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2/14/2011 1 <Insert Picture Here> Profiting from Oracle IDM Security Benjamin Mah Director, Business Development Identity Management & Security – Asia Pacific Success!

iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Page 1: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

2/14/2011

1

<Insert Picture Here>

Profiting from Oracle IDM Security

Benjamin MahDirector, Business DevelopmentIdentity Management & Security – Asia Pacific

Success!

Page 2: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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2

What Does IDM Stand For?

I

• Industry Leader: Oracle and Sun integration combines two industry leaders and FY11 will see a major IDM 11g release

Page 3: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Leader in Magic Quadrants

Magic Quadrant Disclaimer: The Magic Quadrant is copyrighted by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

“Oracle moves to the head of the IAM suite vendors”- Roberta Witty & Earl Perkins, Sept. 11 2007 (Research G00151668)

User Provisioning, Sept 2009 User Provisioning, Sept 2010

Market Leader According To

Q1 2008 Q4 2009

Oracle reached the top of our evaluation through a combination of the breadth, depth, interoperability, and packaging of its IAM features alongside the strategy and current state of market execution on its application-centric identity vision.- The Forrester Wave: Identity And Access Management, Q1 2008

Page 4: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Burton Group - Vendor Momentum

Burton Group's Assessment of Vendor Momentum in the IdM Market,

2007

“Oracle is currently the IdM vendor to beat”- VantagePoint 2007: Identity and Privacy Trends in Enterprise IT

Strongest Vendor According To

“Oracle continues to increase in mindshare while broadening its IdM portfolio.”

- VantagePoint 2008: Identity and Privacy Trends in Enterprise IT

Page 5: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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5

What Does IDM Stand For?

D

• Differentiate and Dominate: Complete, end-to-end Oracle Security solution spanning IDM and DB Security products strengthens our positioning and delivers further value to customers and Oracle

Oracle Fusion Middleware

Infrastructure & Management

Database

Middleware

Applications

Page 6: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Oracle Fusion Middleware Industry Leaders Rely on Oracle Fusion Middleware

Aero & DefenseAero & Defense

12 of Top 1212 of Top 12

ChemicalsChemicals

11 of Top 1111 of Top 11

CommunicationsCommunications

20 of Top 2020 of Top 20

AutomotiveAutomotive

20 of Top 2020 of Top 20

Consumer Consumer ProductsProducts

15 of Top 1515 of Top 15

Education & Res.Education & Res.

10 of Top 10 10 of Top 10 Academic UniversitiesAcademic Universities

Financial ServicesFinancial Services

93 of Top 10093 of Top 100

HealthcareHealthcare

25 of Top 2525 of Top 25

Eng. & Eng. & ConstructionConstruction

8 of Top 108 of Top 10

High TechnologyHigh Technology

36 of Top 4036 of Top 40

Results based on Global Fortune 500 list

Oracle Fusion Middleware Industry Leaders Rely on Oracle Fusion Middleware

Industrial MfgIndustrial Mfg

10 of Top 1010 of Top 10

Media/EntertainmeMedia/Entertainmentnt

11 of Top 1111 of Top 11

Natural Natural ResourcesResources

9 of Top 109 of Top 10

Life SciencesLife Sciences

12 of Top 1212 of Top 12

Oil & GasOil & Gas

17 of Top 2017 of Top 20

RetailRetail

37 of Top 4037 of Top 40

Travel & Travel & TransportTransport

20 of Top 2020 of Top 20

Public SectorPublic Sector

1500+ 1500+ OrganizationsOrganizations

UtilitiesUtilities

18 of Top 1918 of Top 19

Professional SvcsProfessional Svcs

5 of Top 55 of Top 5

Results based on Global Fortune 500 list

Page 7: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Dow Jones 30

Fortune 100

29

98

Global Customers90,000

Best of Breed MiddlewareThe Leader in Middleware - The World’s Leading Companies

Oracle Fusion MiddlewareUnrivaled Java Developer & Enterprise Architect Community

• 20,000+ Fusion Middleware Downloads Per Week

• 1.2 Million Members of Community!

