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Winning with IBM Security - IT Best of...
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Winning with IBM Security Partner with IBM for the competitive edge in a lucrative market
Transcript of Winning with IBM Security - IT Best of...
Winning with IBM SecurityPartner with IBM for the competitive edge in a lucrative market
Security threats are everywhere, and every headline about a data
breach can lead to more opportunities for your
business. But as you help your customers strengthen
their security posture, could you be doing more?
The security landscape
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
Partnering with IBM is a smart way to help customers move beyond fragmented, piecemeal approaches to security that can leave them with dangerous gaps and put their business at risk. IBM gives you a single, integrated source for meeting customer needs for:
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud
Security services
As an IBM Business Partner, you’ll have access to best-of-breed technologies, regional experts and ongoing innovation. Plus, the incentives for selling IBM® Security solutions are ideally matched to your own go-to-market strategy.
Why wait to add the power of IBM Security to your business?
IBM Security has the energy and focus of a small startup,
backed by the strategic know-how and R&D horsepower of IBM.
Introducing IBM Security:
Partnering with IBM Security allows you to deliver best-of-breed, integrated security solutions for your customers. In addition to our own relentless innovation, IBM has a long history of investing in the right areas to build an unprecedented portfolio of security solutions.
Value for you and your customers
One source for intelligent, integrated security Why trust IBM Security? The numbers speak for themselves.
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
So far, IBM has acquired 19 security companies
We created the IBM Security division—integrating multiple solutions and services for greater value
Recently, we have launched 70+ new or updated offerings
We invest to win. Will you invest in building your business with IBM Security?
One source for intelligent,
The security market is complex and fragmented. Many organizations struggle to manage dozens of security products from multiple vendors. Each product must be installed, configured, managed, patched and maintained—and since they are not integrated, they do little to stop today’s advanced threats.
IBM provides integrated solutions across diverse security domains to help your customers get the most value out of the capabilities. This includes:
• Integrated intelligence—Correlate and analyze siloed information from hundreds of sources to automatically detect and respond to threats
• Integrated protection—Enhance security with solutions that interact across domains to provide cohesive, easy-to-manage protection
• Integrated research—Incorporate the latest information on vulnerabilities, exploits and malware to stay ahead of emerging threats and risks
integrated security
Networksecurity
Endpointsecurity
Mobilesecurity
Securityintelligence
Applicationsecurity
Datasecurity
Advanced web fraud
Identityand access
management
All of these IBM Security solutions are supported by IBM Security services,IBM X-Force research and ecosystem partners
One source for intelligent, integrated security Why trust IBM Security? The numbers speak for themselves.
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
Why trust IBM Security?The numbers speak for themselves.
in total revenue for enterprise security software vendors#2 industry analyst reports rank
IBM Security as a leader24security events monitored per day15 billion clients
protected in 12,000+ countries worldwide133
researchers, developers and other experts, holding 6,000+ security-related
patents3,700security-focused locations:36
security operations centers11security research centers10
software security development labs15
One source for intelligent, integrated security Why trust IBM Security? The numbers speak for themselves.
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
IBM Security solutions are trusted by organizations
around the world for integrated intelligence,
protection and research. And now, you can be the trusted
advisor that brings the value to your own customers.
How do your customers keep up with attacks when there is a shortage of IT security skills and rising costs to secure data? How fast can they address an attack when their solutions aren’t integrated?
Discover an integrated portfolio with a single goal—protecting your clientsIBM offers a deep enterprise security portfolio that can be customized to meet your customers’ needs. The key solution areas include:
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
Inside the IBM Security portfolio
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Security intelligenceIBM Security QRadar delivers advanced threat detection to
reduce false positives and detect threats that other
solutions miss.
With the right security intelligence solution, your customers can help detect threats faster, make more informed decisions, lower total cost of ownership (TCO) and optimize the time spent eliminating vulnerabilities.
IBM QRadar® Security Intelligence Platform enables security teams to integrate security and information event management (SIEM), log management, anomaly detection, and configuration and vulnerability management.
Average deal size is USD150,000.
Key competitorsHP ArcSight, RSA Security Analytics, Splunk, NitroSecurity (McAfee)
Why QRadar wins• Is highly scalable, flexible and easy to manage with a single user interface• Delivers fast time to value with automated device and network asset sensing, pre-built correlation
rules, views and reports• Helps lower TCO with a compliance-centric workflow• Provides Layer 7 flow analytics for anomaly and threat detection and forensics• Offers true next-generation SIEM capability
Learn more on the web, download the sales kit or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Identity and access management
Integration with other IBM Security solutions helps
organizations mitigate insider threats and fight fraud.
