Tivoli Security Neel Kamal – 1

1
Tivoli Security
Neel Kamal – [email protected]
Charismatic Products and Companies
IBM Internal & BP Use Only
Charisma of Tivoli Security
Tivoli Security
IBM Internal & BP Use Only
Agenda
Market and Customer Challenges
Solution Overview
Target Customer / Buyer Segments
Success Stories
Competition Overview
IBM Internal & BP Use Only
Tivoli Security Focus Areas
Trusting
Identities
Managing
Access
Securing
Services
Protecting
Data
IBM
Payroll
Customers, partners,
employees (known)
IBM is #1 in this space
E
RC
O
F
Y
EN LIC
PO
Online banking
Loan
applications
Retail sales
Inventory
Manage those you know.
IBM Internal & BP Use Only
HCR
U6
IBM
Tivoli Security Focus Areas
Trusting
Identities
Managing
Access
Securing
Services
Protecting
Data
IBM
Payroll
Customers, partners,
employees (known)
E
RC
O
F
Y
EN LIC
PO
IBM is #1 in this space
Online banking
Loan
applications
Retail sales
Criminals, competitors,
hackers (unknown)
Inventory
IBM is #1 in this space
Manage those you know.
Protect against those you don’t.
IBM Internal & BP Use Only
HCR
U6
IBM
Tivoli Security Focus Areas
Trusting
Identities
Managing
Access
Securing
Services
Protecting
Data
IBM
Payroll
Customers, partners,
employees (known)
E
RC
O
F
Y
EN LIC
PO
Online banking
Loan
applications
IBM is #1 in this space
Retail sales
Criminals, competitors,
hackers (unknown)
Inventory
IBM is #1 in this space
Manage those you know.
Protect against those you don’t.
COMPLIANCE
Prove that you’re in control.
IBM Internal & BP Use Only
HCR
U6
IBM
Tivoli Security Focus Areas
IBM Internal & BP Use Only
Key Security Business Drivers
Lower IT Costs (While Enabling Innovation)
Address Rising Incidents
More than 12
incidents
20%
Less than 3
10%
Between 3 and 12
70%
Source: Customer Interviews
Source: IBM; IT Policy Compliance Group
Manage Insider Threat
Demonstrate Compliance
Internal attacks cost 6% of gross
annual revenue or $9 per employee
per day.
Sources: Forrester research, IdM Trends 2006;
USSS/CERT Insider Threat Survey 2005/6;
CSI/FBI Survey, 2005; National Fraud Survey;
CERT, various documents.
Example: Need to Meet the Requirements
of the PCI “Digital Dozen”
IBM Internal & BP Use Only
The IBM Security Opportunity is Significant
and Growing
200
Worldwide Security Products and Services
Revenue, 2006-2009 ($B)
CAGR (%):
140
120
100
80
60
40
20
0
Total (11.5%)
175.3
180
160
158.0
142.2
42.3
126.3
39
35
43
2006
47.6
48.3
52.3
32.7
28
23.8
Physical Security
Managed services and
systems integration
103.5 (9.5%)
94.6
86.6
78
24.5
45.9
63.4
55.6
57.6
Physical Security
Equipment, Software,
Appliances (10.2%)
37.9
IT Security
Services (17.1%)
71.8
27.6
30.7
33.9
2007
2008
2009
IT Security Hardware,
Software, Appliances
(12%)
• Security represents a
large and fast growing
opportunity
• Strong leadership in
Identity and Access
Management (IAM),
Application Security
and Intrusion
Prevention Systems
(IPS)
Source: IDC, Dec 2007 -- Worldwide IT Security Software, Hardware, and Services 2006-2010 Forecast : The Big Picture.
Source: Lehman Brothers, Nov 2007 – Security Industry Annual.
(Physical Security segments tracked by Lehman Bros but not included: guarding, armored transportation
equipment and services, doors and fences, intelligence & investigation services)
IBM Internal & BP Use Only
Agenda
Market and Customer Challenges
Solution Overview
Target Customer / Buyer Segments
Success Stories
Competition Overview
IBM Internal & BP Use Only
IBM Security Solutions Portfolio Delivers
Comprehensive Security Risk & Compliance
Management
The only security vendor in the market
with an end-to-end framework and solution
coverage from both the business and IT
security perspectives
15,000 researchers, developers and SMEs
on security initiatives
3,000+ security & risk management
patents
200+ security customer references and
50+ published case studies
Managing over 10 billion security events
per day for over 3,700 clients
40+ years of proven success securing the
zSeries environment
$1.5 Billion security spend in 2008
IBM Internal & BP Use Only
Why being comprehensive is that such a big deal !!