• 100 million OTNpage views in FY09

Total C

ommunity M

embers

Page 8: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Financial ServicesFinancial Services Health SciencesHealth Sciences ManufacturingManufacturing Utilities/EnergyUtilities/Energy CommunicationsCommunications

HorizontalHorizontalIdentity Identity

ManagementManagementEducationEducation GovernmentGovernment RetailRetail

Oracle Fusion MiddlewareIndustry Leadership with ISVs

5,000+ ISVs Support 5,000+ ISVs Support 5,000+ ISVs Support 5,000+ ISVs Support Oracle Fusion Oracle Fusion MiddlewareMiddleware

Identity Management Customers

Financial Services

Manufacturing & Technology

Public Sector

Transportation & Services

Telecommunication

Retail

Page 9: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Real Life Total Economic Impact

• Reduced calls to helpdesk for password reset from 85% to 15%

• $750,000 annual savings for helpdesk

• Completed access integration across >1,000 applications within 2 weeks of a major acquisition

• Reduced user on-boarding time from three to four weeks to 3 days

• Removed > 20,000 rogue & orphaned accounts

• Reduced on-boarding time from 26 hours to 30 minutes for 34,000 + student body

• Reduced administrative effort by 90% (5 FTE to ½ FTE) & help desk calls by 40%

What Does IDM Stand For?

M

• Momentum: IDM business has experienced consistent growth, growing customer adoption, strengthened partner landscape. It’s the right time to be selling IDM!

Page 10: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Show me the money

What Does IDM Stand For?

I

• Industry Leader: Oracle and Sun integration combines two industry leaders and FY11 will see a major IDM 11g release

D

• Differentiate and Dominate: Complete, end-to-end Oracle Security solution spanning IDM and DB Security products strengthens our positioning and delivers further value to customers and Oracle

M

• Momentum: IDM business has experienced consistent growth, growing customer adoption, strengthened partner landscape. It’s the right time to be selling IDM!

Page 11: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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<Insert Picture Here>

Business Drivers and Positioning

Benjamin MahDirector, Business DevelopmentIdentity Management & Security – Asia Pacific

Cloud Computing Data Centers Virtualization

• VM Sprawl

• Lack of Control & Visibility

• Sophisticated Security Threats

• Unauthorized Access

• Privileged User Access

• Data breaches

A New Era of Information RisksModern IT Trends

Page 12: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Economic & Threat Chaos

More & Stricter Regulations

Customer Centricity

Business Drivers

Cost Savings

• Business Users• “I want a more Simplified, Consistent and Personalized “Anytime,

Anywhere” access to do my job

• “Single username and password ONLY please”

• “What if I forget my password?”

• We need the system to protect our customers from getting their identities stolen and protect their privacy”

Heard These Questions Before?

Business Users

Info Security

and Audit

• Information Security and Audit• “Does this help us in our compliance efforts with ISO27001,

ISO27002, AS/BS7799, PCI……? How about these encryption and hashing algorithms…”

• “This is too risky. We need stronger authentication.”• “Does this provide reports on Who Has (And Had) Access To

What?”

• IT Personnel• “We need a simple and automated way to create users and

manage their profiles”• “Our users and their passwords are everywhere. We have AD,

Sun LDAP, Databases, you name it”• “Sometimes our partners or corporate customers need access to

this, and we have no idea who they are”• “Does this have Single Sign-On?... With the Cloud?”

IT Personnel

Page 13: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Oracle End to End IDM Solution Positioning

Oracle helps you simplify, unify and secure new business challenges [what we do]

by helping you focus on customers, manage and measure complex risk,,

drive regulatory compliance and simplify security processes and across your business. [How we do it]

EXTEND BUSINESS

OUTREACH

BY

Audience:

• CIO

• CTO

• IT Strategy

• Enterprise Architects

OPTIMISE CORPORATE

IDENTITY OPERATIONS

Optimize operational

efficiency with flexible

deployment solutions for

successful security

Management.