Identity and access management (IAM) is vital for helping your customers safeguard critical assets—and strengthen compliance—by controlling, monitoring and protecting user access.
IBM IAM solutions empower security teams with centralized access management, identity governance, privileged identity management, federated single sign-on and directory services—so they can deal more effectively with the latest threats.
Typical deals range from USD100,000 to USD250,000.
Key competitorsOracle, Computer Associates (CA), Okta, SailPoint, Novell/NetIQ, RSA, Dell, CyberArk, Ping Identity
Why IBM IAM solutions win• Provide a full-featured, integrated, threat-aware IAM portfolio• Have a business-oriented focus that helps meet needs for improved efficiencies, strong
compliance and reduced risk• Offer broad support for third-party environments, such as SAP, Oracle and Microsoft• Deliver fast time to value with broad feature list, virtual and hardware appliance formats, built-in
reporting and threat protection• Protect and manage users’ identities and access across mobile and cloud environments
Learn more on the web, download the sales kit or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Network security
Network security solutions are more important than
ever for helping your customers protect against
the latest advanced threats and mutating malware.
IBM Security Network Protection is designed for organizations that need the highest levels of network security. It helps reduce the risk of breaches with behavior-based protection, enhanced network visibility and control, built-in SSL inspection and QRadar integration.
Average deal size is USD124,000.
Key competitorsCisco SourceFire, Palo Alto, McAfee, HP
Why IBM Security Network Protection wins• Provides superior attack protection that is both preemptive and comprehensive• Helps protect client investments with flexible software license upgrades• Integrates threat intelligence from the renowned IBM X-Force® research team• Expands security intelligence visibility• Offers unmatched breadth and depth in capabilities
Learn more on the web, download the sales kit or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Endpoint security
With the right endpoint security solution,
your customers can effectively protect against
advanced threats before widespread damage occurs.
IBM BigFix® enables security and IT operations teams to secure and manage endpoints with real-time threat protection, control and response.
IBM Security Trusteer® Apex™ also helps protect against unknown, zero-day threats and advanced malware.
Typical deals for BigFix range from USD50,000 to USD100,000. Deal size for Trusteer Apex is up to USD2 million.
Key competitorsMicrosoft, Altiris/Symantec, BMC Software, LANDESK Software, Tanium, Dell KACE, Bromium, McAfee, FireEye, Bit9, Invincea
Why IBM endpoint security solutions win• Fix vulnerabilities and apply patches across all endpoints in minutes• Deliver real-time situational awareness and incident response• Accelerate time to compliance with more than 9,000 out-of-the-box checks• Scale to support up to 250,000 endpoints from a single server• Gain advanced protection against malware
Learn more on the web, download the BigFix sales kit or the Trusteer Apex sales kit, or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Data security As attacks grow increasingly sophisticated, your customers
need to be able to analyze risks, protect sensitive data
and adapt to changes in the environment.
IBM Security Guardium® is designed to safeguard critical data, wherever it resides. Guardium enables security teams to protect high-value databases, data warehouses, file shares and Hadoop-based systems—and lower TCO by automating compliance.
Typical deals range from USD200,000 to USD1 million.
Key competitorsOracle, Imperva
Why Guardium wins• Helps protect both structured and unstructured data from unauthorized access• Supports big-data platforms, all types of file systems and databases from eight major vendors• Integrates complete data protection, incident forensics and compliance support• Provides an integrated solution that’s easy to deploy and maintain, resulting in lower TCO
Learn more on the web, download the sales kit or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Application security
More and more threats are targeted at the application
level, including web services and mobile applications. How can your customers effectively
secure applications and mitigate risks?
With IBM application security testing solutions, clients can manage vulnerability testing throughout the software development lifecycle. They can automatically correlate static, dynamic and interactive testing results for preemptive protection.
Typical deals range from USD20,000 to USD50,000.