Reduce cost by reusing infrastructure
Convenience in getting support as needed.
Note: 1800 IBM Help – world class support
Bundle Pricing and discounts
We know the destination!!
Note: We have everything you need to get their safely and quickly
IBM Internal & BP Use Only
The business
Visibility
Control
Automation
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Automation
Compliance /
Governance
Enable innovation
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Automation
Compliance /
Governance
Enable innovation
people
Employees and admins
Customers and
Bus. partners
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Automation
Compliance /
Governance
Enable innovation
people
Customers and
Bus. partners
Employees and admins
Data
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Automation
Compliance /
Governance
Enable innovation
people
Customers and
Bus. partners
Employees and admins
Data
CRM
Application
ERP
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Automation
Compliance /
Governance
Enable innovation
people
Customers and
Bus. partners
Employees and admins
Data
CRM
Application
ERP
infrastructure
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Compliance /
Governance
Automation
Enable innovation
mitigate
assess
manage
people
Customers and
Bus. partners
Employees and admins
Data
CRM
Application
ERP
infrastructure
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Compliance /
Governance
Automation
Enable innovation
mitigate
assess
manage
people
Customers and
Bus. partners
Employees and admins
Cyber security
hackers
Data
Application
development
CRM
Application
ERP
cloud
infrastructure
IBM Internal & BP Use Only
Manage Risks
Reduce Cost
The business
Visibility
Control
Compliance /
Governance
Automation
Enable innovation
mitigate
assess
manage
people
Customers and
Bus. partners
Employees and admins
Cyber security
hackers
Data
Application
development
CRM
Application
ERP
cloud
infrastructure
IBM Internal & BP Use Only
Agenda
Market and Customer Challenges
Solution Overview
Target Customer / Buyer Segments
Success Stories
Competition Overview
IBM Internal & BP Use Only
To successfully sell security, you must include
the right stakeholders during the sales cycle:
LOB owners
SOA/App Architects
Application/Db Authorization
Security Admin
Network / Operations
Identity and
Access Management
Federation
Web Security
User Account
Provisioning
Key
Management
Compliance
Threat Mitigation
(The solution categories shown typically move right over time – (For ex. - Federation and Web Security both started more in
the “SOA/Application Architects” domain))
IBM Internal & BP Use Only
Agenda
Market and Customer Challenges
Solution Overview
Target Customer / Buyer Segments
Success Stories
Competition Overview
IBM Internal & BP Use Only
Major Grocery Business Adopts ISS Technology Across Its Retail Locations to Achieve PCI Compliance
Industry: Retail / Distribution
Food Lion : one of the largest supermarket chains in the United States, operating 1,300 supermarkets
TSV: $1.2 million
Client Challenge
1300 Retail Stores upgraded to use New Internet Technologies
Had to Remain PCI Compliant
Concerned about Internet Threats to the store networks.
Client wanted an inexpensive design.
IBM Response
ISS sales team positioned the IBM Proventia Network MFS (MX1004) as the device of choice for Food Lion.
The ISS sales team engaged the MFS product team and was able to beat rival CISCO for the business.
IBM Solution
IBM Proventia Network Multi-Function Security (MFS) - 1385 units
IBM Internal & BP Use Only
IBM ISS helps Shearman & Sterling, LLP secure its network and data within 20 days.
Industry: Legal
TCV: $330,000 - New IBM security white space client!
Client challenge
– When a key security employee unexpectedly left the company, the client needed to act quickly to secure its highly
private and global business data.
– The organization’s network was exposed, requiring immediate support
– Client needed an immediate solution to monitor and manage these devices.
IBM Response
– On Site Executive Discussion.
– Once the employee left – IBM responded immediately to have the solution in place
– This deal closed in its entirety in only 20 days,
•
•
•
including a targeted review of IBM offerings
a thorough scoping of the client requirements
identification of necessary solutions and final receipt of the signed contract.
