Security is the new frontier. Build a relationship with IBM Security. Carola Cazanave Director of Channels, IBM Security Systems (SWG) Michael Massimi Program Director, IBM Security Services (GTS)
The security market is large, growing, and fragmented, and therefore, a sizable opportunity for IBM Competitor Landscape Security market remains highly fragmented IBM Security Performance 5% 27 software vendors with $150M+ in 2011 revenue Third largest security software vendor Top 10 software vendors together make < 50% of the market Opportunistic market for new entrants and IPOs IBM Confidential IBM Security leads in 11 of 13 critical software and services market segments 2% 700+ new customers in ~60 new countries since the Q1 Labs acquisition 3,000+ Managed Security Services clients Source: GMV 2H13 at constant currency; IBM source data is based on analysis done by the IBM Market Intelligence Department. IBM Market Intelligence data is provided for illustrative purposes and is not intended to be a guarantee of future growth rates or market opportunity. 2
2014: Solidifying IBM s leadership in the security market 2011: IBM announces the acquisition of Q1 Labs 2012: Formation of IBM Security Systems : 5 consecutive quarters of double-digit growth and the acquisition of Trusteer 2014: ship in the industry 2012 Enterprise Security Market Share 1 Cisco 2 Symantec 3 IBM 4 Check Point Software 5 McAfee (Intel) 6 EMC 7 Trend Micro 8 Microsoft 9 HP 10 Juniper Networks Source: IDC Worldwide IT Security Products -2017 Forecast and 2012 Vendor Shares, December, IDC #245102 3
Reported attacks continue to increase Sampling of Security Incidents by Attack Type, Time and Impact Conjecture of relative breach impact is based on publicly disclosed information regarding leaked records and financial losses Source: IBM X-Force Research Trend and Risk Report 4
IBM Security: Market-changing milestones IBM Security Framework Advanced Fraud Protection Security Intelligence 2011 Security Analytics Application Security Database Monitoring Compliance Management Network Intrusion Prevention 2006 SOA Management Internet Security and Security Systems, Inc. is Identity Management Access Management Mainframe and Server Security 1976 Resource Access Control Facility (RACF) is created, eliminating the need for each application to imbed security 1999 Dascom is acquired for access management capabilities 2002 Access360 is acquired for identity management capabilities MetaMerge is acquired for directory integration capabilities 2005 DataPower is acquired for SOA management and security capabilities acquired for security research and network protection capabilities 2008 Encentuate is acquired for enterprise singlesign-on capabilities 2007 Watchfire is acquired for security and compliance capabilities Consul is acquired for risk management capabilities Princeton Softech is acquired for data management capabilities 2009 Ounce Labs is acquired for application security capabilities Guardium is acquired for enterprise database monitoring and protection capabilities 2012 2010 Big Fix is acquired for endpoint security management capabilities NISC is acquired for information and analytics management capabilities Q1 Labs is acquired for security intelligence capabilities Intent to acquire Trusteer for mobile and application security, counter-fraud and malware detection IBM Security Systems division is created IBM Security Investment 6,000+ IBM Security experts worldwide 3,000+ IBM security patents 4,000+ IBM managed security services clients worldwide 25 IBM Security labs worldwide 5
IBM Security Systems Strategy Generate higher value with continuous innovation across key security trends leveraging our strengths in analytics, integration, and global skills to help secure our customers and capture new growth Buyers HELP! Own the CISO agenda Megatrends CISO CIO Line-of-Business Increase market share by delivering a broad portfolio of solutions differentiated through their integration and innovation to address the latest trends Advanced Threats Cloud Mobile Compliance Innovate around key trends Capabilities Lead in selected segments 6
IBM offers a comprehensive portfolio of security products 7
Industry analysts rank IBM Security as leading the market Security Analyst Report Rankings Domain Market Segment / Report Gartner Magic Quadrant Security Intelligence Security Information and Event Management (SIEM) Anti-Fraud Web Fraud Detection Identity and Access Governance User Provisioning and Administration People Forrester Wave 2011 Visionary Contender Role Management and Access Recertification Web Access Management (WAM) Applications MarketScope 2011 Data Masking Application Security Testing (dynamic and static) Network Intrusion Prevention Systems (NIPS) Infrastructure EndPoint Protection Platforms (EPP) Managed Security Services (MSS) Services 2011 Database Auditing and Real-Time Protection Data IDC Market Share Challenger 2012 Visionary Strong Performer 2012 2012 Information Security Consulting Services Report not available 8 Note: Rankings compiled from latest available analyst reports as of July,
