© 2016 IBM Corporation IBM Security Systems Business Partner Resources and Accreditation Marti Lombardi Updated May 2016

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support SKILLS INITIATIVES IBM SOFTWARE PRACTICE ACCELERATOR FOR SECURITY SYSTEMS 2

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support Certification  Certifications document an individual’s skills, earned by passing certification exams  Business partners use employee certifications to qualify for various IBM programs. The same certifications may be used for multiple programs  There is no such thing as a “Certified” Business Partner Accreditation  Accreditation validates and documents a Business Partner’s ability to deploy and implement specified sets of products in a customer environment  Accreditation requires certifications and proof of successful deployments at advanced levels  Accreditation is not related to the authority to re-sell a product Authorization  Authorization allows Business Partners to re-sell IBM software within a specific product group (e.g., Security Identity manager)  Authorization requires either certifications or an IBM- approved BP value-added solution plus a variety of other standard PartnerWorld criteria 3

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support Exam Types and Availability Types of Certification DescriptionCurrencyPartnerWorldAccreditation Sales and Technical Mastery Exams Mastery tests are used to verify the mastery of knowledge covered in a course or a defined set of learning materials. They are not certification tests. Rather, mastery tests help to assure an individual has achieved a foundation of knowledge and understanding of a subject matter. Updated annuallySales mastery exam = Sales Credential Tech mastery exam = Technical Credential (SVP 1 point; PartnerWorld 1 point) Not used for Accreditation Certified Solution Advisor A person who identifies opportunities and influences direction for IBM Security product solutions and is responsible for educating and influencing key decision makers. Updated with significant product or solution changes Sales Certification (SVP 1 point; PartnerWorld 1 point) Required at some Product and Solution levels (see program guide for specifics) Certified AssociateEntry level power user who understands the features and function of the product. This individual can use the product but is not an administrator or an operator. Updated with significant product or solution changes Technical Certification (SVP 1 point; PartnerWorld 1 point) Not used for Accreditation Administration Certification Power user who understands the features and function of the product. This individual can use the product and acts as an administrator or an operator. Updated with significant product or solution changes Technical Certification (SVP 1 point; PartnerWorld 2 points) Not used for Accreditation Certified Deployment Professional A technical professional responsible for planning, installation, environment setup, configuration, testing, and troubleshooting of a specific software product solution. Updated with significant product or solution changes Technical Certification (SVP 1 point; PartnerWorld 2 points) Required at Product and Solution levels (see program guide for specifics) 4

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support IBM Security Systems Enablement Resources  IBM Partnerworld Security Product capability page IBM Partnerworld Security Product capability page  IBM Security Systems Sales Kits and Resources IBM Security Systems Sales Kits and Resources  IBM Security Competitive Landscape decks IBM Security Competitive Landscape decks  IBM Sales Mastery Exams and IBM Security Certifications IBM Sales Mastery ExamsIBM Security Certifications  IBM Business Partner Enablement Roadmaps Landing Page IBM Business Partner Enablement Roadmaps Landing Page  IBM Business Partner Technical Sales Enablement Video Library IBM Business Partner Technical Sales Enablement Video Library  IBM Security Technical Enablement portal IBM Security Technical Enablement portal –On Demand Labs –Go Training for new releases –Self-Paced Virtual Classes, capacity depending  Training schedule of live events: Training schedule of live events –Top Gun –Sales Academies –Technical Sales Academies –Regional hosted events on request –ILOs (Instructor Led Online)  IBM Authorized Training Partners IBM Authorized Training Partners –Classes can be reimbursed under You-Pass-We-PayYou-Pass-We-Pay  IBM Security Systems Practice Accelerator Page IBM Security Systems Practice Accelerator Page –Includes Enablement and Accreditation Initiatives 5

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support Many Important Ways Partners Receive Technical Training 1.Enablement delivered by WW technical sales team, schedule herehere 2.Enablement requested and delivered by your local Client Technical Professionals (CTPs) 3.Using the IBM Security Technical Enablement portal and other self-paced options shown on following pagesIBM Security Technical Enablement portal 4.Using a Global Training Partners, exams and training reimbursable under You-Pass-We- Pay found at 5. IBM Security Learning Services Post-Sales enablement –IBM Security Learning Services Video site: –IBM Security Support Youtube Channel - Recorded Open Mic Sessions and other troubleshooting videos: –IBM Security Youtube Channel (sales and marketing videos but also some technical training videos): –Follow Level 2 Support on Twitter (they announce upcoming Open Mic Sessions that you can attend live and participate in the Q&A sessions - provides an opportunity to ask the experts: –Security Training Labs (Learner Portal Signon Required, you can join)Security Training Labs Access code: InterConnect List of labs:

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support IBM Security Technical Self-Paced Enablement Portal Expand each section to see options underneath

