1. Security Business Partner Guide Value Propositions

2. Worldwide Security Segment Opportunity Exceeds $73B by 2015
WW Security Products and Services Segment Opportunity (2011 – 2015)
WW Security Product Opportunity by Segment (2012)
Market opportunity
Worldwide Security Segment Opportunity Exceeds $73B by 2015
Source: IBM Market Insights, 2H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.

3. Leading Products & Services in Every Security Segment
Portfolio overview
Leading Products & Services in Every Security Segment 3 3

4. Solution Area: Security Intelligence and Analytics
Portfolio overview
Solution Area: Security Intelligence and Analytics
Portfolio Overview
QRadar SIEM
Integrated log, threat, compliance management
Asset profiling and flow analytics
Offense management and workflow
QRadar Risk Manager
Predictive threat modeling & simulation
Scalable configuration monitoring and audit
Advanced threat and impact analysis
QRadar Log Manager
Turnkey log management
Upgradeable to enterprise SIEM
QRadar Network Anomaly Detection
Network analytics, behavior and anomaly detection
Fully integrated with SIEM
Helping our customers optimize security with additional context, automation and integration

5. People Solution Area: People Portfolio Overview
IBM Security Identity Manager *
Automate the creation, modification, and termination of users throughout the entire lifecycle
Identity control including role management and auditing
IBM Security Access Manager Family *
Automates sign-on and authentication to enterprise web applications and services
Entitlement management for fine-grained access enforcement
IBM Security zSecure suite *
User friendly layer over RACF to improve administration and reporting
Monitor, audit and report on security events and exposures on mainframes.
Manage and extend enterprise identity context across all security domains with end-to-end Identity Intelligence
* Solution package purchase options available

6. Solution Area: Data Portfolio Overview
IBM InfoSphere Guardium Product Family
Database Activity Monitoring - continuously monitor and block unauthorized access to databases
Privileged User Monitoring - detect or block malicious or unapproved activity by DBAs, developers and outsourced personnel
Prevent Database Leaks - detect and block leakage in the data center
Database Vulnerability Assessment - scan databases to detect vulnerabilities and take action
Audit and Validate Compliance - simplify SOX, PCI- DSS, and Data Privacy processes with pre- configured reports and automated workflows
IBM Security Key Lifecycle Manager
Centralize and automate the encryption key management process
Simplify administration with an intuitive user interface for configuration and management
Enterprise-wide solutions for assuring the privacy and integrity of trusted information in your data center

7. Solution Area: Applications
Portfolio overview
Solution Area: Applications
Reducing the costs of developing secure applications and assuring the privacy and integrity of trusted information
Portfolio Overview
AppScan Enterprise Edition
Enterprise-class solution for application security testing and risk management with governance, collaboration and security intelligence
Multi-user solution providing simultaneous security scanning and centralized reporting
AppScan Standard Edition
Desktop solution to automate web application security testing for IT Security, auditors, and penetration testers
AppScan Source Edition
Adds source code analysis to AppScan Enterprise with static application security testing 7

8. Solution Area: Infrastructure (Network)
Portfolio overview
Solution Area: Infrastructure (Network)
Guard against sophisticated attacks using an Advanced Threat Protection Platform with insight into users, content and applications
Portfolio Overview
IBM Security Network Intrusion Prevention (IPS)
Delivers Advanced Threat Detection and Prevention designed to stop targeted attacks against high value assets
Proactively protects systems with IBM Virtual Patch® technology.
Protects web applications from threats such as SQL Injection and Cross-site Scripting attacks
Integrated Data Loss Prevention (DLP) monitors data security risks throughout your network
Network Anomaly Detection for predictive early detection of network threats, system mis-configurations and out of policy traffic
Provides Ahead of the Threat® protection backed by world renowned IBM X-Force Research
IBM Security SiteProtector
Provides central management of security devices to control policies, events, analysis and reporting for your business
Behavior and Anomaly Analytics for predictive early detection of network threats, system mis-configurations and out of policy traffic 8

