1. IBM Security Systems Business Partner Enablement Resources
Prepare to outthink security threats
Marti Lombardi, WW Security Channels Sales and Technical Enablement
July 2017

2. IBM Security Channels Enablement Strategy
Technical Enablement
Partnerworld University Sales and Technical Security
Roadmaps
OnDemand
Face to Face through GTPs or Technical Sales
Sales Enablement
Badging
OnDemand
Academies
Revenue
Sales Mastery
Partnerworld
Competencies

3. IBM has the world’s broadest and deepest security portfolio
SECURITY ECOSYSTEM
Security Analytics
Threat Intelligence
Endpoint
Network
App Exchange
X-Force Exchange
zSecure
BigFix
QRadar Incident Forensics
Network Protection XGS
QRadar Vulnerability Manager
QRadar SIEM
QRadar Risk Manager
Resilient Incident Response
SECURITY OPERATIONS AND RESPONSE
SECURITY TRANSFORMATION SERVICES
Management consulting | Systems integration | Managed security
Security Analytics
Data and Applications
Threat Intelligence
Endpoint
Network
Identity and Access
Advanced Fraud
Mobile
Cloud
We are focused on delivering the security portfolio that will implement the security immune system! More and more clients are taking a strategic approach to upgrading their defenses. They realize disconnected point products and services are expensive, hard to manage, and cannot solve today’s challenges. We’re witnessing a major shift in demand to partners who offer a platform of integrated security solutions – and we have the best in the business.
In support of the critical role of the CISO, IBM offers integrated security intelligence and industry-leading experience enabled by the IBM Security Portfolio. All of the IBM Security offerings are backed by an extensive business partner ecosystem which consists of industry-leading technology, sales and service partners.
1. BigFix to QRadar Vulnerability Manager
Data from Endpoint Manager allows QVM to see what endpoint vulnerabilities have been patched or are scheduled to be patched on which endpoints and adjust vulnerability severity accordingly.
2. Trusteer Apex to QRadar SIEM 
Endpoint Manager sends endpoint asset descriptive information to QRadar SIEM for correlation and analysis. 
3. Network Protection XGS to QRadar SIEM 
Network Protection XGS sends security events and network flows to QRadar SIEM for analysis.
4. FiberLink to QRadar SIEM 
FiberLink MaaS360 sends mobile device compliance information and security events to QRadar SIEM for correlation and analysis
5. Identiy Manager to QRadar SIEM 
Collect identity attribute info from ISIM registry. Use data in conjunction with log events and network flow data in rules to provide “identity context aware’ security intelligence.
Access Manager to QRadar SIEM 
Access Manager sends user activity related security events to QRadar for correlation and analysis.
Privileged Identity Manager to QRadar SIEM 
Privileged Identity Manager sends privileged user activity to QRadar to help detect anomalous behavior and present detailed user data in offense drill downs.
6. AppScan Enterprise to QRadar SIEM 
AppScan sends application security events to QRadar SIEM for context and analysis.
AppScan Enterprise to QRadar Vulnerability Manager
AppScan Enterprise sends application vulnerabilities to QVM for additional context and prioritization. 
7. Guardium to QRadar Vulnerability Manager
Guardium database vulnerability scanner sends vulnerabilities to QVM for further context and prioritization.
8. X-Force Threat Research to QRadar SIEM 
Global real-time threat information from X-Force Threat research helps QRadar place activity in external context and determine offense severity.
X-Force to QRadar Vulnerability Manager
QVM can filter vulnerabilities to show only those on assets that have been communicating with poor reputation IPs.  QVM can also be configured to scan assets (for example daily) that have been communicating with IPs in the x-Force threat intelligence feed.
X-Force to QRadar Risk Manager
X-Force IP reputation data integrated in the QRadar platform lets QRM simulate the spread of an exploit from a machine communicating with a known dangerous IP across other enterprise assets.
Data and Applications
Identity and Access
Mobile
Advanced Fraud
INFORMATION RISK AND PROTECTION
Cloud Security Enforcer
Trusteer Rapport
Trusteer Mobile
Privileged Identity Manager
Access Manager
Identity Governance and Intelligence
Key Manager
DataPower
AppScan
Guardium
Trusteer Pinpoint
Cloud
Cloud Identity Service
MaaS360

4. Certification and Mastery Exams
Certification and Mastery Exams document an individual’s skills, earned by passing certification exams
Business partners use employee exams to qualify for various IBM programs. The same may be used for multiple programs
CVR (Channel Value Rewards)
CVR (Authorization) allows Business Partners to re-sell IBM software within a specific product group (e.g., Security Identity manager)
It requires either certifications or an IBM-approved BP value- added solution plus a variety of other standard PartnerWorld criteria
Competencies
A Competency validates and documents a Business Partner’s ability to delve deeper into specified sets of products in a customer environment
A Competency requires a combination of certifications or proof of successful deployments at advanced levels
A Competency requires a revenue clip

