of breed in Identity and Access management

– IBM Tivoli in Gartner’s leadership quadrant for Extranet Access Management

– IBM Tivoli a leader Gartner’s leadership quadrant for Identity Management

Inflate claims of time to value

– Do not provide comprehensive ROI tool Most vendors lack financial viability and stability of IBM

– Living on Venture Capital funds

– Risky technology investments have hurt some vendors



Tivoli Sales Tools – Demonstrating Tivoli ValueTivoli ROI Program Office: [email protected] Gartner Provisioning Selection Tool

http://w3-3.ibm.com/software/sales/saletool.nsf/salestools/Tivoli+software$VCfeature01_13_03

For Business Partner use only IBM Software Group © 2003 IBM Corporation Competitive Update 2003...

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