For Business Partner use only IBM Software Group © 2003 IBM Corporation Competitive Update 2003 Business Partner Version

IBM Software Group | Tivoli software Tivoli Security Management Portfolio | IBM Internal Use Only | 8/20/2015 © 2003 IBM Corporation 2 Major Market Security Moves  Tivoli Acquires Access360 –Asserts leadership in User Management and Provisioning –Acquires Market leading visionary technology –Defines merged Access/Identity market  CA asserts they are in the security market –New products released –Increased marketing activity for existing products  Netegrity kills Portal announces IdentityMinder –Enters market defined by Tivoli  Oblix Announces IDLink integration with BMC –Gains the ability to provision inside the enterprise  Novell renews focus as security company –Struggles to find relevance beyond NDS  HP announces the purchase of Baltimore SelectAccess –Product only provides single sign-on authentication

IBM Software Group | Tivoli software Tivoli Security Management Portfolio | IBM Internal Use Only | 8/20/2015 © 2003 IBM Corporation 3 Number 1 Sales Issue –Prospects are uneducated and confused by vendor-speak Competitive Positioning  IBM offers the best product, viability, future fit and support  There are nearly 20 vendors claiming they do provisioning  Tivoli Identity Manager (TIM) is the best-in-breed product –Gartner gives top marks  Tivoli has the best sales and support capability  Tivoli has a complete foundation for enterprise identity management –No other vendor has this ability

IBM Software Group | Tivoli software Tivoli Security Management Portfolio | IBM Internal Use Only | 8/20/2015 © 2003 IBM Corporation 4 Competition (Attacking from Four Fronts) Systems Management Identity Management Data and insights in this presentation are based on direct sales, services and business partner feedback during October/November 2002 Security Sales Enablement Seminars, held in Chicago, Sydney, Singapore, Seoul, Beijing, Milan, Frankfurt, Copenhagen, London, Sao Paulo, Buenos Aires, Santiago, and Lima. Goal Dynamics Threat to Tivoli Business Layers Expand use of policy-based management infrastructure Expand product portfolio within customer Seed accounts with flagship product Expand customer adoption of strategic architecture - Strategic Deployment -Enterprise pricing* Product Deployment Price by product or portfolio Quick Deployment Tactical Pricing Strategic Deployment Platform (partially embedded) Pricing Competitor acquires identity management provider Viable threat within Security Event Management market only Sales and pricing issue – “just enough” vs. full- function Architecture adoption begins to lock out third-party identity management tools Operational Security Platform Architectures

IBM Software Group | Tivoli software Tivoli Security Management Portfolio | IBM Internal Use Only | 8/20/2015 © 2003 IBM Corporation 5 Positioning - Against Systems Management Vendors  Security is not their core competency –BMC focused on Monitoring –CA’s security focus is on operational (LDAP, Firewall, IDS, AntiVirus) –HP has abandoned most of its security products  Cannot deliver best of breed solutions –Missing one or more components or not in leadership position –User Management and Provisioning –Privacy Management –Access Management –Including partner products increases complexity, reduces ROI

IBM Software Group | Tivoli software Tivoli Security Management Portfolio | IBM Internal Use Only | 8/20/2015 © 2003 IBM Corporation 6 Positioning - Against Operational Security Vendors  Lack competency in management technologies –Have the advantage of owning the infrastructure (IDS, firewall, etc)  Will mire the sale at the technology level –Sell high, avoid too much focus on features  Will usually throw in management technology to sweeten deal –Do not let them devalue the management component –Watch to see if they are selling other products  Tivoli Provides Best of Breed, integrated solutions

IBM Software Group | Tivoli software Tivoli Security Management Portfolio | IBM Internal Use Only | 8/20/2015 © 2003 IBM Corporation 7 Positioning - Against Identity Management Vendors  Most deliver Identity or Access and cannot give a complete solution  No vendor offers best of breed in Identity and Access management –IBM Tivoli in Gartner’s leadership quadrant for Extranet Access Management –IBM Tivoli a leader Gartner’s leadership quadrant for Identity Management  Inflate claims of time to value –Do not provide comprehensive ROI tool  Most vendors lack financial viability and stability of IBM –Living on Venture Capital funds –Risky technology investments have hurt some vendors

IBM Software Group | Tivoli software Tivoli Security Management Portfolio | IBM Internal Use Only | 8/20/2015 © 2003 IBM Corporation 8 Tivoli Sales Tools – Demonstrating Tivoli Value Tivoli ROI Program Office: Gartner Provisioning Selection Tool

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