Innovate around the Megatrends to solve the hottest issues Advanced Threats Cloud Mobile Compliance Guard against attacks using an integrated platform with analytics and insight into users, content, and applications Offer solutions to secure cloud-based, virtual datacenters and provide security-as-aservice from the Cloud Extend security to handle the ubiquitous usage of mobile - from access and data to management and monitoring Provide integrity and compliance reporting for the ever-increasing volume and variety of data fueled by social and Big Data Over the next 3 years we will introduce Tightly integrated platform for cross-domain awareness of threat activity, intelligence and assets Application zones, greater visibility and shared security services through purpose-built solutions End-to-end mobile security capabilities; deep integrations aligned to the MobileFirst strategy Flexible controls and analytics to protect sensitive data and ease regulatory pressures 9
How will you team with IBM to capitalize on the security opportunity? 10 2012 IBM Corporation
IBM Security Systems is on a journey to meet IBM s 2015 roadmap Drive collaborative selling / engagement between IBM Security Sellers and Business Partners Identify and leverage cross-segment synergy opportunities (cross pollination) Become the go-to partner for security BPs by offering the industry s best and most complete set of security offerings 2015 We need your help to get there 11
Resources to help you get started selling with IBM Security Systems Incentives Incentives Line of sight margins: Expedited Rewards for Security Systems Process to compensate BPs for their role in identifying deals in ELA accounts Security Systems Business Development Funds for BPs Software Value Plus: Revised Security Capability Sales Enablement Client ready presentations, whitepapers and other sales assets are available in our Sales Kits Sign up to receive Security Sales Alerts and attend our Security Talks Attend Security Systems Top Gun Use our online tools to learn how to deliver our strategy via whiteboard Marketing Leverage IBM Software Co-Marketing Funds to generate demand Ready-to-Execute e-mail campaigns and event materials are available now for you to customize We ll deliver our best content directly to your website through IBM s Web Content Syndication offering 12
Intelligent solutions provide the DNA to secure a Smarter Planet 13
IBM Security Services Michael Massimi, IBM WW Security Services Sales Executive 14 2012 IBM Corporation
IBM s approach as an enterprise and service provider Focused Focused on on security security essentials, essentials, informed informed by the IBM IBM Security Security Framework Framework QRadar 1. Build a risk-aware culture and management system 2. Manage security incidents with greater intelligence 3. Defend the mobile and social workplace 4. Security-rich services, by design 6. Control network access and help assure resilience 7. Address new complexity of cloud and virtualization 8. Manage third-party security compliance 9. Better secure data and protect privacy Appscan 5. Automate security hygiene IBM Intrusion Prevention 10. Manage the identity lifecycle Identity & Access Management 15
Security Solution Sales Cycle Assess Environment Attack Simulation Best Practices Exposure Product Selection Integration Implementation Mitigation Solution IAM Strategy & Assessment IAM SOC Consulting Assessment QRadar Security Infrastructure Assessment IBM Intrusion Prevention Incident Response Management Steady State Managed IAM Managed SIEM Managed IPS 16
IBM Security Services delivers intelligence, integration and expertise across a comprehensive portfolio Managed Services Professional Services Multiple device types and vendors supported Security Assessments Penetration Testing Emergency Response Services Infrastructure Security Services Cloud Security Services Identity Mgt. and Authentication Network and Endpoint DLP Database Security Encryption Services Compliance Services Security Policy Assessment and Dev. Managed Firewall Managed Intrusion Prevention Managed Unified Threat Mgt. Managed Secure Web Gateway Managed Identity Services Managed SIEM Managed Server / Desktop Security Managed Email / Web Security Network Vulnerability Scanning Application Vulnerability Scanning IBM X-Force Threat Analysis 17
IBM can provide unmatched global coverage and security awareness Security Operations Centers Security Research Centers Security Solution Development Centers Institute for Advanced Security Branches IBM Research 10B analyzed web pages and images 150M intrusion attempts daily 40M spam and phishing attacks 46K documented vulnerabilities and millions of unique malware samples Worldwide managed security services coverage 20,000-plus devices under contract 3,300 GTS1 service delivery experts 3,700-plus MSS2 clients worldwide 15B-plus events managed per day 1,000-plus security patents 133 monitored countries (MSS) 1 IBM Global Technology Services (GTS); 2Managed Security Services (MSS) 18
IBM Security Services can help augment your portfolio Penetration Testing Services Cyber Security Incident Response Assessment Consulting Services Security Incident & Event Monitoring Implementation Services Application Security Management Integration Services Managed Infrastructure Security Services Vulnerability Management Scanning Email & Web Security 19
