IBM Security Systems
Business Partner Resources and
Accreditation
Updated February 2016
© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM SOFTWARE PRACTICE ACCELERATOR FOR
SECURITY SYSTEMS
SKILLS INITIATIVES
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
Certification
 Certifications document an individual’s skills, earned by
passing certification exams
 Business partners use employee certifications to qualify
for various IBM programs. The same certifications may
be used for multiple programs
 There is no such thing as a “Certified” Business Partner
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Authorization
Accreditation
 Authorization allows Business
Partners to re-sell IBM software
within a specific product group
(e.g., Security Identity manager)
 Authorization requires either
certifications or an IBMapproved BP value-added
solution plus a variety of other
standard PartnerWorld criteria
 Accreditation validates and
documents a Business Partner’s
ability to deploy and implement
specified sets of products in a
customer environment
 Accreditation requires certifications
and proof of successful deployments
at advanced levels
 Accreditation is not related to the
authority to re-sell a product
© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
Exam Types and Availability
Types of
Certification
Description
Currency
PartnerWorld
Accreditation
Sales and Technical
Mastery Exams
Mastery tests are used to verify the mastery of
knowledge covered in a course or a defined set of
learning materials. They are not certification tests.
Rather, mastery tests help to assure an individual
has achieved a foundation of knowledge and
understanding of a subject matter.
Updated annually
Sales mastery exam =
Sales Credential
Tech mastery exam =
Technical Credential
(SVP 1 point;
PartnerWorld 1 point)
Not used for
Accreditation
Certified Solution
Advisor
A person who identifies opportunities and influences
direction for IBM Security product solutions and is
responsible for educating and influencing key
decision makers.
Updated with
significant product
or solution changes
Sales Certification
(SVP 1 point;
PartnerWorld 1 point)
Required at some
Product and
Solution levels (see
program guide for
specifics)
Certified Associate
Entry level power user who understands the
features and function of the product. This individual
can use the product but is not an administrator or an
operator.
Updated with
significant product
or solution changes
Technical Certification
(SVP 1 point;
PartnerWorld 1 point)
Not used for
Accreditation
Administration
Certification
Power user who understands the features and
function of the product. This individual can use the
product and acts as an administrator or an operator.
Updated with
significant product
or solution changes
Technical Certification
(SVP 1 point;
PartnerWorld 2 points)
Not used for
Accreditation
Certified Deployment
Professional
A technical professional responsible for planning,
installation, environment setup, configuration,
testing, and troubleshooting of a specific software
product solution.
Updated with
significant product
or solution changes
Technical Certification
(SVP 1 point;
PartnerWorld 2 points)
Required at
Product and
Solution levels (see
program guide for
specifics)
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
Four Important Ways Partners Receive Technical Training
1. Enablement delivered by WW technical sales
team, schedule here
2. Enablement requested and delivered by your
local Client Technical Professionals (CTPs)
3. Using the IBM Security Technical Enablement
portal and other self-paced options on following
pages
4. Using a Global Training Partners, exams and
training reimbursable under You-Pass-We-Pay
found at ibm.com/training
© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security Systems Enablement Resources




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IBM Partnerworld Security Product capability page
IBM Security Systems Sales Kits and Resources
IBM Security Competitive Landscape decks
IBM Sales Mastery Exams and IBM Security Certifications
IBM Business Partner Enablement Roadmaps Landing Page
IBM Business Partner Technical Sales Enablement Video Library
IBM Security Technical Enablement portal
– On Demand Labs
– Go Training for new releases
 Training schedule of live events:
–
–
–
–
–
Top Gun
Sales Academies
Technical Sales Academies
Regional hosted events on request
ILOs (Instructor Led Online)
 IBM Authorized Training Partners
– Classes can be reimbursed under You-Pass-We-Pay
 IBM Security Systems Practice Accelerator Page
– Includes Enablement and Accreditation Initiatives
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security Technical Self-Paced Enablement Portal
Expand each
section to see
options
underneath
http://www.ibm.com/partnerworld/tep/security
© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security Systems Enablement Resources
IBM Security Learning Services in conjunction with other internal IBM Security resources is creating and
publishing free content for all users of our products to access to learn how to use, troubleshoot and extend
our products. We are developing new videos and stand alone training modules on a regular basis so please
ensure that you subscribe and follow our sites.