IBM Security Solution
Contract to monitor and manage Cisco products: (8) firewalls and (2) IPS devices.
Monitor’s Globally in Hong Knong, Bejing, the UK, and the US
IBM Internal & BP Use Only
Tivoli Security – Sales Success Stories
IBM Internal & BP Use Only
Tivoli Security – Sales
Success Stories
ty
uri
ec in
S
i
l
ivo ilable
T
of ava
t
e
s ires Kits
l
l
Fu inW ales
S
W
IBM Internal & BP Use Only
IBM Security Solutions Combined Portfolio: Sum is
Greater Than its Parts
Wave: ISS Managed Security Services
Leader
Wave: User Account Provisioning and Enterprise Security
Information Management
Leader
MQ: ISS Network Security, Firewalls and Managed Services
Leader
MQ: Web Access Management
Leader
MQ: Security Information & Event Management
MQ: User Provisioning ( TIM )
Challenger
Leader
#1
Marketshare: Web Access Management, Worldwide,
( FIM, TAM )
Ranked #1
#1
Marketshare : Application Security Vulnerability Scanning,
Ranked #1
#1
ISS Managed Security Services and Vulnerability Assessment
Ranked #1
#1
Identity Management ( TIM , TAM, FIM, TDI, TDS)
Ranked #1
#1
Marketshare: Identity and Access Management
Ranked #1
#1
Marketshare: Application Vulnerability Assessment
(Rational AppScan)
Ranked #1
#1
Intrusion Prevention System
Ranked #1
( Rational AppScan )
IBM Internal & BP Use Only
Why IBM? - Analysts recognize IBM leadership
Gartner Leadership
IDC Market Share Leadership
– Web Access Management Magic
Quadrant (November 2009)
– User Provisioning Magic Quadrant
(September 2009)
– Enterprise Single Sign-On Marketscope
– Strong Positive (September 2009)
– Security Information & Event
Management Magic Quadrant (May
2009)
– Managed Security Services Providers,
North America Magic Quadrant (April
2009)
Forrester Leadership
– Managed Security Services Market
Overview (January 2010)
– Identity & Access Management Wave
(November 2009)
– Information Security and IT Risk
Consulting Wave (March 2009)
FOR IBM INTERNAL AND BP USE ONLY
– #1 Identity & Access Management
(2009)
– #1 Application Vulnerability Assessment
(2009)
– #1 Vulnerability Assessment (2009)
– #1 Intrusion Prevention Systems (IPS)
Market Leader for $100,000+ Systems
(2009)
Frost & Sullivan Leadership
– Managed Security Services (2009)
– Latin American Managed Security
Services Market Study (2009)
– North American Network Security
Infrastructure Protection Company of
the Year (2009)
– North American Video Surveillance
Software Developer Company of the
Year (2009)
EMA Leadership
– Website Vulnerability Assessment
Value Leader (2009)
IBM Internal & BP Use Only
Agenda
Market and Customer Challenges
Solution Overview
Target Customer / Buyer Segments
Success Stories
Competition Overview
IBM Internal & BP Use Only
Competitive Landscape
http://ciportal.tivlab.austin.ibm.com
IBM Internal & BP Use Only
IAM Competitive Landscape
IBM Internal & BP Use Only
Questions?
IBM Internal & BP Use Only
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36
BACKUP SLIDES
IBM Internal & BP Use Only
37
IBM Network Intrusion Prevention System
Protecting the network ahead of the threat
Features:
Benefits:
Modular product architecture drives
security convergence by adding
entirely new modules of protection as
threats evolve; from worms to botnets
to data security to Web applications,
Proventia® Network IPS delivers the
protection demanded for business
continuity, data security & compliance.
With a variety of models and solutions
ranging in speeds from 10 Mbps to 40
Gbps, Proventia Network IPS offers a
model sized specifically for clients’
differing needs, from remote office
deployments to core network
applications.
Stops threats before impact without
sacrificing high-speed network
performance.
Protects networks, servers, desktops
and revenue-generating applications
from malicious threats.
Evolves with network security needs to
reduce the cost of managing dozens of
different point products.
Flexible management options address
each client’s unique needs.
Why IBM?