Leverage the IBM Security Services Team Global Contact Michael Massimi Title WW Security Services Sales Executive Ema il Geogra phy AP IOT ANZ ASN KOR ISA IOT/IMT Cha nnel Sale s Le ader Peter Hennessy Aaron Tunnicliff Errol Pereira Jae-Chul Lee (JC) Prashant Tewari Email peterhen@au1.ibm.com aaront@nz1.ibm.com pereirae@sg.ibm.com ljc@kr.ibm.com ptewari4@in.ibm.com Te lephone 61 409 592 200 64-21-248-1185 65 96331080 82-10-4995-8594 9971053336 GCG IOT Jun J Wu (Judy) wujun@cn.ibm.com 86-21-60924008 Europe IOT BeNeLux DACH France Italy Nordics SPGI UKI CEE Thomas Striebel Michael Rice Sven de Waijer Karl-Heinz Hanneder Olivier Kac Massimo Maggioni Henrik Nygaard Angeles Gonzalez Debbie Smith Ednan Lodi Thomas.Striebel1@de.ibm.com michael_rice@uk.ibm.com sven_de_waijer@nl.ibm.com hanneder@de.ibm.com olivier_kac@fr.ibm.com massimo_maggioni@it.ibm.com HENRIKN@dk.ibm.com agl@es.ibm.com deborah_smith@uk.ibm.com eddielodi@cz.ibm.com NA IOT USA US East US West Canada Denyse Mackey Chris Mancuso Mark Powell Russell Seller Larry Anbinder dcromwel@us.ibm.com mancusoc@us.ibm.com mapowell@us.ibm.com rrseller@us.ibm.com larry@ca.ibm.com 1-518-376-6567 1-716-597-7949 (706) 464-1513 1-801-710-7207 905-316-6430 Japan IOT Katsumi Ohmae E17060@jp.ibm.com 81-80-5915-3544 LA IOT Daniel Defago defago@pe.ibm.com 51-9-9460-6595 MEA-T IOT Mauro Ronci MRonci@ae.ibm.com 971 (0)56 1775742 mmassimi@ibm.com Te lephone 781-472-8951 49-160-96302619 44-07980 445085 31-(0)6 222 42 387 49-171 2202963 33-6.7440.3653 39-335.5999585 45-4120 7935 34-659 920 515 44-7834 250010 420-734-420-502 20
Call to Action for Business Partners 1) Educate yourself on the Security market, client pain points and Security services solutions IBM has Security education materials for beginner to advanced learners 2) Select Security Services Offerings that best fit your clients needs Most companies, cross industry, can benefit from employing Managed Security Services. Assessment & Pen Test Services uncover opportunities 3) Determine how you and IBM can better support your clients Look for opportunities to position Managed Security Services complimentary to the services you already provide 4) Include Managed Security Services as an add-on to what you currently sell Sell hardware and/or software with Security for a more comprehensive complete solution for your client 5) Have a business oriented conversation with targeted clients Leverage IBM Security experts to assist with qualified opportunities 21
The IBM Global Financing Advantage for IBM Software Win more: including IBM Global Financing can help increase IBM Business Partners probability to win IBM Software deals by up to 33 percentage points1 Larger deals: Financing can remove barriers to purchase when funding is tight and help to make deals larger. Comprehensive financing options available in 2014 for credit qualified clients to help them acquire Cloud, Big Data and other transformational technologies from IBM. 0% interest loans for 12 months for credit qualified clients on IBM Software, including IBM PureApplication Systems, IBM PureData software appliances and IBM PureFlex Systems2 1. Source: IBM Market Development & Insights Study - IBM Global Financing's Effects on Probability to Win SWG, STG, ITS/ISS, 2. Credit-qualified clients can obtain 0% financing over 12 months on new IBM software licenses and first year subscription and support charges on small deals up to $1M. 22
Statement of Good Security Practices: IT system security involves protecting systems and information through prevention, detection and response to improper access from within and outside your enterprise. Improper access can result in information being altered, destroyed or misappropriated or can result in damage to or misuse of your systems, including to attack others. No IT system or product should be considered completely secure and no single product or security measure can be completely effective in preventing improper access. IBM systems and products are designed to be part of a comprehensive security approach, which will necessarily involve additional operational procedures, and may require other systems, products or services to be most effective. IBM DOES NOT WARRANT THAT SYSTEMS AND PRODUCTS ARE IMMUNE FROM THE MALICIOUS OR ILLEGAL CONDUCT OF ANY PARTY. www.ibm.com/security Copyright IBM Corporation. All rights reserved. The information contained in these materials is provided for informational purposes only, and is provided AS IS without warranty of any kind, express or implied. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, these materials. Nothing contained in these materials is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software. References in these materials to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in these materials may change at any time at IBM s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. IBM, the IBM logo, and other IBM products and services are trademarks of the International Business Machines Corporation, in the United States, other countries or both. Other company, product, or service names may be trademarks or service marks of others. 23