• self-service, delegated administration

MANAGING RISK AND

COMPLIANCE

• Centralized Policy Management & Reporting

• SoD, User Access Re-certification

• Risk-Based Extranet

• Entitlements Management

Audience:

• CFOs / CSOs …

• Internal Auditors

• External Auditors

Audience:

• IT Operations Head

• System Administrators

• …

SIMPLIFY SECURITY

Audience:

• CEOs / CIOs

• Business Unit Heads

•…

© 2010 Oracle Corporation – Internal Proprietary and Confidential

Extending outreach

via:

a) Social Media

b) Corporate &

Partners

Automate and standardize

core Identity Management

within business processes to

enable business agility and

system rationalization.

Products:

•Oracle Identity Manager

•Oracle Enterprise Single Sign-

On

•Oracle Entitlement Manager

•Oracle Access Manager

Products:

• Oracle Adaptive Access

• Oracle Identity Manager

• Oracle Identity Analytics

• Oracle Entitlement

Manager

•Oracle Information Rights

Management

Products:

•Oracle Directory Plus

•Oracle Virtual Directory

•…

Products:

• Oracle Access Manager

• Oracle Identity Federation

Extend Business OutreachIdentity Federation

Identity Federation is an act of exchange of identity information between two separate entities (domains).

Identity Domain is a self-contained system that manages a repository of identity information about its users.

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2

• The ASP business provides application hosting services to tens of

thousands of users that require secure user authentication and access

• Need a way to manage large user identity population and provide self

service capabilities for users

• Needed state of the art security for its hosted applications

Oracle Solution

• Oracle Access Manager allows Amdahl to

more efficiently deploy their ASP service,

allowing them to further scale operations.

•OAM now provides a strong security model

which helps them overcome potential

customer concerns of outsourcing critical

services in an ASP-hosted infrastructure over

the Internet.

Business Challenges

• Delegated administration capability gives

Amdahl customers the ability to manage their

users.

• SSO for customers even as the users

navigates through multiple areas

• Increased efficiency of its administrative

operations

Return On Investment

Case Study – FujitsuSSO

28

Case Study – Macquarie UniversityOIF & Google Apps

• Moving away from Sun JES Suite (Portal, Apps Server, Collaboration) to a new infrastructure as the old one was too inflexible, costly to manage and hard to extend

• Want to move towards Google Apps (Email, Calendar, etc.) to deliver

better collaboration tools for their students at a lower cost, while

requiring seamless and secure authentication experience

Oracle Solution

• Replaced Sun JES Suite with Oracle Portal as their Student Portal, protected by Oracle Single Sign-On and Oracle Internet Directory

• Deployed Oracle Identity Federation to

federate with Google to achieve cross-domain

single sign-on

Business Challenges

• Oracle Identity Federation provides improved end user experience for students while improving security

• Leveraging Oracle Internet Directory for high

availability and scalability

Return On Investment

Page 15: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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29

Managing and Measuring RiskIdentity & Access Governance

• Accelerated and Sustainable Compliance Automation

• Segregation of Duties, Access Certification, Closed-loop Compliance

• Actionable Dashboards & Comprehensive Analytics

• Optimized for Analysis, Mining, Correlation, Reporting on Identity, Access and Policy Data

SoD Monitoring

Role Governance

Access Certification

IdentityWarehouse

Dashboard and ReportsIdentity Data Sources

Identity Manager

Access Manager

30

Case Study – Express ScriptsAutomation of Identity Governance

• Express Scripts, Inc. is a pharmacy benefits management company that provides affordable prescription drugs to its clients and member base.

