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IBM Security Solutions Security Landscape and Roadmap

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IBM Security Solutions Security Landscape and Roadmap
IBMIBMSecurity
Systems
Security Systems
2013 EMEA Security Sales and Tech Sales Academy
Feb 4-8 2013 – Prague, Czech Republic
©
1 2012 IBM Corporation
© 2012 IBM Corporation
IBM Security Systems
©
2 2012 IBM Corporation
© 2012 IBM Corporation
IBM Security Systems
Security
EMEA Academy: Main Tent
Date: Tuesday, Feb 5 (Afternoon) Meeting Room: Congress Hall
Audience: All Security Sales & Tech Sales, Architects and Business Partners
Time
Topic
Speaker
13:00 – 13:10
Welcome / Introduction
Bob Kalka, Director, Technical Professionals and Enablement
13:10 – 13:40
2013 Sales Priorities
Todd Bacon, VP, WW Sales IBM Security Systems
Diego I Navarrete Iacobi ,Director, Security Systems Europe Sales
13:40 – 14:15
2013 Security Strategy
Tom Turner, VP, of Marketing IBM Security Systems
14:15 – 14:45
Cloud and Mobility Whiteboard
Bob Kalka, Director, Technical Professionals and Enablement
14:45 – 15:15
Selling with Business Partners
Carola Cazenave, Director WW Channels, IBM Security
Systems
Steve Durkin
15:15 – 15:45
Break
15:45 – 16:15
Executive Roundtable Q&A
Tom Turner, VP, of Marketing IBM Security Systems
Todd Bacon, VP, WW Sales IBM Security Systems
Diego I Navarrete Iacobi ,Director, Security Systems Europe Sales
Bob Kalka, Director, Technical Professionals and Enablement
Carola Cazenave, Director WW Channels, IBM Security Systems
16:15 – 17:00
Pipeline Management 101
Susan Peterson
17:00 – 17:45
Customer or BP Perspective
TBD – client or BP speaker to be identified
17:45 – 18:00
Enablement and Expectations
Joe Carusillo, Manager, WW Security Sales Enablement
©
3 2012 IBM Corporation
© 2012 IBM Corporation
IBM Security
Systems
EMEA
Security
Academy: Sales Track
Date: Wednesday, February 6th
Audience: Sales Reps and BP’s
Time
Meeting Room: Congress Hall
Topic
Speaker
08:00 – 08:30
Pre-Read Quiz
08:30 –10:00
Identity and Access Management
• What’s new and review of competition
• Rep Case Study 1 and 2 (Win or Loss)
• Q&A on pre-read and new materials
10:00 – 10:30
Break
10:30 – 11:00
BP Session
(Select best session from CTP track)
11:00 – 12:30
Threat
• What’s new and review of competition
• Rep Case Study 3 and 4 (Win or Loss)
• Q&A on pre-read and new materials
•
•
•
Craig Stabler
Sales Rep 3
Sales Rep 4
12:30 – 13:30
Lunch
13:30 – 14:00
Pricing Plays
•
Dee O’Connor
14:00 – 14:30
zSecure Update
•
Robert Kennedy
14:30 – 15:30
Integrated Demo and exercise
•
Filip Schlepers
15:30 – 16::00
Break
16:00 – 17:30
App Security
• What’s new and review of competition
• Rep Case Study 5 and 6 (Win or Loss)
• Q&A on pre-read and new materials
•
•
•
Robert Kennedy
Sales Rep 5
Sales Rep 6
17:30 – 18:00
Partnering with Security Services
•
Julien Meyrick
18:30
Organized Dinner
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4 2012 IBM Corporation
•
•
•
Mike Campbell
Sales Rep 1
Sales Rep 2
© 2012 IBM Corporation
IBM Security
Systems
EMEA
Security
Academy: Sales Track
Date: Thursday, February 7th (Morning) Meeting Room: Congress Hall
Audience: Sales Reps and BP’s
Time
Topic
08:00 –10:00
Security Intelligence, Analytics & Compliance
• What’s new and review of competition
• Rep Case Study 7 and 8 (Win or Loss)
• Review of Q1 Labs ToB actions
• Q&A on pre-read and new materials
10:00 – 10:30
Break
10:30 – 11:00
Social Selling or Marketing Update
11:00 – 11:45
Academy Closing Exam
11:45 - 12:15
Call to Action
12:30 – 13:30
Lunch
13:30 – 18:00
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5 2012 IBM Corporation
Speaker
•
•
•
•
Faustino Sanchez
Sales Rep 7
Sales Rep 8
Joe Skocich
• TBD
• Diego and Gyorgy Racz (separate rooms or
together?)
IMT First Workshops
© 2012 IBM Corporation
IBM Security Systems
Sales Rep session nominations
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6 2012 IBM Corporation
© 2012 IBM Corporation
EMEA
Security Academy : Technical Sales Tracks
IBM Security Systems
Mon.,
Feb. 4
10:00 -13:00
Registration & Lunch
13:00 – 18:00
Technical Enablement Kickoff:
-Opening Remarks (0.5 hours) (Domenico Raguseo)
-Update on IBM’s Security Strategy and Roadmap (1.5 hours) (Marc van Zadelhoff?)