Key competitorsHP Fortify, HP WebInspect, Veracode, WhiteHat Sentinel, Cenzic (Trustwave), Qualys GuardWeb
Why IBM application security solutions win• Provide best-of-breed security testing for enterprise, web and mobile applications• Enable testing for server- and client-side vulnerabilities in mobile applications• Include superior support for JavaScript/AJAX frameworks and Flash• Deliver fully integrated malware testing via a single console• Help isolate confirmed vulnerabilities for faster security remediation
Learn more on the web, download the sales kit or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Mobile security
Today’s business world depends upon smartphones
and tablets. But can your customers quickly deploy these devices and enable
secure collaboration?
IBM MobileFirst™ Protect, formerly known as IBM MaaS360®, enables security teams to provision smartphones and tablets for business use, separate work and personal data, and take automated actions based on security policies.
Typical deals range from USD10,000 to USD250,000.
Key competitorsVMware/Airwatch, Citrix, Good Technology, MobileIron
Why IBM MobileFirst Protect wins• Delivers a trusted, proven approach for mobile management• Provides powerful features for addressing the full mobility lifecycle• Enables secure containers for separating work and personal use• Seamlessly integrates with existing infrastructure—without need for on-premises servers or
network configurations• Allows clients to start managing devices, applications and content in minutes
Learn more on the web, download the sales kit or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Advanced web fraud
How can your customers help protect against online,
mobile and cross-channel fraud? They need an
integrated platform for cybercrime prevention.
IBM Security Trusteer solutions help prevent the root cause of fraud by detecting active threats, analyzing risk factors and flagging high-risk transactions. They leverage a global intelligence service to dynamically adapt multiple protection layers.
Average deal size is USD100,000.
Key competitorsKaspersky, Webroot, RSA, ThreatMetrix
Why Trusteer solutions win• Reduce operational impact via SaaS model for scalable deployments and fast time to value• Provide transparent protection that reduces disruptions for legitimate transactions• Focus on effective, accurate protection against the root cause of fraud• Leverage real-time malware intelligence that adapts protection automatically
Learn more on the web, download the sales kit or explore the competitive landscape.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
The IBM Security portfolio: Security services
In the fight to protect their most critical assets, your customers
deserve the help of security experts that understand how to prevent attacks—and enhance
business operations.
IBM Security Services teams can help reduce the cost and complexity of securing the most sophisticated IT environments. As an IBM Business Partner, you can resell IBM Security services to your clients as needed to supplement your portfolio and skills.
Your sales opportunity: • IBM Managed Security Services
– Resell incentives: 20 to 40 percent1
– Fee-based incentives: 5 to 25 percent• IBM Professional Security Services
– Resell incentives: 10 to 20 percent – Fee-based incentives: 10 to 20 percent
Why IBM Security Services win• Offer deep expertise in a wide range of security domains, including infrastructure, data and
application protection as well as cloud and managed services• Provide clients the benefit of managed services without the infrastructure investment• Deliver the support of emergency response services• Understand how to get the most value from security software
Learn more on the web or explore Business Partner resources.
1 Discounts and fees are based on Business Partner type, geography and deal size. Information is provided for illustrative purposes and is not intended to be a guarantee.Additional terms and conditions may apply. All offerings are not available in all countries. Subject to change or withdrawal without notice.
Security intelligence Identity and access management Network security Endpoint security Data security Application security Mobile security Advanced web fraud Security services
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
Partnering with IBM is a smart investment for your business. In addition to the opportunities to
grow your own revenue and profitability, you’ll be able to
build stronger client relationships.
IBM adapts its incentives to your own go-to-market strategy. This way, you can choose the sales model that best fits your needs. Options include:
• Client-entitled licensing: Typically used for resellers of on-premises solutions. Incentives can reach up to 70 percent2 with combined upfront discounts and back-end rebates.
– Software value incentive (SVI): Up to 20 percent rebate – Value advantage plus (VAP): Up to 20 percent up front – Cross-capability: Up to 20 percent rebate – Software value plus (SVP) rewards: Up to 25 percent rebate
• IBM-hosted SaaS solutions: These are similar to on-premises incentives. – Referrals to IBM: Up to 15 percent influence rebate – New or reactivated customers: 15 percent rebate – Solution provider (for solutions with IBM-hosted SaaS content): 25 percent or more up front
• Business Partner marketing: – Co-marketing: IBM reimburses 50 percent for execution of approved marketing tactics – Digital content marketing: Syndicate IBM marketing assets to your website, leverage email and event templates, and schedule social content
But wait, there’s more! Discover how to extend your benefits with custom Business Partner solutions.
What’s the bottom line? How do you win with IBM?
