2013 EMEA Security Sales and Tech Sales Academy Feb 4-8 2013 – Prague, Czech Republic

© 2012 IBM Corporation

IBM Security Systems

11© 2012 IBM Corporation

2013 EMEA Security Sales and Tech Sales Academy

Feb 4-8 2013 – Prague, Czech Republic

IBM Security SystemsIBM Security Systems







Time Topic Speaker

13:00 – 13:10 Welcome / Introduction Bob Kalka, Director, Technical Professionals and Enablement

13:10 – 13:40 2013 Sales Priorities Todd Bacon, VP, WW Sales IBM Security Systems

Diego I Navarrete Iacobi ,Director, Security Systems Europe Sales

13:40 – 14:15 2013 Security Strategy Tom Turner, VP, of Marketing IBM Security Systems

14:15 – 14:45 Cloud and Mobility Whiteboard Bob Kalka, Director, Technical Professionals and Enablement

14:45 – 15:15 Selling with Business Partners Carola Cazenave, Director WW Channels, IBM Security Systems

Steve Durkin

15:15 – 15:45 Break

15:45 – 16:15 Executive Roundtable Q&A Tom Turner, VP, of Marketing IBM Security Systems

Todd Bacon, VP, WW Sales IBM Security Systems

Diego I Navarrete Iacobi ,Director, Security Systems Europe Sales

Bob Kalka, Director, Technical Professionals and Enablement

Carola Cazenave, Director WW Channels, IBM Security Systems

16:15 – 17:00 Pipeline Management 101 Susan Peterson

17:00 – 17:45 Customer or BP Perspective TBD – client or BP speaker to be identified

17:45 – 18:00 Enablement and Expectations Joe Carusillo, Manager, WW Security Sales Enablement

Security EMEA Academy: Main Tent Date: Tuesday, Feb 5 (Afternoon) Meeting Room: Congress Hall Audience: All Security Sales & Tech Sales, Architects and Business Partners

Security EMEA Academy: Main Tent Date: Tuesday, Feb 5 (Afternoon) Meeting Room: Congress Hall Audience: All Security Sales & Tech Sales, Architects and Business Partners




EMEA Security Academy: Sales Track Date: Wednesday, February 6th Meeting Room: Congress Hall Audience: Sales Reps and BP’s

EMEA Security Academy: Sales Track Date: Wednesday, February 6th Meeting Room: Congress Hall Audience: Sales Reps and BP’s

Time Topic Speaker

08:00 – 08:30 Pre-Read Quiz

08:30 –10:00 Identity and Access Management• What’s new and review of competition• Rep Case Study 1 and 2 (Win or Loss)• Q&A on pre-read and new materials

• Mike Campbell• Sales Rep 1• Sales Rep 2

10:00 – 10:30 Break

10:30 – 11:00 BP Session (Select best session from CTP track)

11:00 – 12:30 Threat • What’s new and review of competition• Rep Case Study 3 and 4 (Win or Loss)• Q&A on pre-read and new materials

• Craig Stabler• Sales Rep 3• Sales Rep 4

12:30 – 13:30 Lunch

13:30 – 14:00 Pricing Plays • Dee O’Connor

14:00 – 14:30 zSecure Update • Robert Kennedy

14:30 – 15:30 Integrated Demo and exercise • Filip Schlepers

15:30 – 16::00 Break

16:00 – 17:30 App Security• What’s new and review of competition• Rep Case Study 5 and 6 (Win or Loss)• Q&A on pre-read and new materials

• Robert Kennedy• Sales Rep 5• Sales Rep 6

17:30 – 18:00 Partnering with Security Services • Julien Meyrick

18:30 Organized Dinner




EMEA Security Academy: Sales Track Date: Thursday, February 7th (Morning) Meeting Room: Congress Hall Audience: Sales Reps and BP’s

EMEA Security Academy: Sales Track Date: Thursday, February 7th (Morning) Meeting Room: Congress Hall Audience: Sales Reps and BP’s

Time Topic Speaker

08:00 –10:00 Security Intelligence, Analytics & Compliance• What’s new and review of competition• Rep Case Study 7 and 8 (Win or Loss)• Review of Q1 Labs ToB actions• Q&A on pre-read and new materials

• Faustino Sanchez• Sales Rep 7• Sales Rep 8• Joe Skocich

10:00 – 10:30 Break

10:30 – 11:00 Social Selling or Marketing Update • TBD

11:00 – 11:45 Academy Closing Exam

11:45 - 12:15 Call to Action • Diego and Gyorgy Racz (separate rooms or together?)

