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For Business Partner use only
IBM Software Group
© 2003 IBM Corporation
Competitive Update 2003Business Partner Version
IBM Software Group | Tivoli software
Tivoli Security Management Portfolio | IBM Internal Use Only | 04/19/23 © 2003 IBM Corporation3
Number 1 Sales Issue–Prospects are uneducated and confused by vendor-speak
Competitive Positioning
IBM offers the best product, viability, future fit and supportThere are nearly 20 vendors claiming they do provisioningTivoli Identity Manager (TIM) is the best-in-breed product
–Gartner gives top marksTivoli has the best sales and support capabilityTivoli 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 | 04/19/23 © 2003 IBM Corporation4
Competition (Attacking from Four Fronts)Systems
ManagementSystems
ManagementIdentity
ManagementIdentity
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.
GoalGoal
DynamicsDynamics
Threat to Tivoli
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
OperationalSecurity
Platform Architectures
IBM Software Group | Tivoli software
Tivoli Security Management Portfolio | IBM Internal Use Only | 04/19/23 © 2003 IBM Corporation5
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 | 04/19/23 © 2003 IBM Corporation6
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 | 04/19/23 © 2003 IBM Corporation7
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 | 04/19/23 © 2003 IBM Corporation8
Tivoli Sales Tools – Demonstrating Tivoli ValueTivoli ROI Program Office: [email protected] Gartner Provisioning Selection Tool
http://w3-3.ibm.com/software/sales/saletool.nsf/salestools/Tivoli+software$VCfeature01_13_03
For Business Partner use only
IBM Software Group
© 2003 IBM Corporation
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