Workshop: IBM’s Security Intelligence Story and Value Proposition (2 hours) (Jeff Paddock)
Tues.,
Feb. 5
8:00 – 9:00
Business Partner Presentation I - Pirean
9:15 – 12:00
Track 1: IBM Application
Security (Bob Kennedy,
Colin Bell)
Wed.,
Feb. 6
Thurs.,
Feb. 7
Fri.,
Feb. 8
Track 2: AppScan
Advanced
(Alexei Pivkine)
Business Partner Presentation II – IT Cube
Track 3: QRadar
Advanced
(Martin Ryan)
12:00 – 13:00
Lunch
13:00 – 18:00
Main Tent (Sales and Technical)
18:00 – 19:00
Management Meeting
8:00 – 9:00
Workshop: IBM’s Mobile Security Story and Value Prop (Vijay Dheap)
9:15 – 16:45
Track 1: IBM Security
Intelligence Solutions
(Faustino Sanchez, Mike
Stuyt)
Track 2: AppScan
Advanced
(Alexei Pivkine)
Track 3: QRadar
Advanced
(Martin Ryan)
Track 4: ISIM
Advanced
Track 5: ISAM
Advanced
(John Sullivan)
(Emmanuel
Fauconnier)
Track 4: ISIM
Advanced
Track 5: ISAM
Advanced
(John Sullivan)
(Emmanuel
Fauconnier)
17:00 – 18:00
Business Partner Presentation III - Omintech
Business Partner Presentation IV
8:00 – 9:00
Business Partner Presentation V - Omintech
Business Partner Presentation VI
9:15 – 15:45
Track 1: IBM Security
Threat Management
(Karl Sigler, Sales
Enablement TBD)
Track 2: AppScan
Advanced
(Alexei Pivkine)
Track 3: QRadar
Advanced
(Martin Ryan)
Track 4: ISIM
Advanced
Track 5: ISAM
Advanced
(John Sullivan)
(Emmanuel
Fauconnier)
Track 6:
Track 7:
Architecture
Select
from
Tracks 1-6
Track 6:
Track 7:
Architecture
Select
from
Tracks 1-6
Track 6:
Track 7:
Architecture
Select
from
Tracks 1-6
16:00 – 18:00
How to present and demo IBM's Integrated Security Strategy, Solutions & Value Prop (focus on CTP Café) (Filip Schepers, Johan Beckers)
8:00 – 12:00
Track 1: IBM Security
Identity & Access Mgmt
(Mike Campbell, Jim
Gallece)
12:00 – 13:00
Lunch
13:00 – 15:00
Track 1: IBM Security
Identity & Access Mgmt
©
7 2013 IBM Corporation
(Mike Campbell, Jim
Gallece)
Track 2: AppScan
Advanced
(Self-paced activities)
Track 3: QRadar
Advanced
(Martin Ryan)
Track 4: ISIM
Advanced
Track 5: ISAM
Advanced
(John Sullivan)
(Emmanuel
Fauconnier)
Track 2: Presentation
& Demonstration of
Results
Track 3:
Presentation &
Demonstration of
Results
Track 4:
Presentation &
Demonstration
of Results
Track 5:
Presentation &
Demonstration
of Results
Track 6:
Architecture
Track 7:
zSecure
Track 8:
Threat
Architects
Track 7:
to join final
zSecure
presentatio
Track 8:
© 2012 IBM Corporation
ns
Threat
IBM Security Systems
Summary – Technical Tracks for Europe/CEE Academy
Track 1 - Security Generalist Track
– Description: Covers the entire Security portfolio (1 pillar per day)
– Target Audience: Security Generalists, New CTPs, Business Partners
Tracks 2 - 5: Advanced Tracks (AppScan, QRadar, ISIM, ISAM)
– Description: Focus on practical hands-on activities, use cases, PoC implementation, best practices sharing and team
building. Teams will be given a challenge to work on during the academy with results presented on the final day.
– Target Audience: Specialists, CTPs in need of building in-depth skill in a specific pillar
Track 6: Architect Track
– Description: Addresses advanced topics relevant to the Architect community, including Mobility solutions, Overall
appliance strategy, Cloud Security, Industry Trends, Integration themes, and Application development themes
– Target Audience: Security Architects
Track 7: zSecure Track
– Description: 1-day track focused on latest zSecure release, use cases and best practices. zSecure specialists with
choose one track from Tracks 1-6 to attend Tuesday-Thursday, and will attend the zSecure session on Friday
– Target Audience: zSecure Specialists
Track 8: Threat Specialist Track
– Description: 1-day track for Threat specialists. The specialists will attend Track 1 Tuesday-Thursday, and will attend
the additional Threat session on Friday
– Target Audience: Threat Specialists
©
8 2013 IBM Corporation
© 2012 IBM Corporation
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