Partnering with Tech Data –

Building or Accelerating Your

Security Practice

Tracy Holtz

Director, Security SBU

techdata.com

The Tech Data Security Opportunity

Tech Data helps partners and customers take a proactive approach to tighten data center security through a combination of technology, services and

education to reduce threat risk, speed detection and remediation response time as well as prove compliance.

Verticals• Healthcare• Retail• Entergy• Finance• Public Sector

Services• Consultant• Managed• Assessments• Presales

Solutions• Integrations• SOC• Cyber Protect• Education

Focus Areas• Identity & Access

Mgmt• Security Intelligence• EndPoint Security• Perimeter Security• Data Security

Security Practice Builder Roadmap

Kick-off “Partner Engagement for Security Practice Builder” process

Partner business review, customers, suppliers, services, vertical and technical competency analysis, roles & responsibilities, goals, expectations and executive sponsor

Security Areas: IAM / Perimeter / Endpoint / Web / Data / Application / Advanced Fraud / Security Intelligence /Select “best fit” security suppliers from Tech Data portfolio

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Certification: IBM / HPE / Cisco / Check Point / RSA / F5 / Aruba / Vmware / SentinelOne / Fortinet / Symantec / McAfee / Kaspersky / Webroot / …

Low risk and investment into market with Recon MSSP or leverage Tech Data 5 complimentary and/or 3 paid assessments

Tech Data eLearning modules via Knowledge Network or classroom training curriculum

Recommended requirements for expertise and security credibility ExitCertify or Supplier equivalent

Each partner sales executive identifies 3-5 customers for detailed security account profiling session with Tech Data security specialist

Based on partner analysis select security area focus and appropriate security suppliers

Identify, review and satisfy supplier certification requirements

Comptia Security+ (ISC2), CISSP training and certification exam equivalent recommended

Sales CyberSecurity Fundamentals training 101,102 ,103 and 200 series

Navigate the security market and begin building pipeline with security assessment tools and Recon

Account Profiling & customer qualification

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Security Assessment Offerings - Complimentary

Security Posture

• Industry agnostic, ranks security maturity, identify gaps in security capabilities, and positions high value solutions

External Pen Testing

• Mimics the action of an actual hacker exploiting weakness of the corporate perimeter

Health & Life Sciences

• Benchmark assessment that delivers gap analysis of security capabilities, compliance, and ranks maturity of a healthcare customer

Retail

• Benchmark assessment that delivers gap analysis of security capabilities and compliance, and ranks maturity of a retail customer

Public Sector/Education

• Benchmark assessment that delivers gap analysis of security capabilities and compliance, and ranks maturity of a public sector or education customer

Perimeter (firewall/UTM)

Services, Perimeter, UTM, End Point

Firewall/UTM, End Point

Services, Appl, Data, UTM, SIEM,

Fraud

Services, Appl, Data, UTM, SIEM,

Fraud

Sell

Security Insights Offerings - Paid

Web Application Vulnerability Insights

• Harden your distributed perimeter by assessing the vulnerabilities and security of your Mobile and Web layers

Vulnerability Insights

• Leverage best-in-class scanning toolsets and techniques to identify detailed vulnerability findings, with manual process, verification and contextualization.

Penetration Insights

• Find internal weakness. and gaps in your customer’s multi-layered (defense in depth) security.

• Identifying exploitable vulnerabilities, and penetrating as far into a customer’s infrastructure as possible, with manual process, verification and contextualization

Services, Perimeter, UTM, End Point

Firewall/UTM, End Point

Services, Appl, Data, UTM, SIEM,

Fraud

Sell

CyberShark – A robust security and compliance

platform, delivered as a service in the cloud.

Monitoring performed by security experts at

Blackstratus SOC

Guided remediation via trouble tickets – no in

house security experience needed. Cloud-based

monitoring and remediation assistance to protect

against advanced cyber threats.

Managed Security Services to Support SMB to Enterprise ™

✓Cross-sell with Security products from Tech Data

✓ Supports hundreds of new and existing security technologies

Recon – Tech Data’s Managed

Security Service, including an on

premise collection, correlation and

analysis solution with 24x7 cloud-

based monitoring and remediation

assistance to protect against

advanced cyber threats.

SMB – 250 and Below Mid-Market to Enterprise

Managed Security Service, including an on premise

collection, correlation and analysis solution with 24x7

cloud-based monitoring and remediation assistance to

protect against advanced cyber threats.

The Tech Data Solution to Cyber Crime is Recon™

✓Higher margins✓Packaged to resell✓ Tech Data Branded or White Label✓Portfolio expansion✓Monthly Reoccurring Revenue

✓Cross-sell with Security products from Tech Data

✓ Supports hundreds of new and existing security technologies

Benefits to the Partner

ReconTM Capabilities

ASSET DISCOVERY

• Active & Passive

Network Scanning

• Asset Inventory

• Software Inventory

VULNERABILITY

ASSESSMENT

• Continuous

Vulnerability Monitoring

• Authenticated /

Unauthenticated Active

Scanning

• Remediation

Verification

BEHAVIORAL

MONITORING

• Netflow Analysis

• Service

Availability

Monitoring

SECURITY INFO &

EVENT MGMT (SIEM)

• Log Management

• OTX threat data

• SIEM Event Correlation

• Incident Response

INTRUSION DETECTION

• Network IDS

• Host IDS

• File Integrity Monitoring

ReconTM Threat Intelligence

• Virtual appliance deployed onsite to monitor

security posture

• Collect data from over 300 common firewalls,

IPS, switches/routers, servers, etc. to detect

threat

• Threat alerts forwarded over encrypted link to

Tech Data virtual Security Operations Center

(vSOC) for investigation

• SOC Analysts will provide remediation

recommendation actions to the customer to

resolve security issues.

