1. © 2010 IBM Corporation Information Management Adding Guardium Skills for Optim Partners Your Jump-Start Guide to Guardium Your jump-start guide to adding a profitable Guardium business

2. © 2010 IBM Corporation Information Management Agenda  Current State of Guardium  Certification and Education Offerings  Useful Links  FAQs

3. © 2010 IBM Corporation Information Management Guardium for Optim Partners  Guardium became available in Passport Advantage as of Aug 3, 2010  Guardium products are available under Software Value Plus for Optim/Guardium  Any Authorized SWVN for Optim Partner will be eligible to resell Guardium once they sign the Workload Optimized Systems Addendum –Addendum is available under Partnerworld for online signature  It is recommended that all Optim partners who wish to resell Guardium should become certified in Guardium

4. © 2010 IBM Corporation Information Management Guardium Certifications  Guardium Sales Mastery – M194 Guardium Sales Mastery – M194  Listen to Guardium Replay of Smarter Optim Partner Call Listen to Guardium Replay of Smarter Optim Partner Call  Allow 1 Hour - the crackling will stop ;-)  Access on Learning Portal for sales training prep materials Access on Learning Portal Allow 2 Hours for Prep and 1 Hour for Test Click on “Self-Register with an Access Code” Use Access Code: OPTIMSWVNAPPLY (case sensitive) Use your PartnerWorld ID & PW Log in and Enroll in the Guardium Sales Training Course  Finding the Guardium Sales course on the Learner Portal 1.View Available Courses 2.Select “IBM InfoSphere Guardium Sales Training” 3.Click “Enroll” 4.Find the course in the “Enrolled Courses” page

5. © 2010 IBM Corporation Information Management Guardium Certifications  Guardium M75 Technical Sales Mastery Guardium M75 Technical Sales Mastery  Participate in a Live Bootcamp – optional 4 day session Participate in a Live Bootcamp  Access on Learning Portal for bootcamp materials – allow 7 hours Access on Learning Portal Click on “Self-Register with an Access Code” Use Access Code: OPTIMSWVNAPPLY (case sensitive) Use your PartnerWorld ID & PW Log in and Enroll in the Guardium Bootcamp Course (next slide)  Finding the Guardium Bootcamp on the Learner Portal 1.View Available Courses 2.Select “IBM Guardium Bootcamp” 3.Click “Enroll” 4.Find the course in the “Enrolled Courses” page

6. © 2010 IBM Corporation Information Management Additional Guardium Resources and Links  IBM Classroom Education Guardium Training IBM Classroom Education Guardium Training  Guardium Partner Portal Guardium Partner Portal  Guardium Web Site Guardium Web Site  IBM InfoSphere Guardium Web Site IBM InfoSphere Guardium Web Site  Optim Smarter Business Partner Call Series – Guardium Call Optim Smarter Business Partner Call Series – Guardium Call  Implementation Certification Class to be scheduled

7. © 2010 IBM Corporation Information Management FAQs  When will the addendum be available for signature? –It’s available today under your PW Profile  How can I sell Guardium if I don’t sign the addendum? –Only partners who agree to the new terms will be authorized to resell Guardium and Optim.  What do I do if I have an opportunity today? –You can still progress the opportunity. Work with IBM to create a quote.  How do I create a quote? –All Guardium quotes must be created by an IBMer – using the Guardium Configuration Tool (GCT)  Is GCT available to partners? –Not currently, but the tool will be made available to partners in the future releases.  How is the Software priced? –Like most IBM software products, it’s based on PVUs. The GCT will generate the number of PVUs required. Once you have the PVUs and Parts, the normal Passport quoting process applies.  What are my margins? –Typical SVP margins and programs (SVI) apply. See your VAD for details on margin.

8. © 2010 IBM Corporation Information Management FAQs (continued)  Where do I get the software for a demo? –You can download the code from the Software Access Catalog. All partners who are planning on selling the software should either purchase a “Not for Resale” Appliance, complete with all of the Guardium Software installed, or they should make arrangements to partner with an implementation partner who has the Appliance. Partners can also purchase their own hardware, that meets Guardium specs, and install the “Software Appliance”. Contact your channel rep for details on the appliance.  What are the specs for the appliance? –Contact your Guardium Channel Rep for a current list of specs.  Will IBM do my demos? –Guardium, like Optim, is in controlled distribution and only available to “high-value” partners. It’s expected that the partners will be able to present and demo the solution to your clients.  How do we sell the Hardware? –Dell servers come pre-configured through the initial order through Passport Advantage. IBM will deliver the box(es) directly to the end-user. You can also sell the “Software Only” appliance.  Can we sell it on an IBM xSeries? –Not as an appliance. The appliance is proven for Dell and pre-packaged. No changes to the hardware platform can be made. The “Virtual Software Appliance” allows for customized hardware.  How much can I save if I sell the Software Appliance? –Nothing. The hardware is included “free of charge”. If the client prefers a different platform, they will not receive a discount for eliminating the hardware.

9. © 2010 IBM Corporation Information Management FAQs (continued)  How much is an entry level system? –There are minimum PVUs required for different levels of auditing. Based on the minimums, the initial system price starts at about 60k.  Does Guardium support zSeries? –Yes. Guardium uses the IBM S-TAP for DB2 on zOS to collect data. It’s then passed to the Guardium appliance for monitoring and management. Only authorized zSeries partners can sell the S-TAP for DB2 on zOS.  What information do you need in order to create a quote? –Customer Name –Site or Location –SAP Customer Number –IBM Customer Number –Ship to Address (of datacenter site) –Project Type (Database Activity Monitoring, System Z, etc.) –Code Version –Language –Inspection Engines (Database Types) –Entitlements (PA, FCT [requires management approval]) –Audit Level –Additional Applications

10. © 2010 IBM Corporation Information Management FAQs (continued)  What kind of monitoring is available? –Basic = Privledged Users Monitors named user activity –Most common = Senstive Objects Monitors specific data objects regardless of user –High-end = Comprehensive Monitors all network traffic  How is the Suggest List Price? –Privledged Users = $36 per PVU with a minimum of 1500 PVUs ($54,000) –Senstive Objects = $50.50 per PVU with a minimum of 1100 PVUs ($55,550) –Comprehensive = $74.25 per PVU with a minimum of 700 PVUs ($51,975)  Are there other options? –There are plenty of options available. Please talk to your Channel Rep before quoting a client.

11. © 2010 IBM Corporation Information Management Questions?