IBM Security Systems provides concise summaries of security-related documents in 3 sentences or less: IBM Security Systems hosted an event on July 17th 2012 to discuss the changing security landscape with security leaders and IBM's vision and products for threat protection. The document outlines IBM's approach to holistic security through intelligence and outlines the business partner program to help partners identify, sell, and fulfill security opportunities. It provides an overview of IBM's security portfolio breadth and expertise in research, integration, and management to help organizations address a complex security environment.

1. IBM Security Systems
Arrow Business Partner Jam –
Tuesday 17th July 2012
Vicki Cooper, Security Systems Sales
Manager
IBM Security Systems
IBM Software Group UKI
© 2012 IBM Corporation
1 © 2012 IBM Corporation

2. IBM Security Systems
IT Security is a board room discussion
Business Brand image Supply chain Legal Impact of Audit risk
results exposure hacktivism
Sony estimates HSBC data Epsilon breach TJX estimates Lulzsec 50-day Zurich
potential $1B breach impacts 100 $150M class hack-at-will Insurance PLc
long term discloses 24K national brands action spree impacts fined £2.275M
impact – private banking settlement in Nintendo, CIA, ($3.8M) for the
$171M / 100 customers release of PBS, UK NHS, loss and
customers* credit / debit UK SOCA, exposure of
card info Sony … 46K customer
records
2 © 2012 IBM Corporation

3. IBM Security Systems
Security leaders shared their views on how the security landscape is
changing
3 Source: IBM Center for Applied Insights © 2012 IBM Corporation

4. IBM Security Systems
Targeted Attacks Shake Businesses and Governments
IBM Security X-Force® 2011 Trend and Risk Report
4 © 2012 IBM Corporation

5. IBM Security Systems
Solving a security issue is a complex, multi-dimensional puzzle
Employees Consultants Hackers Outsourcers Customers Suppliers
People
Structured Unstructured At rest In motion
Data
Systems applications Web applications Web 2.0 Mobile apps
Applications
Infrastructure
It is no longer enough to protect the perimeter –
siloed point products will not secure the enterprise
5
5 © 2012 IBM Corporation

6. IBM Security Systems
Intelligence: Leading products and services in every segment
6 © 2012 IBM Corporation

7. IBM Security Systems
IBM’s Vision for Infrastructure Threat Protection – Roadmap
Security Network
Intelligence Risk
Log Manager SIEM Activity Future
Platform Manager
Monitor
Threat 2
Intelligence Vulnerability Data Malicious Websites Malware Information IP Reputation
and Research
Advanced Management
Threat
Protection 1 3 4
Platform Content Network
Intrusion Web Application IBM Network
and Data Anomaly Future
Prevention Protection Security
Security Detection
1 1Q12: Launched IBM Security Network IPS Powered by X-Force
2 2Q12: Launch X-Force IP Reputation Feed for QRadar
3 2Q12: Launch QRadar Network Anomaly Detection
7 © 2012 IBM Corporation

8. IBM Security Systems
In this “new normal”, organizations need an intelligent view
of their security posture
Optimized
Organizations use
In Sec predictive and
te u automated security
lli rit
ge y analytics to drive toward
nc security intelligence
e
O
Automated
pt
im
iz
ed
Prr
P Proficient
offi
o Security is layered into
ic i
ci the IT fabric and
en
en business operations
Basic tt
Ba
Manual
Organizations
si
employ perimeter
c
protection, which
regulates access and
feeds manual reporting
Reactive Proactive
8 © 2012 IBM Corporation

9. IBM Security Systems
Business Partner Value in the Sales Process – SVI Programme
Business Partner Opportunity
Sales Process
Contribution Registration
Identifying and qualifying new customer
Identify opportunities for SWG’s products
accurately
captures
Developing and delivering compelling value the
Sell propositions, proof of concepts, etc. that result Business
in customers selecting SWG’s products Partner’s
contribution
Providing fulfillment services such as contract in a timely
Fulfill management, order management, credit risk, fashion
and shipping and logistics
9 © 2012 IBM Corporation

10. IBM Security Systems
Aligning Business Partner Incentives to Value
Linked
Total
Identify Sell Fulfill Earning
SVI
Potential
(Fee Payment) As normal
Base Discount 5% 5%* No Change 10%+
+ SMB Premium +5% +5%* No Change 20%+
OR Value Advantage Plus +10% +15% 15% 40%
(Rebate)
– Reward for “identify” is dependent upon qualification for “sell”
– Rewards for “identify” and “sell” are independent of “fulfill”
(Assuming partner
– Value Advantage Plus remains as an alternative for “sell” rewards identifies, sells &
– Fee payments processed immediately after software claim fulfills)
10 © 2012 IBM Corporation

11. IBM Security Systems
Marketing Support for Business Partners Generating Opportunity
BP
Opportunity
Identification
VAD Led Campaigns Mid Market Specific IBM Led
-VAD Rebate Program Co-Marketing BP autonomous
OnChannel BP participates in IBM Self-led and funded
-& Campaign as a Service - 50/50 IBM/BP funded
75%-25% IBM/BP funded Led campaigns campaigns
- VAD funds 100%
Discuss with Build your Dedicated MM Check the IBM Leverage IBM
your VAD on marketing plan campaigns Brand Plans, Content
their 2012 plans and put only. Request visit (through IBM
and where they requests via via your VAD. BluePlanner Brand Assets
can support you your VAD Campaign regularly and and Pre-
based on your provided you executed A-Z enquire via yr packaged
contractual meet the pre- by OnChannel BP Rep if campaigns from
engagement and requisites (see agency anything of IBM Brand
your own slide 5) interest Marketing, on
business and PW or in the
marketing plans Co-Marketing Center
)
11 © 2012 IBM Corporation

12. IBM CONFIDENTIAL
IBM Security Systems
BP Certifications update – July 15th
 Tests put in place:
– Security Sales Mastery
– QRadar Technical Certification
FROM TO
Rational
Group Tivoli Security Group
AppScan I&AM
ISS/Threat
I&AM
ISS Application Security
Automation Automation
Group Data Group
Tivoli Endpoint Data Group Group
Manager (BigFix)
Tivoli Endpoint Guardium
Guardium Manager (BigFix)
Partners required to pass:
Partners required to pass sales and technical - 1 security sales mastery and:
certifications for Rational, Tivoli, Information -2 Technical Certs for each of the groups (specific to
management – Sales and Tech Sales to sell the portfolio those products the want to resell
(ex. 3 Sales and upwards for 8 - 10 technical - Guardium & TEM Tech Certs apply to Security auth.
certifications As few as 4 total Tech Certs can earn all three
authorizations.
12 © 2012 IBM Corporation

13. IBM Security Systems
Why IBM Security: Breadth, deep expertise, integration
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
13 © 2012 IBM Corporation

14. IBM Security Systems
ibm.com/security
14 © 2012 IBM Corporation