Security
Business Partner Guide
Value Propositions
Click here for Table of Contents
1
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Market opportunity
Worldwide Security Segment Opportunity
Exceeds $73B by 2015
WW Security Products and Services Segment
Opportunity (2011 – 2015)
WW Security Product Opportunity
by Segment (2012)
Market Size ($B)
$80
Applications
$60
Data
Server and
Endpoint
$40
Security
Intelligence
and GRC
$20
Network
People
$0
2011
Products
2015
Services
Source: IBM Market Insights, 2H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by
IBM nor is IBM committing to any particular technology or solution.
Click here for Table of Contents
2
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Portfolio overview
Leading Products & Services in Every Security Segment
Click here for Table of Contents
3
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Portfolio overview
Solution Area: Security Intelligence and Analytics
Portfolio Overview
Helping our customers optimize security with additional
context, automation and integration
QRadar SIEM
• Integrated log, threat, compliance management
• Asset profiling and flow analytics
• Offense management and workflow
QRadar Risk Manager
• Predictive threat modeling & simulation
• Scalable configuration monitoring and audit
• Advanced threat and impact analysis
QRadar Log Manager
• Turnkey log management
• Upgradeable to enterprise SIEM
QRadar Network Anomaly Detection
• Network analytics, behavior and anomaly detection
• Fully integrated with SIEM
Click here for Table of Contents
4
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Portfolio overview
Solution
PeopleArea: People
Portfolio Overview
Manage and extend enterprise identity context across all
security domains with end-to-end Identity Intelligence
IBM Security Identity Manager *
• Automate the creation, modification, and
termination of users throughout the entire lifecycle
• Identity control including role management and
auditing
IBM Security Access Manager Family *
• Automates sign-on and authentication to enterprise
web applications and services
• Entitlement management for fine-grained access
enforcement
IBM Security zSecure suite *
• User friendly layer over RACF to improve
administration and reporting
• Monitor, audit and report on security events and
exposures on mainframes.
Click here for Table of Contents
5
* Solution package purchase options available
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
© 2012 IBM Corporation
Portfolio overview
Solution Area: Data
Portfolio Overview
Enterprise-wide solutions for assuring the privacy and
integrity of trusted information in your data center
IBM InfoSphere Guardium Product Family
• Database Activity Monitoring - continuously monitor
and block unauthorized access to databases
• Privileged User Monitoring - detect or block
malicious or unapproved activity by DBAs,
developers and outsourced personnel
• Prevent Database Leaks - detect and block leakage
in the data center
• Database Vulnerability Assessment - scan
databases to detect vulnerabilities and take action
• Audit and Validate Compliance - simplify SOX, PCIDSS, and Data Privacy processes with preconfigured reports and automated workflows
IBM Security Key Lifecycle Manager
• Centralize and automate the encryption key
management process
• Simplify administration with an intuitive user
interface for configuration and management
Click here for Table of Contents
6
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Portfolio overview
Solution Area: Applications
Reducing the costs of developing secure applications and
assuring the privacy and integrity of trusted information
Portfolio Overview
AppScan Enterprise Edition
• Enterprise-class solution for application security
testing and risk management with governance,
collaboration and security intelligence
• Multi-user solution providing simultaneous security
scanning and centralized reporting
AppScan Standard Edition
• Desktop solution to automate web application
security testing for IT Security, auditors, and
penetration testers
AppScan Source Edition
• Adds source code analysis to AppScan Enterprise
with static application security testing
Click here for Table of Contents
7
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Portfolio overview
Solution Area: Infrastructure (Network)
Guard against sophisticated attacks using an Advanced
Threat Protection Platform with insight into users, content
and applications
Portfolio Overview
IBM Security
Network Intrusion Prevention (IPS)
• Delivers Advanced Threat Detection and Prevention designed
to stop targeted attacks against high value assets
• Proactively protects systems with IBM Virtual Patch®
technology.
• Protects web applications from threats such as SQL Injection
and Cross-site Scripting attacks
• Integrated Data Loss Prevention (DLP) monitors data security
risks throughout your network
• Network Anomaly Detection for predictive early detection of
network threats, system mis-configurations and out of policy
traffic
• Provides Ahead of the Threat® protection backed by world
renowned IBM X-Force Research
IBM Security SiteProtector
• Provides central management of security devices to control
policies, events, analysis and reporting for your business
Click here for Table of Contents
8
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Value Propositions
Why IBM Security Systems?
IBM Security Systems
 Unique and Comprehensive Security
Framework
 $1.8B investment in innovative
technologies
 6K+ security engineers and consultants
 Largest vulnerability database
 Award-winning X-Force® research
 Analyst-recognized leadership in every
segment
Intelligence
●
Integration
●
Expertise
Click here for Table of Contents
9
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Reference
Business Partner Reference
http://www.encodeinc.com

IBM Premier Level Business Partner in Partner World

SVP Authorized in all five IBM software brands

Track record of over 700 security engagements, and a world-class Support Services organization
with over 100 long-term customers

Recipient of multiple IBM excellence awards:
•
2009 IBM Beacon Award For Delivery Excellence
•
2008 Avnet Crystal Growth Award
•
2010 IBM Beacon Award Finalist, Overall Technical Excellence.
•
Member IBM Security Global Advisory Board
•
Member Business Partner Advisory Council, Security Systems Division
Click here for Table of Contents
10
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Partner Profile
Security Business Partner Profile
 The ideal Business Partner for IBM Security Systems has a
well-developed security practice selling across one or
multiple security segments: Network/Threat, People/Identity,
Application, Data or Security Intelligence.
 Many of our Business Partners are specialists in one of those
areas, bringing very deep skills and expertise to our
customers.
 Key cornerstones of a great security business are:
 consultative selling approach
 pre-sales technical support
 deployment/implementation practice
 New Business Partners must also be willing to participate in
IBM incentive programs and invest in marketing and
opportunity identification.
Click here for Table of Contents
11
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Resources
Security Business Partner Resources
ibm.com/partnerworld/security
Sales Plays, Security Talk
Replays, Sales Kits, Top Gun
Prep, Certifications
Pre-packaged marketing
campaigns – it’s easy!
Click here for Table of Contents
12
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Resources
5 Quick Steps to Get Started
Join PartnerWorld to become an IBM Business
Partner, then…
1
Visit the Security PartnerWorld site to access Business Partner sales
and marketing tools and materials and training
2
Complete your Security Business Partner profile
3
4
5
Plan to maximize your profitability & your team’s education path by
reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.
Educate your sales and delivery teams & become SVP Authorized to
resell security through Training & Certification.
Develop a marketing plan and take advantage of IBM’s programs and
drive demand with IBM Co-Marketing.
Click here for Table of Contents
13
© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.