2 Achieved by applying multiple incentives per deal, or “stacking.” Additional terms and conditions may apply. All offerings are subject to change, extension or withdrawal without notice.
Grow your bottom line with custom Business Partner solutions
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
Grow your bottom line with custom Business Partner solutions
As an IBM Business Partner, you’ll be rewarded with deep
discounts for using IBM Security solutions when you create your
own custom solutions.
Clients realize value when IBM and Business Partner solutions are more tightly integrated, automated and targeted toward achieving business results. Our programs support:
• Application-specific licensing (ASL)—Organizations that integrate IBM software with Business Partner software and services, and market the integrated solution offering to their customers
• Managed service providers (MSPs) and cloud service providers (CSPs)—Firms that bundle IBM software with value-added service components to provide a repeatable, managed service solution for customers
• Service providers (xSPs, where “x” describes the Business Partner’s business model, such as application service providers, Internet service providers, etc.)—Companies that acquire and use IBM software to provide IT services to users outside the enterprise
IBM provides flexible contract terms, ranging from monthly rental terms to annual purchase commitments. Business Partners get consistent pricing for the duration of the contract, and retain control of the customer relationship and account.
Grow your bottom line with custom Business Partner solutions
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
When you join IBM PartnerWorld, you’ll
get access to everything you need to be successful as an
IBM Business Partner.
IBM PartnerWorld® is designed to help you capture new markets, develop new skills and grow your profits. Our award-winning program offers selling resources, marketing support and technical training.
The IBM Security division is committed to the success of our channel partners. We strive to provide IBM Business Partners with personalized service and access to the same resources as direct sellers. The comprehensive IBM Security portfolio enables you to pick a starting point that fits your current security skills—and easily grow your expertise and solution set into other areas.
Extending value for IBM Business Partners with robust program benefits
Marketing resources Selling resources Technical resources Training resources Collaboration resources
To learn more about joining IBM PartnerWorld, start here. Or, for a step-by-step guide to finding key Business Partner tools and resources, check out the quick-start guide for Business Partners.
Get started now. Join IBM PartnerWorld today.
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
© Copyright IBM Corporation 2015. IBM, the IBM logo, ibm.com, BigFix, Guardium, PartnerWorld, QRadar, Trusteer, and X-Force are trademarks of International Business Machines Corp., registered in many jurisdictions worldwide. Other product and service names might be trademarks of IBM or other companies. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at www.ibm.com/legal/copytrade.shtml
MaaS360 is a trademark or registered trademark of Fiberlink Communications Corporation, an IBM Company.
Trusteer Apex is a trademark or registered trademark of Trusteer, an IBM Company.
Microsoft, Windows and Windows NT are trademarks of Microsoft Corporation in the United States, other countries, or both.
Java and all Java-based trademarks and logos are trademarks or registered trademarks of Oracle and/or its affiliates.
The content in this document (including currency OR pricing references which exclude applicable taxes) is current as of the initial date of publication and may be changed by IBM at any time. IBM Business Partners set their own prices, which may vary. Not all offerings are available in every country in which IBM operates.
THE INFORMATION IN THIS DOCUMENT IS PROVIDED “AS IS” WITHOUT ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING WITHOUT ANY WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE AND ANY WARRANTY OR CONDITION OF NON-INFRINGEMENT. IBM products are warranted according to the terms and conditions of the agreements under which they are provided.
The client is responsible for ensuring compliance with laws and regulations applicable to it. IBM does not provide legal advice or represent or warrant that its services or products will ensure that the client is in compliance with any law or regulation.
Statement of Good Security Practices: IT system security involves protecting systems and information through prevention, detection and response to improper access from within and outside your enterprise. Improper access can result in information being altered, destroyed, misappropriated or misused or can result in damage to or misuse of your systems, including for use in attacks on others. No IT system or product should be considered completely secure and no single product, service or security measure can be completely effective in preventing improper use or access. IBM systems, products and services are designed to be part of a lawful, comprehensive security approach, which will necessarily involve additional operational procedures, and may require other systems, products or services to be most effective. IBM DOES NOT WARRANT THAT ANY SYSTEMS, PRODUCTS OR SERVICES ARE IMMUNE FROM, OR WILL MAKE YOUR ENTERPRISE IMMUNE FROM, THE MALICIOUS OR ILLEGAL CONDUCT OF ANY PARTY.
The security landscape Introducing IBM Security Inside the portfolio Your bottom-line benefits How to get started
