Special Feature

IBM Partner Programme redefines the Security Landscape

In its journey in the Cybersecurity market, IBM is building up its Partner Programme to stand out from its competitors. The strength of the IBM Partner Programme is resulting in a consistent increase in partner participation for IBM.

Cybercrime is 21st century’s organized crime. 80% of cyber-attacks are driven by highly organized crime rings in which data, tools and expertise are widely shared. It is estimated that cybercrime will cost the global economy more than $2 trillion by 2021 and represents what could be the greatest threat to every company in the world. The recently released IBM-Ponemon Institute study reveals that nearly 79 per cent of Indian firms do not have a computer security incident response plan (CSIRP) in place that is applied consistently across operations. The threat scenario shows a significant rise in both the number and sophistication of breaches in this year’s report, which is alarming as it continues to rise in India.

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“IBM is leading the journey towards AI and Intelligent Automation in Cybersecurity. We foresee both being a key priority for not just CISOs but the entire C-Suite in 2019. Enterprises are looking at driving service agility and resilience in their digital business along with data-driven security intelligence which can help them be prepared for any unforeseen threats.”

Vaidyanathan Iyer
Security Software Leader
IBM India South/Asia.

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The leaders at IBM realize that the market is maturing very fast and the needs are multiplying and good opportunities are available in the plenty. IBM already possesses the technology and the expertise required to have an impact in the market. They believe that their partners will play a crucial role in executing the same.

“Our plans include expanding and providing additional outcome driven solutions to our large clients, help in adoption of cybersecurity for the startups help move the information security paradigm to the next level in mid-level organizations to support their business strategy. We have simplified our portfolio to help clients in three strategic areas, strategy and risk, Threat Management/Intelligence and Digital Trust. Further, we are focused on top security needs we hear from our customers around advanced threats, cloud security, mobile and IoT, compliance mandates and addressing the skills shortage in the security space. We are already the largest security provider to the enterprises in India, and we aim to strengthen this position as we drive our security strategy in 2019,” says VaidyanathanIyer, Security Software Leader, IBM India South/Asia.

If one were to take a look at IBM’s partner data for the last year, one would find that IBM’s partners have doubled their number of Specialist and Expert Competencies in IBM technology, and many have embraced new ways of doing business by going to market through third-party marketplaces, embedded solutions, and software-as-a-service models. In addition to that, IBM has seen significant momentum in the number of partners building their skills and selling solutions in strategic areas like IBM Security, Cloud, IoT and Watson AI.

Perhaps, it is the fact that IBM makes it a point to regularly invest in skilling for their partners, that it has partners choose to approach IBM over its competitors. IBM’s partner programs like IBM Business Partner Connect, My PartnerWorld, Software Deal Registration, Managed Services Security Provider program are some examples of IBM’s strategies to make the development of their partners a priority.

When asked about what kind of partners IBM is looking for, Iyer said, “We are recruiting security partners across our various security portfolios. We are looking for partners who have reach and scalability. They should have different practice, different service offerings, etc. Further, the focus will be on growth markets specifically Tier 2 cities for the regional partners. Every key tier 2 city will have regional focus partners.”

IBM Partner Programmes

  • IBM Business Partner Connect is a first of its kind Watson AI-powered engine designed to help partners tap into our global ecosystem to collaborate on client opportunities, develop new business and bring innovative solutions to market. It uses Watson to enable partners with complementary capabilities to find each other, get to market faster and sell more together.
  • My PartnerWorldis designed to offer a personalizedonboarding and enablement experience, allowing Business Partners to manage their PartnerWorld tools and shortcuts in one place, including My Sales Activity (MySA), thePartnerWorld Console, Co-Marketing Center and Business Partner Connect platform.
  • New Software Deal Registration gives Business Partners priority access to special bid pricing and is designed to reduce conflict between partners while improving financial outcomes. This is part of IBM’s ongoing transformation efforts started in January 2018 to improve partners’ experience and profitability, including projects around channel pricing, incentives and streamlined resale authorization.
  • IBM continues to support its partners’transformation journey with enhancements around new routes to market and business models. For partners embedding IBM’s technology into their solutions, IBM has launched an ESA Co-Marketing offering.
  • A new Managed Services Security Provider program (MSSP) will help the partners build Security practices and deliver solutions in either an embedded or reseller model. IBM has also introduced a Know Your IBM Security Sales Incentive which provides reloadable IBM Rewards debit cards to partners who sell new Security licenses and SaaS.