5. Exam Types and Availability
Role
Types of Exam
Description
PartnerWorld
Sellers
Sales Mastery Exams
Sales Mastery tests are used to verify the mastery of sales knowledge covered in a course or a defined set of learning materials. Sales Mastery tests help to assure an individual has achieved a sales foundation of knowledge and understanding of a subject matter. Excellent for non-technical sellers.
A Sales Mastery Exam (M exam) is a Sales credential, which counts for authorization and Security Competencies
Technical Sellers
Technical Sales Mastery Exams
Technical mastery tests are used to verify the mastery of technical sales knowledge, such as a demo and POC, covered in a course or a defined set of learning materials. Technical mastery tests help to assure an individual has achieved a technical sales foundation of knowledge and understanding of a subject matter. Excellent for new technical sellers who do customer facing presentations and demos.
A Technical Sales Mastery Exam (P exam) is a technical credential which counts for authorization and Security Competencies
Certified Solution Advisor
Solution Advisors speak to a wide variety of solutions in a specific product suite, professionally articulating to a customer when to use a solution where, and how they integrate. There individuals should be able to identify opportunities and influences direction for IBM Security product solutions and are able to educate and influence key decision makers at a company.
A Solution Advisor (C exam) is a Sales credential which counts for authorization and Security Competencies
Technical Post-Sales Professionals (Services and Project Management)
Technical Certifications
A technical professional responsible for planning, installation, environment setup, configuration, testing, and troubleshooting of a specific software product solution.
The various Technical Certifications (C exams) are technical credentials which counts for authorization and Security Competencies.
All current exams for Security are shown here:
Assess your standing to take and pass a certification exam:

6. IBM Security Systems Enablement Resources
Useful information/links for IBM Security Business Partners
IBM Sales and Tech Sales Mastery Exams and IBM Security Certifications
IBM Security Learning Services Academy
IBM Partnerworld University
IBM Business Partner Tech Sales Enablement Roadmaps Landing Page
IBM Security Industry Solution Briefs
Training schedule of live events:
Sales Academies
Technical Sales Academies
Regional hosted events on request by Channel Leaders
IBM Authorized Training Partners
Classes can be reimbursed under You-Pass-We-Pay

7. Security Sales and Commercial Plays and Resources
IBM Security Commercial Sales Playbook
Focuses on Intelligence, Cyber Threats, Data Security, Application Security, Endpoint Management, Cloud Security, and Mobility
IBM Security Sales Acceleration Plays and Tactical Plays
Includes Integration Use Cases
Bob Kalka’s 2017 Security Whiteboarding Video
Security Partnerworld Landing Page
Security Partnerworld Sales Kits
IBM Security Prospective and Conversation Guides
IBM Partnerworld Skill Started Packs
IBM Security Value Engineering Sales Kit for Partners (BVA tool)
IBM Partnerworld University Learning Roadmaps
IBM Partnerworld Software Product Catalog

8. IBM Partnerworld Value Package
The IBM Value Package includes the benefits listed below, which are tiered by PartnerWorld membership level:
You Pass, We Pay certification reimbursement
No charge software sales mastery test vouchers
Software access
Remote technical support
General support handbook
Technical sales support
Blueworks Live - Extended Trial

9. What’s NEW?
Sales and Tech Pre-Sales enablement for IBM QRadar Advisor with Watson can be found on the Media Library as well as
I2 Safer Planet has had many products come to IBM Security, see the next page!
Resilient Bootcamps are coming, check schedule of live events on previous page.
Security SaaS Technical Overview Videos
SaaS15 Sales Roadmap for Partners
SaaS Technical Sales Essentials
This set of videos cover the following topics:
The technical value of SaaS to our customers and IBM
Technical overview of each Security SaaS offering
Links: PartnerWorld / IBM Internal

10. IBM Security Cloud Space Portal for Technical Sales Enablement Catalog Content and Demos
Apply for a UserID to
Include name, company ID, company name, country
You will receive a temporary password to be changed as first login
Portal :
First Login: (YouTube video to explain first login and profile)
Schedule a Demo: (YouTube video to explain demo scheduling)

11. Partnerworld University
IBM Partnerworld Signon required
Roadmaps and self-paced content for sales mastery exams

12. The IBM Security Learning Services Academy…
The Security Learning Academy is a full service learning platform, providing a variety of training objects and instruction options.
Single portal, easy to communicate and promote
Interactive and individualized learning
Role and task based roadmaps can be followed as-is, customized or created
Social interaction with other students and subject matter experts