9. Why IBM Security Systems?
Value Propositions
Why IBM Security Systems?
IBM Security Systems
Unique and Comprehensive Security Framework
$1.8B investment in innovative technologies
6K+ security engineers and consultants
Largest vulnerability database
Award-winning X-Force® research
Analyst-recognized leadership in every segment
Bringing of IBM’s security software and hardware products into one unified team will enable us to develop the integrated strategy and roadmap needed in today’s world of ever-increasing security complexity. We are building our team to provide and single voice of IBM security for the client and to support the CISO in developing
Intelligence ● Integration ● Expertise 9

10. Business Partner Reference
IBM Premier Level Business Partner in Partner World
SVP Authorized in all five IBM software brands
Track record of over 700 security engagements, and a world-class Support Services organization with over 100 long-term customers
Recipient of multiple IBM excellence awards:
2009 IBM Beacon Award For Delivery Excellence
2008 Avnet Crystal Growth Award
2010 IBM Beacon Award Finalist, Overall Technical Excellence.
Member IBM Security Global Advisory Board
Member Business Partner Advisory Council, Security Systems Division
Enchoice is a strong example of a successful ECM Partner that has invested heavily in our program and IBM.
Enchoice has been working with Filenet and then IBM ECM for almost 20 years. They started out as a VAR and methodically grew their skills and services. Over time they developed repeatable assets that evolved into multiple industry solutions. They are also a support provider for many of our products, driving even more value and revenue per opportunity. As you can see Enchoice is a very successful organization that has expanded their reach to include multiple IBM brands and IBM awards. 10 10 10

11. Security Business Partner Profile
The ideal Business Partner for IBM Security Systems has a well-developed security practice selling across one or multiple security segments: Network/Threat, People/Identity, Application, Data or Security Intelligence.
Many of our Business Partners are specialists in one of those areas, bringing very deep skills and expertise to our customers.
Key cornerstones of a great security business are:
consultative selling approach
pre-sales technical support
deployment/implementation practice
New Business Partners must also be willing to participate in IBM incentive programs and invest in marketing and opportunity identification.
Security partners don’t fit just a single model. There are large and small partners in every geography. Some partners specialize in just one or two solution areas, others have broad security practices and engage with customers across their spectrum of security needs. IBM Security Business Partners typically resell our products as well as implement them for customers. They have strong technical skills as well as the ability to prospect and utilize marketing tactics for demand generation. If a Business Partner has selling and technical skills in any of the IBM Security segments: Network, Application, People/Identity, Data or Security Intelligence, we would welcome working with them in the Security Systems brand. 11

12. Security Business Partner Resources
ibm.com/partnerworld/security
Sales Plays, Security Talk Replays, Sales Kits, Top Gun Prep, Certifications
Pre-packaged marketing campaigns – it’s easy! 12 12

13. 5 Quick Steps to Get Started
Resources
5 Quick Steps to Get Started
Join PartnerWorld to become an IBM Business Partner, then… 1
Visit the Security PartnerWorld site to access Business Partner sales and marketing tools and materials and training
Complete your Security Business Partner profile
Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.
Educate your sales and delivery teams & become SVP Authorized to resell security through Training & Certification.
Develop a marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing. 2
Here are 5 quick steps to get started:
1. To become an IBM Business Partner, you only have to join PartnerWorld, which gives you access to the resources you need to begin building and selling IBM-based solutions, products and services. There is no charge to join. Just accept the PartnerWorld Agreement and you will have easy access to valuable benefits, tools and support that can transform your business, today and tomorrow.
There are many resources available that explain more about the benefits of being an IBM Business Partner and of PartnerWorld, a website dedicated to providing access to solutions, skills and resources to help IBM Business Partners win in the marketplace.
Complete your Brand specific Business Partner profile: An up-to-date PPS profile is key to maintaining your access to PartnerWorld resources. Keep in mind that qualification for entitlement is based on the characteristics of your company's relationship with IBM such as contracts, country, PartnerWorld membership level, certifications, skills and solutions.
Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.
Educate your Sales and Delivery Teams & become SVP Authorized to resell IBM software through Training & Certification
Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing 3 4 5 13 13