Key Links and Resources:
 IBM Security Learning Services Video site: https://vimeo.com/ibmsecurity/channels
 IBM Security Support Youtube Channel - Recorded Open Mic Sessions and other troubleshooting videos:
https://www.youtube.com/user/IBMSecuritySupport
 IBM Security Youtube Channel (sales and marketing videos but also some technical training videos):
https://www.youtube.com/user/IBMSecuritySolutions
 Follow Level 2 Support on Twitter (they announce upcoming Open Mic Sessions that you can attend live
and participate in the Q&A sessions - provides an opportunity to ask the experts:
https://twitter.com/AskIBMSecurity
 IBM Security Learning Services monitored email box (use if you want to provide feedback regarding
training assets (videos, modules, classroom course you took via a GTP, SPVCs, etc...) or if have a
question about a training asset (do we have something, are we developing something, where can you find
answers?) seclearn@us.ibm.com
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security Systems Deployment Accreditations Available
 Available now:
– IBM Security Identity Manager
– IBM Federated Identity Manager
– IBM Security Access Manager for Web
– IBM Security Access Manager for Enterprise Single Sign-On
– IBM Security Access Manager for Mobile
– IBM Security Privileged Identity Manager
– IBM Security Identity and Access Assurance – Solution level
– IBM Security Site Protector
– IBM Security Network Intrusion (XGS)
– IBM QRadar SIEM
– IBM AppScan Standard Edition
Apply
– IBM AppScan Source Edition
– IBM Security Endpoint Manager
– IBM Security InfoSphere Guardium
here for Accreditation
Each requires a certain level of solution advisors, certified deployment
professionals, and documented deployments at bronze, silver, or gold levels
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
The Benefits of Accreditation for Security Partners
 All Accredited Partners receive:
– Inclusion in IBM Software Business Partner Accreditation Finder Tool for Clients
– Printable certificate of Accreditation and a mark
– 50% discount on certification tests
 Additionally, Silver Partners receive:
 100% discount on certification tests towards Gold
 Additionally, Gold Partners receive:
– Expedited L2 Support on PartnerWorld PMRs
– Marketability of having achieved the highest level of skill recognized by IBM
– Shadowing of IBM engagements, availability permitting (BP pays travel,
engagement must be approved by IBM and customer).
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
Security Partners and the Value of Accreditation
Value to the IBM Teams
Value to our Accredited Partners
Earn More Revenue: It's a fact - Accredited Partners
tend to drive more transactional revenue that an
average Partner does. Accredited Partners have a
deeper understanding of our products and are
better able to position, close, and implement
solutions, which makes them strategic for you as a
sales person.
Earn More Revenue: It's a fact - Accredited Partners
tend to drive more transactional revenue that an
average Partner does. Because Accreditation helps
your team build a deeper understanding of our
products, they are better able, and more likely to,
successfully position, close, and implement
Security solutions, helps you earn more.
Drive More Deals: Look for Gold Accredited Partners
to help you close more deals --- whether you hand
off leads, or bring them in to assist you in POCs,
assessments, and deployments. Joint account
mapping and planning with Gold Accredited
Partners will help you win more revenue.
Get More Leads: Skilled Partners receive more leads
from IBM. Accredited Partners are weighted more
heavily in lead passing than non-skilled Partners.
Enjoy Greater Success: Gold Accredited Partners
have met the highest level of technical skills
attainment, along with confirmed references for two
successful deployments, in a specific Security
product area. The Gold Accredited Partners in your
region should be at the top of your GO TO Partner
list.
Receive Benefits: Promotions, certification discounts,
L2 Expedited Support are just a few of the things
offered Accredited partners.
Gain access to Sales and Technical Training: Our
Top BPs have priority access to live training events,
and access to GO (new release) webinars.
Leverage Stronger Marketing: Utilize your
Accreditation status to validate your skills in RFPs,
press releases, collateral, web content and More!
Extend Your Resources: There are Accredited
Partners everywhere!. The skills are there in the
region for you to leverage, and the list grows all the
time!
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
Find us on Social Media!
https://www.youtube.com/user/IBMSecuritySolutions
https://twitter.com/ibmsecurity
https://twitter.com/ibmpartners
https://twitter.com/Lombardi_Marti
https://www.linkedin.com/company/ibm-security
https://www.facebook.com/secintelligence
http://securityintelligence.com/
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security systems Business Partner Mailbox
Questions?
Technical: securebp@us.ibm.com
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© 2014 IBM Corporation