12:30 – 13:30 Lunch

13:30 – 18:00 IMT First Workshops




Sales Rep session nominations




EMEA Security Academy : Technical Sales Tracks EMEA Security Academy : Technical Sales Tracks Mon., Feb. 4

10:00 -13:00 Registration & Lunch

13:00 – 18:00 Technical Enablement Kickoff:-Opening Remarks (0.5 hours) (Domenico Raguseo)-Update on IBM’s Security Strategy and Roadmap (1.5 hours) (Marc van Zadelhoff?)

Workshop: IBM’s Security Intelligence Story and Value Proposition (2 hours) (Jeff Paddock)

Tues., Feb. 5

8:00 – 9:00 Business Partner Presentation I - Pirean Business Partner Presentation II – IT Cube

9:15 – 12:00 Track 1: IBM Application Security (Bob Kennedy, Colin Bell)

Track 2: AppScan Advanced

(Alexei Pivkine)

Track 3: QRadar Advanced

(Martin Ryan)

Track 4: ISIM Advanced(John Sullivan)

Track 5: ISAM Advanced (Emmanuel Fauconnier)

Track 6: Architecture

Track 7: Select from Tracks 1-6

12:00 – 13:00 Lunch

13:00 – 18:00 Main Tent (Sales and Technical)

18:00 – 19:00 Management Meeting

Wed., Feb. 6

8:00 – 9:00 Workshop: IBM’s Mobile Security Story and Value Prop (Vijay Dheap)

9:15 – 16:45 Track 1: IBM Security Intelligence Solutions

(Faustino Sanchez, Mike Stuyt)


(Alexei Pivkine)


(Martin Ryan)


Track 5: ISAM Advanced (Emmanuel Fauconnier)



17:00 – 18:00 Business Partner Presentation III - Omintech Business Partner Presentation IV

Thurs., Feb. 7

8:00 – 9:00 Business Partner Presentation V - Omintech Business Partner Presentation VI

9:15 – 15:45 Track 1: IBM Security Threat Management

(Karl Sigler, Sales Enablement TBD)


(Alexei Pivkine)


(Martin Ryan)


Track 5: ISAM Advanced(Emmanuel Fauconnier)



16:00 – 18:00 How to present and demo IBM's Integrated Security Strategy, Solutions & Value Prop (focus on CTP Café) (Filip Schepers, Johan Beckers)

Fri., Feb. 8

8:00 – 12:00 Track 1: IBM Security Identity & Access Mgmt (Mike Campbell, Jim Gallece)


(Self-paced activities)


(Martin Ryan)


Track 5: ISAM Advanced(Emmanuel Fauconnier)


Track 7: zSecure

Track 8: Threat

12:00 – 13:00 Lunch

13:00 – 15:00 Track 1: IBM Security Identity & Access Mgmt (Mike Campbell, Jim Gallece)

Track 2: Presentation & Demonstration of Results




Architects to join final presentations

Track 7: zSecure

Track 8: Threat




Summary – Technical Tracks for Europe/CEE Academy

Track 1 - Security Generalist Track– Description: Covers the entire Security portfolio (1 pillar per day)– Target Audience: Security Generalists, New CTPs, Business Partners

Tracks 2 - 5: Advanced Tracks (AppScan, QRadar, ISIM, ISAM)– Description: Focus on practical hands-on activities, use cases, PoC implementation, best practices sharing and team

building. Teams will be given a challenge to work on during the academy with results presented on the final day. – Target Audience: Specialists, CTPs in need of building in-depth skill in a specific pillar

Track 6: Architect Track– Description: Addresses advanced topics relevant to the Architect community, including Mobility solutions, Overall

appliance strategy, Cloud Security, Industry Trends, Integration themes, and Application development themes– Target Audience: Security Architects

Track 7: zSecure Track– Description: 1-day track focused on latest zSecure release, use cases and best practices. zSecure specialists with

choose one track from Tracks 1-6 to attend Tuesday-Thursday, and will attend the zSecure session on Friday– Target Audience: zSecure Specialists

Track 8: Threat Specialist Track– Description: 1-day track for Threat specialists. The specialists will attend Track 1 Tuesday-Thursday, and will attend

the additional Threat session on Friday– Target Audience: Threat Specialists

Documents

2013 EMEA Security Sales and Tech Sales Academy Feb 4-8 2013 – Prague, Czech Republic