Delivers pre-emptive protection backed by the IBM Internet Security
Systems™ X-Force® research and development team
Preserves network performance and availability
Offers ease of installation, configuration and management
IBM Internal & BP Use Only
38
IBM Management SiteProtector System
Enhancing the effectiveness of security operations through a central point of
management
Features :
Benefits :
Offers a centralized interface to
control and manage diverse
network and host security devices
Incorporates advanced event
analytics and flexible,
customizable reporting
Integrates within existing systems
and expands to support additional
types and functions of security
offerings
Helps reduce the costs and
complexity of security management
Enables you to better understand
and communicate your enterprisewide security posture of risk
Leverages existing investments
and skill sets while easing
deployment of additional
capabilities
Why IBM?
Provides single management tool that supports broad range of security products and
allows cost-effective incremental growth
Incorporates time-tested IBM practices and methods as well as industry-leading research
from the X-Force team
IBM Internal & BP Use Only
39
IBM Proventia server protection
IBM ISS Threat Mitigation Services – endpoint system protection – server
protection
Features:
Benefits:
An intrusion prevention system
that utilizes multiple layers of
defense
IBM Virtual Patch® technology,
buffer overflow exploit prevention
(BOEP), application black and
white listing and the ability to
inspect secure Web transactions
before they’re delivered to the
Web application
A firewall to help decrease
exposure to malicious activity
Combines multiple inspection
technologies to offer superior
protection at the deepest network
levels
Helps ensure data confidentiality
and ease regulatory compliance
through extensive monitoring
Aids in reducing cost and
complexity through centralized
security management and
extensive support for multiple
operating systems
Why IBM?
Backed by IBM ISS X-Force® research and development team
Supported by IBM Managed Protection Services (MPS)
IBM Internal & BP Use Only
40
IBM Proventia Virtual Server Security for VMware
Helps customers to be more cost-effective, compliant and secure by delivering
integrated and optimized security for virtual data centers
Features:
Benefits:
Intrusion prevention and Firewall
Automatic VM discovery
VM rootkit detection and
Inter-VM traffic analysis
Virtual infrastructure auditing and
reporting
Virtual network access control
IBM Virtual Patch® technology
Enforces dynamic security wherever
virtual machines (VMs) are deployed
Helps to accelerate and simplify your
Payment Card Industry Data Security
Standard (PCI DSS) audit, and achieve
compliance with security and reporting
functionality customized for the virtual
infrastructure
Increases the ROI of the virtual
infrastructure with automatic protection,
discovery and assessment features
Why IBM?
Provides a complete solution for physical and virtual security backed by the worldrenowned security research
Enables clients to manage virtual security and existing protection from the same console
IBM Internal & BP Use Only
Example: IBM Solutions for Total PCI Compliance
SECURITY POLICY FOR
EMPLOYEES & CONTRACTORS
IBM ISS Products & Services
Tivoli Security Compliance Manager
IBM Global Services
IBM Rational AppScan
FIREWALL TO PROTECT
CARDHOLDER DATA
IBM Proventia Server Intrusion
Prevention System (IPS)
IBM Proventia Network (IPS)
IBM Global Services
IBM Global Services
Tivoli Console Insight Manager
IBM Tivoli Access Manager
IBM Proventia Network Multi-Function
Security (MFS)
IBM Global Services
IBM Tivoli Compliance Insight Manager
IBM Tivoli Security Operations Manager
