Build a Successful Security Business with IBM/ISS and Westconmedia.gswi.westcon.com/media/IBM_TeleTrack_0800609.pdf · network availability, reduce the burden on your IT resources

Build a Successful Security Business with IBM/ISS and Westcon

August 6, 2009

CONFIDENTIAL All Rights ReservedCONFIDENTIAL All Rights Reserved

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Webinar - Agenda

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Introduction and Westcon Value Joe Nicoletti/WGNA

IBM/ISS Security Opportunity Scott Paisley/IBM

IBM/ISS update and value proposition

Key Technology and Security Market Opportunities

Email/Reputation Security

Web Security

Network Data Leakage Protection (DLP)–powered by technology from Fidelis

End Point Secure Control (ESC)—powered by technology from Big Fix

End Point Data Leakage Protection (DLP)--powered by technology from Verdasys

End Point Data Encryption—powered by technology from PGP

Who inside the end user buys IBM/ISS?

What are their key drivers?

Q & A


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2009/2010 Security Sales Opportunity

• How do we help with partners next quarters and next years goals and objectives in the security market?

• The US economy is expected to turn for the better later this year or next but until then . . . . .

• Sell “need to have” security technology. . . the gap between need to have security technology and nice to have security technology is getting bigger each quarter

• “Nice to have” security technology is not making the end user budget

• The emerging security solutions - very attractive compound annual growth rates . . 20% + …. (NOT Firewall, VPN, AV etc.)


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Westcon Emerging Security Solutions

• SIEM / event management / compliance solutions

• ata eakage rotection *

• End point / data encryption solutions *

• Email / reputation security *

• Web security *

• Firewall / VPN hardware refresh

• etwork ccess ontrol

• ntrusion revention ystems *

• nified hreat anagement *

• Application Firewalls

• Managed Security Services *

• Professional Security Services *

*Represents Emerging Security Solutions from IBM/ISS

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U T M


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How We Help to Execute on the opportunity?

• Help identify the emerging “need to have” solution(s)

• Reseller Marketing Services - fully outsourced marketing for demand generation activity

• Search engine marketing (Google)• Online banner ads• Email campaigns• Telemarketing• Direct mail

• VAR sales team security solution development (VAR enablement)• SecurityPoint (i.e how to sell guides, programs, promotions, etc)• Current Analysis (product differentiation and market validation)• Security solutions handbook (quick reference to products, solutions,

markets, vendor programs, etc.)

• Westcon can provide partners with; lead distribution, and reporting for ROI with the IBM/ISS for RSM programs

Value of the Account Management Team (Tactical Assistance)

• Account Expert- for both Security VARs and Networking VARs with some security expertise

• Technology Consultant- Extensive IBM/ISS knowledge with the ability discuss a complete security solutions

• Resource Broker- Primary contact for the VAR to engage resources internally at Westcon or within IBM/ISS

• Territory Manager- Strong relationships in the field with the IBM/ISS sales team to get deals done

• Pre sales configuration assistance for partner

• Post sales problem resolution for partner

• Complicated business processes made easy for the partner and IBM/ISS sales team

• Escalation of any of the above processes to product sales manager or security pre-sales engineer

Role of Westcon Account Managers for successfully closing sales and creating new market opportunities


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Westcon Value Summary for IBM/ISS Partners

• Help to identify the business opportunity that matches the partners end user customer profile – experience in the security market

• Provide a fully outsourced marketing capability for demand generation activity to provide a strategic value

• Search engine marketing (Google)

• Online banner ads

• Email campaigns

• Telemarketing

• Direct mail

• Provide an IBM/ISS trained account management team to a tactical

day to day value through the sales cycle with new opportunities• Technology Consultant

• Resource Broker-

• Territory Manager-

• Pre sales configuration assistance

• Post sales problem resolution

• Thank You

IBM Internet Security Systems


The “Perfect” Storm is CreatingNew Opportunities for IBM BusinessPartners

IBM © 2009 IBM Corporation

Scott PaisleyBusiness Security [email protected]


IBM © 2009 IBM Corporation


Maintaining Compliance Posture

Cutting Operational Expenses

Managing Increased Risks

- October 14, 2008

© 2009 IBM Corporation3

Today’s Business Reality: More Risk, Fewer Resources

~ 114,000 regulations have been imposed on U.S. businesses, institutions and government agencies since 1981

Postponing hiring of additional IT staff, long-term projects and new initiatives in favor of near-term return on investment (ROI)

Seeking productivity increases in the existing infrastructure

“With a faltering economy resulting in increased jobs cuts and corporate belt

tightening, security analysts are warning companies to be especially vigilant

about protecting their data and networks against disgruntled

employees.” Increased risk of fraud and other criminal activity

Increased threats from disgruntled employees

“Tough economic times create uncertainty in the workplace. When there is uncertainty, it creates stress

for employees. It makes the company more vulnerable to threats.”