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support IBM Security Systems Deployment Accreditations Available  Available now: –IBM Security Identity Manager –IBM Security Access Manager for Web –IBM Security Access Manager for Mobile –IBM Security Privileged Identity Manager –IBM Security Identity and Access Assurance – Solution level –IBM Security Site Protector –IBM Security Network Intrusion (XGS) –IBM QRadar SIEM –IBM QRadar QVM –IBM AppScan Standard Edition –IBM AppScan Source Edition –IBM Security Endpoint Manager –IBM Security Guardium –Security MobileFirst Protect Cloud Extender and Enterprise Gateway (MaaS360) –Security MobileFirst Protect SaaS (MaaS360)  Apply here for Accreditation Apply here for Accreditation 8 Each requires a certain level of solution advisors, certified deployment professionals, and documented deployments at bronze, silver, or gold levels

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support The Benefits of Accreditation for Security Partners  All Accredited Partners receive: –Inclusion in IBM Software Business Partner Accreditation Finder Tool for ClientsIBM Software Business Partner Accreditation Finder Tool –Printable certificate of Accreditation and a markPrintable certificate of Accreditation and a mark –50% discount on certification tests  Additionally, Silver Partners receive:  100% discount on certification tests towards Gold  Additionally, Gold Partners receive: –Expedited L2 Support on PartnerWorld PMRs –Marketability of having achieved the highest level of skill recognized by IBM –Shadowing of IBM engagements, availability permitting (BP pays travel, engagement must be approved by IBM and customer). 9

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support Security Partners and the Value of Accreditation Value to the IBM Teams Earn More Revenue: It's a fact - Accredited Partners tend to drive more transactional revenue that an average Partner does. Accredited Partners have a deeper understanding of our products and are better able to position, close, and implement solutions, which makes them strategic for you as a sales person. Drive More Deals: Look for Gold Accredited Partners to help you close more deals --- whether you hand off leads, or bring them in to assist you in POCs, assessments, and deployments. Joint account mapping and planning with Gold Accredited Partners will help you win more revenue. Enjoy Greater Success: Gold Accredited Partners have met the highest level of technical skills attainment, along with confirmed references for two successful deployments, in a specific Security product area. The Gold Accredited Partners in your region should be at the top of your GO TO Partner list. Extend Your Resources: There are Accredited Partners everywhere!. The skills are there in the region for you to leverage, and the list grows all the time! Value to our Accredited Partners Earn More Revenue: It's a fact - Accredited Partners tend to drive more transactional revenue that an average Partner does. Because Accreditation helps your team build a deeper understanding of our products, they are better able, and more likely to, successfully position, close, and implement Security solutions, helps you earn more. Get More Leads: Skilled Partners receive more leads from IBM. Accredited Partners are weighted more heavily in lead passing than non-skilled Partners. Receive Benefits: Promotions, certification discounts, L2 Expedited Support are just a few of the things offered Accredited partners. Gain access to Sales and Technical Training: Our Top BPs have priority access to live training events, and access to GO (new release) webinars. Leverage Stronger Marketing: Utilize your Accreditation status to validate your skills in RFPs, press releases, collateral, web content and More! 10

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support Partnerworld 2017 Levels Roadmap to the top of PartnerWorld - Summary Relationship Levels Achievement Requirements Sales Success Program LevelSkill ResaleInfluenceUsage Client Sat Published Client Ref (Named or anonymous) Platinum 2 competencies 2 Expert or 1 Expert/1 Specialist $$$ Y2 Gold 1 competency 1 Expert or Specialist $$ Y1 Silver Resale Authorization or Solution in GSD $$$NA Registered PLATINUM GOLDSILVER START Earning competencies, meeting revenue, fulfilling client reference and client satisfaction requirements earns higher levels and benefits

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support Roadmap to the top of PartnerWorld via Competencies Leverage registered membership and/or earned benefits Build skills required by competency STEP 1 Start Competency Level Achievement Requirements Skills (choice)Sales SuccessResources Certs Sales/TechSolution HW, SW, Services Sales/Tech Expert### $$$### Specialist## $$## Authorized##N/A#

© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support Competency Level Intelligence & Operations Achievement Requirements SkillResourcesRevenue Small Revenue Medium Revenue Large Certs Sales/tech Sales/Tech Expert 7 (min 3 sales / 4 technical at least 2 exams Deployment Professionals 4 (min 3 sales / 4 technical) TBD** Specialist 2 (min 2 sales 2 technical) 2 (min 2 sales / 2 technical) TBD** Proposed Security Competencies Security Intelligence (QRadar), to be published June 2016 Sales: IBM Security Sales Professional V4 IBM Certified Solution Advisor – Security Intelligence V1 IBM Security Intelligence Sales Professional Technical: IBM Certified Associate QRadar SIEM V7.2.4 – three of these or higher (below) required for Specialist IBM Certified Associate QRadar SIEM V7.2.4 At least four of the below are needed for expert level out of the 4 minimum technical for Expert: IBM Certified Deployment Professional QRadar SIEM V7.2.1 IBM Certified Deployment Professional QRadar QVM V7.2.1 ** Revenue clip levels to be analyzed for all markets Draft

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© 2016 IBM Corporation IBM Security Systems – Technical Sales & Solution Support IBM Security systems Business Partner Mailbox Questions? Technical: 15