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© 2014 IBM Corporation
IBM Security Systems
Business Partner Resources and Accreditation
Updated June 2015
© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
SKILLS INITIATIVES
IBM SOFTWARE PRACTICE ACCELERATOR FOR SECURITY SYSTEMS
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© 2014 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
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution SupportExam Types and Availability
Types of Certification
Description Currency PartnerWorld Accreditation
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 annually Sales mastery exam = Sales CredentialTech 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 Product and Solution levels (see program guide for specifics)
Certified Associate Entry 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)
Certified Advanced Deployment Professional
An individual who has demonstrated a higher level of implementation knowledge and skill both in breadth and in depth in a specific area of IBM Security product solution areas.
Updated with significant product or solution changes
Technical Certification(SVP 1 point; PartnerWorld 3 points)
Required at Product and Solution levels (see program guide for specifics)
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security Systems Enablement Resources
IBM Partnerworld Security Product capability page IBM Security Systems Sales Kits and Resources IBM Security Technical Enablement portal – NEW!!!! IBM Sales Mastery Exams Technical Roadmaps page on developer works 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– Classes can be reimbursed under You-Pass-We-Pay – Include live delivery, as well as seven, Self-paced Virtual Classes on QRadar (2), Network Intrusion
(1), Identity Manager (1), Federated Identity Manager (1), Privileged Identity Manager (1), and Directory Integrator (1)
IBM Security Systems Practice Accelerator Page– Includes Enablement and Accreditation Initiatives
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Software Practice Accelerator for Security Systems
ISPA is an IBM Software Group cross-brand Business Partner enablement and accreditation program available to IBM Business Partners
Designed to:– accelerate Business Partner post-sales
implementation capacity development– acknowledge outstanding Business
Partner services delivery capabilities with IBM product/solutions
– drive incremental revenue for participating Business Partners and for IBM
Represents a significant investment for Business Partners and IBM to increase ecosystem skills
Security Practice Accelerator page
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Software Practice Accelerator Elements
ISPA Enablement element where Business Partner participants gain deep product implementation knowledge, skills, and best practices used by IBM Security Services
Goes beyond sales and fundamental technical product training and focuses on implementation, including Client Technical Professionals assigned to partners who have invested in IBM Security Systems implementation training.
Typically 3-10 business days in length, and may require product training pre-requisites not encompassed within ISPA.
Implementation Training
Deployment Experience
Accreditation7
© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Software Practice Accelerator for Security Systems
ISPA Deployment Experience allows Business Partner resources to build on their Implementation training foundation with project delivery experience needed to ultimately become self-sufficient.
SOW-based offerings provide framework for defining joint services delivery models appropriate for multiple scenarios. Mentoring and Shadowing offerings share objective of building Business Partner’s delivery capabilities and self–sufficiency through expert knowledge transfer.
Implementation Training
Deployment Experience
Accreditation8
© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Software Practice Accelerator for Security Systems
ISPA Accreditation element recognizes skilled implementation expertise in the marketplace and provides clients with increased confidence that Accredited Business Partners can successfully implement associated IBM product or solutions.
Accreditation is awarded by-product by-country, and attest to Business Partner having requisite number of: 1) certifications, and; 2) implementation
Bronze, Silver, Gold accreditation levels differentiated by respectively higher minimum thresholds for consultant certifications and validated implementations (re-evaluated every three months)
Implementation Training
Deployment Experience
Accreditation
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security Systems Deployment Accreditations Available
Product Accreditations
Available now:
– IBM Security Identity Manager
– IBM Federated Identity Manager
– IBM Security Access Manager for Web
– IBM Security Access Manager for Enterprise Single Sign-On
– IBM Security Access Manager for Mobile
– IBM Security Site Protector
– IBM QRadar SIEM
– IBM AppScan Standard Edition
– IBM AppScan Source Edition
– IBM Security Endpoint Manager
– IBM Security InfoSphere Guardium
– IBM Security Network Intrusion (XGS)
– IBM Security Privileged Identity Manager
Solution Accreditations
Available now:
IBM Security Mobility and Endpoint
– IBM Security Identity and Access Assurance
– IBM Security Threat Protection System
Under Discussion:– IBM Security Intelligence
– IBM Security Static and Dynamic Applications
Apply here for Accreditation
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© 2014 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 Clients– Printable certificate of Accreditation and a mark– Priority seating in live training events– Access to mentoring and coaching services at a reduced rate– 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– Lab Advocate, as resources permit– Shadowing of IBM engagements, availability permitting (BP pays travel,
engagement must be approved by IBM and customer).
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
Security Partners and the Value of AccreditationValue 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!
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
Find us on Social Media!
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© 2014 IBM Corporation
IBM Security Systems – Technical Sales & Solution Support
IBM Security systems Business Partner Mailbox
Questions?
Technical: [email protected]
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