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33% of consumers notified of a security breach will terminate their relationship with the company they perceive as responsible

The average cost per hour of unplanned downtime = $42,000 per 1000 transactions

Computerworld

Shelley Kirkpatrick Management Concepts

TODAY’S ECONOMY… …YOUR Customer’s REALITY


The Security “Perfect” Storm is Creating Customer Pain and Opportunity

The evolving threat

The productivity machine

Security costs growing 3x faster than IT budgets

Accelerated growth of IP-aware networks

Rapid growth in data

Compliance mandates

TJX data breach:

At 45.6M card numbers, it’s the biggest ever

Black Friday Turns Servers Dark at Walmart, Macy’s

Bill would punish retailers for leaks of personal data


– From notoriety to profit motive

– Business enhancements = risk

– Point product approaches no longer scale

– Accelerates IT risk

– Data is the new currency

– Driving costs and spending

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March 29, 2007 By: Jaikumar Vijayan

November 25, 2006By: Evan Schuman

February 22, 2007By Joseph Pereira


What is driving the need for Security?Data Security

Regulatory Compliance

Insider Threats


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Source: IDC Dec 2006 Security Survey

2Source: http://www.internetretailer.com/dailyNews.asp?id=21007

–Web servers are most vulnerable to attack

–60% of companies in a recent survey said they would not know they were breached for at least 12 hours1

–56% said it would take 1-2 days to recover after that*

–All industries need to meet regulatory compliance issues which include server security such as Financial (SOX), Heath care (HIPAA), Govt (FISMA), and Retail (PCI)

–Ranges from $500K fines to imprisonment for non-compliance

–More than 5 million customer records have been stolen in 2007 alone2

–Enterprises believe that 47% of threats* are internal

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2008 Web Threats Take Center Stage

55%74%


Web application vulnerabilities

– Represent largest category in vulnerability disclosures ( in 2008)

– of Web application vulnerabilities disclosed in 2008 have no patch to fix them

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our security measures [now] … go above and beyond what is required by industry standards”


“Compliant” Does Not Necessarily Imply “Secure”

• Hannaford was PCI compliant and certified before a significant data breach.

• They have placed an online FAQ which states

“

What would write?you



Intentional or not, Insiders create a big business risk


The Security Marketplace Opportunity

8%

7%

3%

10%

10%

11%


Security Services by Industry

Financial Services

Healthcare

Manufacturing

Other

Public Sector

Retail

Services

UtilitiesSource: DataMonitor

2007 2011Market

Opportunity $2.6B $4.9B1

1 Source IBM GMV

1§Security Services global opportunity is growing rapidly with 16.8% CAGR

24%

27%


2008 IT Spending


Base: 697 technology decision-makers from North American SMBs*Base: 834 technology decision-makers from North America SMBs(”Don’t know” responses have been excluded)

Source: Forrester Research, Inc., 2008 SMB IT Budgets North America: It’s Back to Basics, March 28, 2008



Risk is now Riskier

• In economic turmoil, the insider threat increases in risk

• While companies are forced to make necessary cutbacks, security spending becomes even more important

• Making the invisible, visible is paramount in times of financial trouble.


New possibilities.New complexities.

New risks.

Securing a Smarter Planet


New Forms of Collaboration

Globalization and Globally Available Resources

Access to streams of information in the Real Time

Billions of mobile devices accessing the Web

IBM ISS Overview:


Complexity of Infrastructure Explosion of Data

Disclosures of Sensitive Business Data

Sources: IBM; IT Policy Compliance Group

Maintain

Growth

% of IT Investment Spent on Maintaining Existing

Infrastructure

Less than 313%

Between 3 and 1267%

More than 12 incidents

20%


Managing Risks Introduced by New Opportunities


4 Billion


IBM Delivers Comprehensive Security Governance, Risk & Compliance Management

– The only security vendor in the market with an end-to-end framework and solution coverage from both the business and IT security perspectives

– 15,000 researchers, developers and SMEs on security initiatives

– 3,000+ security & risk management patents

– 200+ security customer references and 50+published case studies

– Managing over security events per day for over 3,700 clients

– 40+ years of proven success securing the zSeries environment

– $1.5 Billion security spend in 2008


IBM Internet Security Systems (ISS) Offerings

Professional Security

Services

Research & Development

Managed Security Services

Integrated Products


- Penetration Test

Application Security Assessment

Information Security Assessment

PCI Assessment

X-Force® research and development team: the world’s leading enterprise security organization

Focus is on analyzing and researching vulnerabilities to develop preemptive protection technologies