IBM Security Solutions Place Itself Above the Rest

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“IBM Channel Program is highly rewarding in comparison with the other industry players. It is very highly process driven and highly compliance oriented. This unbiased process driven approach gives a comfort of timely disbursements of rebates.”

Anand V,
CEO
Raksha Technologies

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As a partner what is your opinion about IBM Security?

Unlike the general understanding about IBM being considered as a security organization, we clearly understand that IBM is a leading enterprise security player. IBM security solutions place itself above the rest to take actionable intelligence while handling any security incidents. IBM Security helps clients to create a security immune system to mitigate the modern security threats.

What are the USPs of IBM Security?

According to us, we think the Brand IBM has a very big advantage which translates Trust. Trust is the key element when it comes to Security.Also, IBM X-Force Exchange which is backed by a big team of experts is a key element of success. The ability to address security threats and create immune system across Mobile, Network, Cloud Infra and having abilities to provide Advance Fraud Detection, Data Protection, Identity & Access Management and Threat Intelligence are the key components.

How do you integrate IBM Security solutions within your products?

Since Raksha has a legacy of providing security solutions to the Enterprises for the past 19 years and an authorized solution providers for various security brands, we understand only a connected approach to security will help mitigate threats and achieve compliance requirements. We find IBM Security and QRadar has extensive capabilities to connect with various log sources spanning across all the platforms, backed by IBM  X- Force  for Threat Feeds and Watson empowering security analysts to drive consistent, context-rich investigations with increased analyst efficiency helps our clients with improved security posture.

IBM has pioneered the use of AI and Deep Learning in Cyber Security

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“IBM Channel program is a well thought out program that enables variety of channel partners with diverse skills to go out to customers and sell solutions. The program not only helps enable partner’s technical and sales teams via training & certifications in articulating the value proposition to the prospects and clients effectively while providing marketing support in the form of joint events, EDM, Digital Marketing and theme based workshops etc.”

Alok Gupta,
Founder & CEO,
Pyramid Cyber Security & Forensic (P) Ltd.

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As a partner what is your opinion about IBM Security?

IBM Security has a comprehensive suite of cyber security products that range from end point protection right up to the cloud security. IBM Security solutions have been designed keeping proactive and predictive protection in mind with strong emphasis on analytics.

IBM security is a leading security brand that offers a holistic solution suite which can effectively deal with modern threats and attack vectors which ultimately provides assurance and peace of mind to a CIO/CISO.As a partner we are excited to take IBM Security Solution offerings to our prospects and customers.

What are the USPs of IBM Security?

There are several USP’s of IBM Security. First and foremost the products and solutions are designed to address not only today’s threats, issues and problems but making an organisation ready to deal with threats of tomorrow. IBM has pioneered the use AI and deep learning in Cyber Security and their cognitive vision helps them deliver cutting edge solutions to the clients.

The products are robust, highly scalable and intuitive for easy adoption and that’s the reason they are in the top of the leadership quadrants and come out winners in several tech reviews and applauded by customer in their testimonials.

How do you integrate IBM Security solutions within your products?

Both Pyramid products (Valid8Pro MFA and Qvach SOC) are built on modern architecture and uses latest software technologies & techniques which integrates seamlessly with IBM Qradar, Resilient, i2 and Trusteer etc. using API’s, connectors and scripts. This integration enables log sources, data flows and interfaces to be available to the users in a unified manner without shuffling between islands of applications.

IBM security solutions are industry leader in their space.

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“Being a part of the IBM Channel Program gives us access to right level of support, training and partner enablement and it helps us to increase business and revenue by joint branding activities.”

Rishikesh Kamat,
Vice President-Products & Services
Netmagic

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As a partner what is your opinion about IBM Security?

IBM security provides comprehensive security solution under one single platform which helps to build security from deploying straight log management/SIEM solution to take security maturity at next level by deploying Next gen tools like SOAR, UEBA, Watson etc.

What is the USP of IBM Security?

  • IBM security solutions are industry leader in their space.
  • Easy integration available with other IBM security solutions
  • Easily accessible content through community, other market place helps to work with subscribed technologies

How do you integrate IBM Security solutions within your products?

We are offering 20+ security services to customers including QRadar in MSSP model. Through SIEM solution powered on IBM individual critical technologies can be integrated with platform which in turn helps to enhance overall customer security posture.

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