13. Prepare to outthink security threats
Self Paced Training
Video Demos
Is your organization prepared to prevent and manage cybersecurity threats?
Webinar/ Seminar Series
Open Mics
Give your organization the skills to safeguard your business
Support & Services Portals
Lab Guides/
Cookbooks
In today’s data-driven, highly distributed world, having skilled staff ready to handle cybersecurity threats is critical for all enterprises.
Hands On Labs
Instructor Led Training

14. Browse the learning catalog
Select the segment of interest to browse the catalog of learning offerings
Catalogs feature:
Online courses
Video lessons and demonstrations
Documents and workbooks
Webinar and Seminar Series
Instructor led
Hands on labs

15. Choose the learning most relevant to you
Complete lessons in any order, save your place and return at your leisure
Enroll in learning activities, or add them to your learning roadmap
Assess your skill level with online quizzes
Ask questions or discuss the topics with others on the Student Q&A Forums

16. Select a learning roadmap to follow…or create your own
Add a predefined roadmap to your learning plan, then customize it or create your own
Students can explore and build their own custom training catalog
Select learning objects to add to or remove from their personal catalog
Assess their skill level through online quizzes to find appropriate materials

17. Achievement recognition
Academy students have opportunities to…
Gain recognition for course completion quizzes
Earn IBM Open Badges
Prepare for Professional Certification
Acknowledge skill progression and motivate additional learning
Participation in online course forums
Answer questions from other students
Participate in active course discussions
Provide feedback for future course development
Receive recognition and expertise by participating and responding

18. Your learning journey can begin soon
Visit
SecurityLearningAcademy.com
to start growing your cybersecurity skills

19. Roadmap to the top of PartnerWorld - Summary
9/26/2017
Roadmap to the top of PartnerWorld - Summary
START
SILVER
GOLD
PLATINUM
Earning competencies, meeting revenue, fulfilling client reference and client satisfaction requirements earns higher levels and benefits
Relationship Levels
Achievement Requirements
Sales Success
Program Level
Skill
Resale
Influence
Usage
Client Sat
Published Client Ref
(Named or anonymous)
Platinum
2 competencies
2 Expert or 1 Expert/1 Specialist
$10M
$15M
$2M Y 2
Gold
1 competency
1 Expert or Specialist
$500K
$750K
$100K 1
Silver
Resale Authorization
or Solution in GSD
$50K
$75K
$10K NA
Registered
GSD – Global Systems Directory
Basically $10M for Platinum/ $500K Gold/ $50K Silver.
As we discussed, that is $1 for $1 on Resell, $.67 on influence, and $5 to $1 on SaaS.
Determined by OneChannel Team – cross Bus Unit #’s

20. Security Competencies Definitions
Competency Level
Security Operations And Response (SOR) and Information Risk and Protection (IRP)
Sales & Technical Certifications
Resources Sales & Technical
Revenue
Skills Small/Medium Country
Skills Large Country
Resources
Small/Medium
Country
Large Country
Small/Medium Country
Expert
5 exams
2 sales
3 technical, at least 1 exam Deployment or Administration
2 People
2 tech
4 People
3 tech
$250K
$500K
Specialist
3 exams
1 sales
2 technical
1 tech
3 People
$125K
IRP Specialist Small/Medium - 8 Large - 7 Total 15 Expert Small/Medium - 3 Large - 2 Total 5 TOTAL 20 SOAR Specialist Small/Medium - 13 Large - 8 TOTAL 21 Expert Small/Medium - 2 Large - 1 TOTAL 3 TOTAL 24
Sales:
Combination of Solution Advisors and Sales Mastery Exams
Technical:
Combination of certified Professionals in Associates, Administrators, Deployment.
Documented Deployments can substitute for up to 2 deployment exams)

21. Security Competencies Information, Benefits, and Resources
SOR competency requirements and benefits
IRP competency requirements and benefits
To submit a solution verification in lieu of exams:
Follow the instructions in the Global Solutions Directory
Click on submit a solution for verification and answer the questions.
PartnerWorld Contact Services can help them from there if you need additional help.
Public Business Partner Locator Tool for IBM Business Unit Competencies

22. IBM Security Open Badges
Display Your IBM Security Badge You’ve earned it. Get the recognition you deserve.
Digital badges will make your IBM Security skills more recognized and relevant in the market, and were launched in 2016
The initial launch features Explorer badges for QRadar & BigFix, an Explorer badge for successfully completing IBM Security sales enablement
The badges symbolize skills & achievements, and can be added to your LinkedIn Profile, Facebook Page or Twitter

24. Find us on Social Media!

25. IBM Security Systems Business Partner Mailbox
Questions?