Protection engines are designed to preemptively protect against new vulnerabilities

General Managed Security ServicesVulnerability Management ServiceManaged & Monitored Firewall ServiceManaged Intrusion Detection/Prevention Service

IBM Proventia Network Intrusion PreventionIBM Proventia Enterprise ScannerIBM Proventia MX Series Integrated Security Appliance (MFS)

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Solutions

IBM Internet Security Systems X-Force® Research Team

Protection Technology Research

Threat Landscape Forecasting

Malware Analysis

Public Vulnerability Analysis

Original Vulnerability Research

Research Technology

X-Force Protection Engines

X-Force XPU’s

X-Force Intelligence


The Importance of Research to Security:

Extensions to existing enginesNew protection engine creation

Security Content Update DevelopmentSecurity Content Update QA

X-Force DatabaseFeed Monitoring and CollectionIntelligence Sharing

The X-Force team delivers reduced operational complexity –helping to build integrated technologies that feature “baked-in” simplification

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Enterprise Protection Products

Network Protection

Proventia Gx

Proventia Mx

Proventia Mail

Server/Desktop Protection

Privileged User Monitoring

Desktop Management

SiteProtector

Data Leakage

Protection

Data Leakage Protection

Vulnerability Assessment

Enterprise Scanner

Proventia Server

Proventia ESC


--Provides historical data that enables companies to find the origin of a change, breach or string of behavior.

--Provides the ability to ensure endpoints stay within corporate compliance and are protected.

High performance network security with real-time attack, malicious code and hybrid threat blocking.Allows secure open transactions in a SOA environment which is an effective way to preserve network availability, reduce the burden on your IT resources and prevent security breaches.Protects Email systems and the data that can leak from these systems

– A Holistic approach to ensure that data does not find it’s way outside of controlled environments… Accidently, or Intentionally.

Helps to ensure the availability of your revenue producing services and protects your corporate data by identifying where risk exists, prioritizing and assigning protection activities, and then reporting on results

Unified Enterprise SecurityConsole for all products



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Professional Services

Assessment ServicesApplication Security AssessmentInformation Security Assessment Penetration TestingPCI Assessment (US and International)SCADA Assessment

Design Services

Deployment Services

Manage & Support Services

Emergency Response Services

SubscriptionOn Demand

Forensic Analysis Service

SubscriptionOn Demand

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Policy and ISO 17799 Gap Analysis

Risk Assessments

Regulatory Gap Assessments

• CSB 1386, FFIEC, FISMA, GLB, HIPAA, SOX

Implementation Planning

Network Security Architecture Design

Policy Design and Development

QuickStart Programs for Regulatory Compliance

Standards and Procedures Development

Deployment Services

Migration Services

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Staff Augmentation and Support



ISS Dynamic InfrastructureGlobal delivery platform and operations services


8 Security Operations

Centers

7 SecurityResearchCenters

133MonitoredCountries

20,000+Devices under

Contract

3,700+MSS ClientsWorldwide

4 Billion+EventsPer Day

Coming soon:

Bangalore, IN


IBM’s Global Security Reach and Expertise


IBM differentiation

IBM has Integrated our Security & Privacy Services

team with ourIBM Internet Security Systems team to form:



The key to delivering business value -

Research Innovation Integration

• X-Force Research• Advanced threatdatabase

• Knowledge base• 1B Events daily• 2,500 customers• thousands of devices

• Pre-emptive Technology• Extensible and adaptable

• evolving threat• dynamic business needs

• Highly Scalable solutions• Alternative deliverymodels

• Products, Services Solutions

Value

• Alignment Security &Compliance (Controls)

• IT Efficiency• Business Efficiency• Ahead of the Threat !• Focus on Business Value,not threat management

• Reduced Cost• Reduced Complexity

•Guaranteed Protection

• Automated Remediation• Secured Business Solutions• Automated Policy Mgmt• Workflow Integration• Lifecycle management• Unified Solutions (e.g. Access)• Customer Choice = Control


Customer Value Proposition:

integrates


IBM Internet Security Systems (ISS) is the trusted security advisor to thousands of the world’s leading businesses and governments.

The IBM ISS approach to security a broad range of security

services with preemptive protection solutions for your entire IT infrastructure, including: gateways, networks, servers, desktops and remote access points.