• Available in the US

How does ReconTM Work?

Tech Data MSSP Federation Server

Unified Security Mgmt Appliance

Security & Education SBU

Security and Networking Curriculum

• CompTIA® Security+®

• Certified Information Systems Security

Professional (CISSP®)

• CyberSec First Responder: Threat

Detection and Response

• IBM Security QRadar SIEM Foundations

• Partners sell Training Credits to customers

• Credits are flexible when redeemed…

• Local classroom, live-online, self-paced,

private course or onsite at customer facility.

• Instructors with real-world experience.

• Customize a training roadmap and cirriculum

to fit your needs.

Security Practice Builder

Avnet Confidential – Internal Only14. August 2017

What Is Security Practice Builder?

• A foundational way for partners to increase their knowledge and expertise around Data Center Security based on their security journey

• Develop and enhance skillsets that enables our partners sales force to sell, deploy, deliver key security solutions and technologies in:

• Identity & Access Management

• Security Intelligence

• End Point

• Perimeter

• Data & Applications

• Help partners expand their capabilities by offering and delivering Services

• Assist partners portfolio by partnering with Assessments & Insights to drive new revenue

Avnet Confidential – Internal Only14. August 2017

Practice Builder Program

•Vendor certification roadmap & support

•Sales training

•Technical training

•Product & solution demos

•Multi-touch market approach

•Demand creation services: web advertising, branded collateral, appointment setting, social media & events

•Tech Data & vendor services

•Presales delivery, consulting and managed services

•Assessment tools & reports

•Sales content, battlecards and case studies

•Target account planning

• Industry expertise & SME support

•Services & technical resource support

•Security area of focus

•Business analysis

•Vendor selection & solutions mapping

•Go-to-market planning

Strategy

Development

Training &

Enablement

Marketing Services Sales Execution

Avnet Confidential – Internal Only14. August 2017

Strategy Development

• Determine security area of focus

• Identity & Access Management

• Security Intelligence

• End Point

• Perimeter

• Data & Applications

• Vendor selection & solution mapping

• Analysis

• Go-to-market planning

A foundational way for our partners to increase their knowledge around Data Center Security

Avnet Confidential – Internal Only14. August 2017

Training & Enablement

• Access to KnowledgeNetwork, a collaborative training and enablement community designed exclusively for our partners to access

• Self-paced trainings:

• “Talk the Talk” Security training modules (101,102, etc.)

• Security Awareness and Advanced trainings

• Battle cards

• Driving Solutions Webinars on various 3rd

platform topics

Develop and enhance skillsets on key security areas and technologies

• University (fee-based attendance)

• Tech Data Education courses for internal vendor training or industry certifications

• Tech Data Blogs

• Attend Industry & Vendor events

• Vendor specific technical training and certification

• Security Assessments “How to deliver”

Avnet Confidential – Internal Only14. August 2017

Marketing

• Events and Webinars - leverage Tech Data specialists as guest speakers

• Marketing Resources and Vendor Lead Generation Programs

• Appointment setting campaign

• Multi-touch campaigns

• Social media

• Collateral

• Assessments – used to identify need in a potential customer or as a low cost solution to sell into an account

Partners must drive demand for their security services and product sales

• Demos – leverage Tech Data engineers to deliver product demos with your team

• Develop customized MOU investment program between Tech Data and the partner

Avnet Confidential – Internal Only14. August 2017

Services

• Consulting Services – Tech Data can provide services for IBM, Cisco and other vendors

• Managed Services – White-label or resell Recon Security Managed Services

• Presales delivery and support

• Assessment tools and support

Leverage Tech Data Solutions and Services to deploy your Security practice

• Education – resell Tech Data training credits for customers to use with any vendor training in our portfolio

• Vendor Solutions

• IBM QRadar integration with Sentinel One

• IBM BigFix integration with Sentinel One

• Cyber Protect – IBM Security products with monthly subscription for public sector

Avnet Confidential – Internal Only14. August 2017

Sales Execution

• Partner certifications and training

• Targeted account planning (verticals)

• Solution and vendor portfolio action plan

• Marketing plan

• Sales training

• Agreement to tracking and cadence

Deliver practice builder plan

• Develop Cadence and Owners for Managing the Engagement

• Services implementation and delivery

• Revenue and product growth

For partners investing in building a security practice with Tech Data, a

Memorandum of Understanding (MOU) defines the following:

Tech Data Investment to assist partner

Partner Investment

Performance requirements by both parties

Service and Solution Discounts

Terms of engagement

Governance of the program

– Sponsors & Reviews

A sample MOU to be used as a starting point in partner negotiations is

available upon request.

MOU for Security Practice Builder

Questions?

Customer Success with Recon

“We had very cumbersome

processes in place,” said Don

Erlanger, IT Manager at

Cashman Equipment. “Summit

Partners consolidated and

optimized all our manual

processes related to security.”

Summit Partners is a full service IT consulting firm dedicated to building

long lasting relationships. You can rely on us as an extension of your IT

organization.

THE CHALLENGE

Summit Partners was looking for a managed security offering to deliver to

their customer, Cashman Equipment, to secure and monitor their network.

Cashman is the Caterpillar equipment dealer for the state of Nevada.

THE SOLUTION

Recon™ is a 24x7x365 unified threat monitoring service offered by

Technology Solutions which collects, correlates and analyzes security threats; before they happen.

THE RESULTS

Recon™ was able to detect suspicious network activity within an internal application password authentication

system, remote access to SQL database, network traffic malware njRAT and an alert to a VPN Software install.

Summit Partners worked with the Cashman IT team to determine threats to be false positives. Had Recon™

not been in place these threats may not have been found until it was too late, causing a breach in Cashman’s

business.