Партнерство с HP ESP Сильная Команда и Безопасное Будущее

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1 Партнерство с HP ESP Сильная Команда и Безопасное Будущее Мирко Шнайдер Менеджер по Работе с Партнерами HP Enterprise Security Products Октябрь 2013

2 What does it take? 1. Great Products! 2. Great Vendor! 3. Great Conditions!

3 What does it take? 1. Great Products! 2. Great Vendor! 3. Great Conditions!

4 Great Products ArcSight: Leading in SIEM Fortify: Leading in Software Assurance TippingPoint: Leading in IPS

5 Great Products ArcSight A comprehensive platform for monitoring modern threats and risks, augmented by services expertise and the most advanced security user community, Protect724 Establish complete visibility Analyze events in real time to deliver insight Event Correlation Respond quickly to prevent loss Measure security effectiveness across people, process, and technology to improve over time User Monitoring Fraud Monitoring Data Capture Log Management Controls Monitoring App Monitoring Check this out: hp.com/go/arcsight

6 Great Products Fortify Identifies and eliminates risk in existing applications and prevents the introduction of risk during application development, in-house or from vendors. Protects business critical applications from advanced cyber attacks by removing security vulnerabilities from software Accelerates time-to-value for achieving secure applications Increases development productivity by enabling security to be built into software, rather than added on after it is deployed IN-HOUSE COMMERCIAL Delivers risk intelligence from application development to improve operational security Check this out: hp.com/go/fortify OUTSOURCED OPEN SOURCE

7 Great Products TippingPoint A complete set of security solutions that address today's advanced security threats at the perimeter and core of your business. Scalable infrastructure to address current and future security deployment models (NGIPS) Dynamic analytics and policy deployment with real time management (NG Mgmt) Predictive intelligence to proactively address current and future threat activity (DV Labs) NEXT GEN IPS Network Defense System NEXT GEN FIREWALL DVLABS RESEARCH NEXT GEN MGMT Check this out: hp.com/go/tippingpoint

8 What does it take? 1. Great Products! 2. Great Vendor! 3. Great Conditions!

9 Great Vendor 1. Market Position 2. Team 3. Focus 4. Strategy

10 Great Vendor Market Position Magic Quadrant for Network Intrusion Prevention Systems December Magic Quadrant for Static and Dynamic Application Security Testing December 2010 and December Magic Quadrant for Security Information and Event Management May =HP Founded 2011 from several acquisitions 1,400 security professionals from ArcSight, Fortify and TippingPoint teams leader in SIEM, Log Management, Application Security, Network Security Leading security research and filter development with 30+ Dedicated Researchers ATALLA

11 Great Vendor Team RU = Russian EN = English SALES Joachim Kuehne (EN) Artyom Medvedev (RU, EN) Dmitry Zveginets (RU, EN) Senior Sales Manager Russia & CIS Sales Manager Russia & CIS Sales Manager Russia (Government) (Oil/Gaz, Utilities, Transport) (Finance, Telecoms) PRESALES Till Jaeger (EN) Denis Batrankov (RU, EN) Yaroslav Popov (RU/EN) ArcSight Technical Specialist TippingPoint Technical Specialist Fortify Technical Specialist INSIDE SALES ORDER MANAGEMENT Nadia Flamanzeanu (RU/EN) Ella Alink (EN) Inside Sales Manager Sales Operations Manager CHANNEL MARKETING Mirko Schneider (RU, EN) Melina Vinci (EN) Channel Manager Channel Marketing Manager

12 Great Vendor Focus

13 Great Vendor Strategy 2 Tier Channel (HP -> Distributor -> Reseller -> End Customer) Fully Self-Sufficient Channel Partners (authorized, trained, certified, experienced) = extended HP ESP team Authorization & Certification required, HP contract not sufficient! Focus on Quality, not Quantity Sales & Presales Support provided by Value Add Distribution Direct Touch for Gold & Focus Partners HP ESP EMEA Channel Enablement Team focus on partner enablement HP ESP Sales & Presales Team in the region focus on opportunity support Deal registration as a Key Element for Deal Support & Protection

14 What does it take? 1. Great Products! 2. Great Vendor! 3. Great Conditions!

15 Great Conditions 1. Partner Program 2. Partner Learning 3. Partner Benefits 4. Deal Protection

16 Great Conditions Partner Program HP Software Partner Program Requirements: Certification Exams Gold: 2x Sales + 2x Tech Exam Silver: 1x Sales + 1x Tech Exam Revenue Thresholds Gold: 350k USD Silver: 50k USD ArcSight Fortify TippingPoint ArcSight Fortify TippingPoint

17 Great Conditions Partner Learning Partner Enablement Trainings HP ESP University Funding by HP ESP available

18 Great Conditions Partner Benefits Deal Protection Exclusive Additional Discounts Exclusive Special Pricing Exclusive Presales Support MDF (Marketing Development Funds) Silver Partners: Through Distribution Gold Partners: Directly Rebates Gold Partners: 4% from net to HP

19 Great Conditions Deal Protection Only for authorized HP ESP partners Only one partner per opportunity (opportunity focus) Open for ArcSight, TippingPoint, Fortify Safeguards partner s investment into opportunity (f.e. PoC) Ensures your offer is supported by ESP team Ensures you receive full discount Access to special pricing & conditions Valid for 4 months, can be extended on request Partner must demonstrate existing sales cycle Expected deal close in 4 6 months Access to deal registration extension

20 Имеет смысл? Будем работать? СПАСИБО БОЛЬШОЕ! Mirko Schneider Partner Business Manager - HP Enterprise Security Products Central & South Eastern Europe Russia & CIS - mobile

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