IBM Internet Security Systems (ISS) is the trusted security advisor to 1000’s of the world’s leading businesses and governments. With award-winning solutions including preemptive technology, advanced security intelligence research, Managed Security Services and Professional Security Services, IBM ISS can help you achieve your business goals by:


Providing a recurring revenue stream, increasing deal size Protecting your customer base Creating sales opportunities – new/upsell/cross-sell (security concerns every “C” level executive)Improving customer loyalty, satisfaction and repeat business Allowing you to capitalize on the fastest growing segment in securityISS Products are industry leading – Hardware, Software and ServicesStrong attachment opportunities to Business implementations

Business Partner Value Proposition

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Express Advantage Offerings

Professional Security Services:

PCI Assessment

Penetration Testing

Security Products:

IBM Proventia Multifunction Security Appliance:

Managed Security Services:

Managed Unified Threat Management Services

Managed Protection Services for Server

Managed Firewall & VPN Service

Managed E-mail and Web Security Services

IBM Express Advantage - Security© 2009 IBM Corporation24

Making it Easier for IBM Business Partners

– - Assessment for companies that accept, store or process credit card information for compliance with the Payment Card Industry (PCI) Data Security Standard. (IBM ISS is recognized as a Qualified Security Assessor, certified to complete PCI Assessments)

– - Real-life network attack simulation in which security experts attempt to penetrate a network mimicking the techniques used by malicious attackers.

– Delivers MM companies the most complete do-it-yourself protection against worms, viruses, spy-ware and spam in a single multi-function security solution

– – Provides MM companies with 24x7 comprehensive protection, monitoring, and support covering a broad array of security services including: anti-virus, firewall, intrusion prevention, anti-spam, and more.

– - Offers MM companies affordable 24/7 guaranteed protection for servers, providing protection from the broadest array of threats as well as monitoring and management services, and featuring a money-back cash payment.

– - Offers MM companies around-the-clock expert daily security management of best-in-class firewall solutions.

– – Provides MM companies a variety of solutions to enhance existing security posture, help prevent viruses, and spam, and unwanted content in e-mail.

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Why Invest? – what can IBM Business Partners expect?

Enablement Support

Marketing support


– ISS Business Partner Sales Guide (PW for Services portal)

– Sales and Technical Training (F2F Enablement)

– Know Your IBM on ISS (eLearning) and PWU Courses

– Sales Collateral : Client Presentation, Quick Ref Guide, Web Copy, Data Sheet etc

– IBM and Westcon both have various Co Marketing Program• Can be targeted and created for your specific needs

– ISS marketing collateral available via IBM PartnerWorl for Services portal• Marketing Kits: Call Scripts, email Templates, Campaign Designer

Templates, Customer brochures

– ISS Web Syndicated Content for your firm’s customer facing website

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IBM ISS Partner Program Snapshot

Contract Incentives

Program Incentives

Deal registration discount


– Reseller discounts• Product margin discount• Professional Services margin discount• Managed Services margin discount

–• Partner acts as OI and OO – incremental business - $25K+ deal• Partner receives margin discount for deal registration

Average deal size = $50k-$150kAverage sales cycle = 30 days 9 months

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Start with the Security Discussion:

ADD-On

HIPAA

ADD-ON

Server IPS for

IncreaseNetwork

ADD–ON to ADD-On

Expand your Offerings with IBM Internet Security Solutions


Security Services IS AN ATTRACTIVE DOOR OPENER:

to Services Sale

Network protection from insider and outsider threats

to Intel and Linux

Server Sale

AIX

HP/UX

Linux

Solaris

Windows

Server protection for critical servers supporting business applications

Compliance and vulnerability management for regulation compliancy

Securityemail Sale

Mail and Content Security: Email and content security for maximum insider threat protection

to Network Sale

Network protection from insider and outsider threats

SOX

IBM ISS Proventia Network Intrusion PreventionSystem

IBM ISS Proventia IBM ISS ProventiaMail Appliance

orIBM Managed Email Security

IBM ISS Proventia NIPS,HIPS, UTM

IBM ISS Professional Security and Managed SecurityServices

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Notes : Pricing are indicative prices. Please contact ISS Channel Account Manager for exact local prices



50+ Published Customer Success Stories, 200+ References

Customer Success Stories


Customer's TRUSTED Security Advisor


Call to Action

Contact Westcon to become a Partner

Learn about ISS Offerings on PartnerWorld

Enroll in Partner World University e-learning Courses

– Become certified as an IBM Internet Security System Sales Advisor

– Become certified as an IBM Internet Security Systems Technical Advisor

Leverage IBM PW Sales Enablement and Marketing Programs

Become YOUR

Grow Your Business by providing the CALM in the “Perfect” Storm

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Contact your Westcon – IBM-ISS Product Sales

Joe NicolettiDirector, Security Product SalesIBM/ISS Security Product Sales ManagerWestcon Group800-511-7255 (direct 800)914-829-7625 (office)[email protected]

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Documents

Build a Successful Security Business with IBM/ISS and Westconmedia.gswi.westcon.com/media/IBM_TeleTrack_0800609.pdf · network availability, reduce the burden on your IT resources