• The company needed to address the following issues: SoX, efficiencies, & help-desk volumes

• ESI had thousands of roles and only 10K employees

Oracle Solution

• OIA & Sun Identity Manager allowed them to reduce headcount substantially in security administration and IT security.

• ESI on-boards over 30% of their organization with Business Roles, which provision directly to the applications

Business Challenges

• RBAC will provide an efficient means of identifying, tracking, and managing who gets access to what, proper delegation, reporting, and resolution of potential issues – identifying a person’s systems access by their job function.

• IdM solution will ensure compliance by automating common tasks and workflows, thereby reducing the possibility of human error in the user access processes.

Return On Investment

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31

Device

Geography

Time

Activity

Secure Mutual Authentication

Risk-Based Authorization

• Real time fraud prevention

• “Auto Learning” behavior profiling

• Pattern and anomaly detection

Oracle Access Management Suite

Risk Scoring

Managing and Measuring RiskRisk-Based Access Control

32

• Comprehensive real-time fraud prevention and detection for multifactor authentication across all electronic channels including, Internet, Mobile Banking, IVR, ATM, POS was needed to deal with increasing cross channel fraud

• Compliance with data security and privacy regulations

• Scalability regarding users/customers, channels and companies (countries)

needed to be ensure to accommodate the dynamic nature of EFG Eurobank

Group

Oracle Solution

• OAAM has been purchased in February 2010

• Oracle Adaptive Access Manager to be

implemented in 7 countries namely Bulgaria,

Romania and Serbia, Poland, Turkey, Ukraine and

Cyprus.

• 400, 000 external users are managed by OAAM

• Project won against key competitor IBM who

partnered with Actimize to complete their lack of

product portfolio.

• EFG will be the first Multichannel project of OAAM in EE&CIS to be implemented in heterogeneous e-Banking systems like FlexCube@ (Oracle based) and ESB (IBM based).

• The implementation is scheduled in 2010

• Local partner Singular Logic alongside with Integral (US) will implement. Oracle Consulting is taking over the project

management role

• OAAM will bring the banks Security polices into production based on payment channel oriented rules. This will ensure

customers reputation for secure multi-channel banking and will avoid costs based on real-time fraud prevention and

detection.

Return On Investment

Case Study – EFG Eurobank Secure Multi-Channel Banking

Business Challenges

Page 17: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Secure Content with Information Rights MangementManage Information Beyond Your Firewall

E-Mail Archives

Physical Content

Database

File Servers

Enterprise Applications

Legacy Applications

Use case: Renault F1

Renault F1 sought to protect its technological specifications against competitive espionage. Oracle IRM is delivering:

• Secure access to documents for partners, suppliers and manufacturers

• The ability to revoke users’ rights

• Remote access to data for track-side technicians

• Centrally managed access rights across the globe

• All applications directly store files within the central repository

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35

• Automate Provisioning / Deprovisioning

• Role Management

• Identify orphaned accounts

• Report on “Who has access to what”

• Self-service requests

Simplify and Automate SecurityIdentity Administration

HR System ApprovalWorkflows

Employee Joins / Departs

Applications

GRANT

REVOKE

GRANT

REVOKE

GRANT

REVOKE

Oracle Identity Manager

3

Case Study – Royal Bank of Scotland 100% Reduction in Unauthorized Privileges

• Access management for globally distributed, multi-brand, 140,000+

workforce is manual, distributed, and non-standardized

• No one reliable source for “who has access to what”

• Poor identity and role data to enable automation

Oracle Solution

• Implemented OIM and ORM as enterprise

identity management platform

• Implemented automated provisioning and continuous reconciliation to secure critical infrastructure applications

• Replaced legacy role management system and added delegated admin and workflow capabilities

Business Challenges

• Lower costs and improved the speed of

meeting compliance and internal audit

mandates

• 100% reduction in unauthorized privileges, 90% reduction in exceptions and 90% reduction in roles and groups

• Standardized and remove duplicate processes and systems

Return On Investment

Page 19: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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3737

LDAP

Active Directory

LDAPSilos

App A

App B

OracleVirtualDirectory

Databases

Optimize Identity OperationsCentralize Identity Data

• Virtual consolidated view of identity silos

• Real-time identity data integration

• Accelerated applications deployment

• Eases pain of directory consolidation

3

• Multiple passwords in different systems were stressing the

support staff

• It was impossible to meet compliance requirements with

passwords in different locations/systems

• Bank needed to maximize investment in Oracle application

platforms

Oracle Solution

• Deployed Oracle Internet Directory and

Directory Integration Platform to

synchronize with MS Active Directory

• Implemented OSSO, EUS and PAM

Authentication to OID

• EUS leveraged by Financials Discoverer,

DBA and ad-hoc client applications.

Business Challenges

• 80% decrease in help-desk calls on

DB and OS password questions

• Able to apply consistent security

policies regardless of systems

• Leveraging AD and WNA to provide

simpler and more productive

environment for end-users

Return On Investment

Case Study – AMTrust BankReduced Help-Desk Calls

Page 20: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Increasing Business Value

Enable Business Growth Increase ROI

��������

��������

��������

��������

$1,290,000 – IT help desk costs

$1,379,000 – Access audit & remediation

$ 562,000 – Security breach avoidance

$ 5,201,000 – Total Savings

$1,970,000 – User provisioning

Illustration: $15B firm with 50,000 users (Source: Forrester Research, 2008)

ROI Payback

212% 6 monthsIncrease Customer Confidence

Enable Business Agility

Securely Enable New Channels

The Most Complete & Integrated Suite

• Unified Install/Configuration

• New Web2.0 UI

• Common Policy Authz Models

• Common Auditing/Reporting

• BPEL-based Workflow

• Shared Services Architecture• Password Management

• Identity Administration

• Single Sign-On

• Strong Authentication

Page 21: iPartner Sales Training - Profiting from IDMProfiting from Oracle IDM Security Benjamin Mah Director, Business Development ... portfolio.” -VantagePoint 2008: ... Social Media b)

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Oracle End to End IDM Solution Positioning

Oracle helps you simplify, unify and secure new business challenges [what we do]

by helping you focus on customers, manage and measure complex risk,,

drive regulatory compliance and simplify security processes and across your business. [How we do it]

EXTEND BUSINESS

OUTREACH

BY

Audience:

• CIO

• CTO

• IT Strategy

• Enterprise Architects

OPTIMISE CORPORATE

IDENTITY OPERATIONS

Optimize operational efficiency

with flexible deployment

solutions for successful security

management

MANAGING RISK AND

COMPLIANCE

• Centralized Policy Management

• Centralized Reporting

• Risk-Based Extranet

• Entitlements Management

Audience:

• CFOs / CSOs …

• Internal Auditors

• External Auditors

Audience:

• IT Operations Head

• System Administrators

• …

SIMPLIFY SECURITY

Audience:

• CEOs / CIOs

• Business Unit Heads

•…

© 2010 Oracle Corporation – Internal Proprietary and Confidential

Leveraging on Social

Media e.g.

Facebook/Gmail

platform for

business extension

Automate and standardize core

Identity Management within

business processes to enable

business agility, system

rationalization and rapid

product introduction.

Products:

•Oracle Identity Manager

•Oracle Enterprise Single Sign-

On

•Oracle Entitlement Manager

•Oracle Access Manager

Products:

• Oracle Adaptive Access

• Oracle Identity Manager

• Oracle Identity Analytics

• Oracle Entitlement

Manager

•Oracle Information Rights

Management

Products:

•Oracle Directory Plus

•Oracle Virtual Directory

•…

Products:

• Oracle Access Manager

• Oracle Identity Federation

•…

Start CRANKING !

[email protected]