IBM Proventia Server IPS
IBM Global Services
IBM Digital Video Surveillance
IBM Biometric Access Control
IBM Global Services
SECURE & PROTECT
CARDHOLDER DATA
8
IBM Tivoli Identity Manager
IBM Tivoli Federated Identity Manager
IBM Global Services
RESTRICT ACCESS
D
GE
NA ES
MA IC
M RV
IB SE
41
IBM Tivoli Access Manager
IBM Tivoli zSecure Admin
IBM Tivoli Compliance Insight Manager
IBM Global Services
4
SECURE SYSTEMS &
APPLICATIONS
7
IBM Software Development Platform
IBM Tivoli CCMBD
IBM Global Services
IBM Rational AppScan
ENCRYPT TRANSMISSION
6
5
IBM Storage Manager
IBM Proventia Server IPS
IBM PKI Services
IBM Global Services
IBM Data Encryption of IMS and DB2
IBM Websphere
Proventia Network Intrusion Prevention System
DataPower XML Security Gateway
USE & UPDATE
ANTI-VIRUS SOFTWARE
IBM Proventia Desktop Endpoint Security
IBM Proventia Network Enterprise Scanner
IBM Global Services
IBM Internal & BP Use Only
AR
E
UNIQUE IDs
PROTECT STORED
CARDHOLDER DATA
3
9
DW
RESTRICT PHYSICAL
ACCESS
NO DEFAULT PASSWORDS
OR SECURITY PARAMETERS
2
10
MONITOR ACCESS
1
12
HA
R
11
IB
M
&
IB
M
TEST SECURITY SYSTEMS
AND PROCESS
E
AR
W S
FT ON
SO TI
M LU
IB SO
BP
SE PR
RV O F
IC ES
ES SIO
NA
L
The products outlined in this chart highlight IBM capabilities. Please call your local IBM executive for a full listing of all products and services that map to PCI requirements
AP Organizational Resources to Assist
AP Sales
AP Tivoli Security Leader, ISS Leader
– Tim Birdsall
([email protected])
SPL ITS Sales Leader
– Ramon Jocson
([email protected])
SPL ISS Leader
– Justine Milne
([email protected])
Japan Sales
Japan Tivoli Security Leader
– Keiko Nagatani
([email protected])
Japan ISS Leader
– T Arakawa
([email protected])
Japan SPL ITS and ISS Sales Leader
– Muneyuki Watanabe
([email protected])
AP Technical Services-Tivoli
James Darwin
([email protected])
AP SWAT-Tivoli
Chris Hockings
([email protected])
AP Technical Pre-salesTivoli/ISS
Scott Henley
([email protected])
IBM Internal & BP Use Only
Tivoli WW Security Contacts – Overview – January 2010
Internal Use Only
1 of 5
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Product
Product/Market Manager
Enablement Manager
GTM Manager
Tivoli (ISS)
IBM Proventia Network IPS
Eric York
Scott Paisley
Brian Moran
IBM Proventia server protection
David Abercrombie
Kent Browne
Dori White
IBM Proventia SiteProtector
Charles Arnett
Kent Browne
Wangui McKelvey
IBM Network Multi-function Security (MFSUTM)
Matt Ward
Kent Browne
Wangui McKelvey
IBM Virtual Server Security for VMware
David Abercrombie
Scott Paisley
Dori White
Identity & Access Assurance
Rick Weinberg / Ravi Srinivasan
Neel Kamal / Mike Campbell
Perry Swenson
Data & App Security
Rich Telljohan
Ray Neucom
Kelly Schupp
Security Mgmt. for z/OS
Glinda Cummings
Ted Ralston
Anne Lescher / Barbara Kennedy
Tivoli (IAM/Risk/Compliance Bundles)
Tivoli (IAM/Risk/Compliance Individual Products)
TIM
Rick Weinberg
Neel Kamal
Perry Swenson
TSPM
Ravi Srinivasan
Ray Neucom / Mike Campbell
Kelly Schupp
TAMeb
Ravi Srinivasan
Ray Neucom / Mike Campbell
Perry Swenson
TAM E-SSO (Encentuate)
E. K. Koh
Neel Kamal / Mike Campbell
Perry Swenson
TAMOS
Russ Warren
Mike Campbell
Perry Swenson
TFIM (SOA / F-SSO)
Ravi Srinivasan
Ray Neucom
Perry Swenson
TFIM BG
Ravi Srinivasan
Ray Neucom
Perry Swenson
TDI
Jason Todoroff (Release/Development Manager)
Perry Swenson
TDS
Amit Kapil (Test Management)
Perry Swenson
TCIM/TSIEM
Nick Briers / Luis Casco-Arias TSIEM Collectors)
Neel Kamal
Kelly Schupp
zSecure Suite
Glinda Cummings
Ted Ralston
Anne Lescher / Barbara Kennedy
TSOM
Luis Casco-Arias
Ted Ralston
Kelly Schupp
TSCM
<Open>
Ted Ralston
Kelly Schupp
TKLM
Gordon Arnold
<Open>
Kelly Schupp
Unified SSO
E. K. Koh
Neel Kamal
Perry Swenson
IBM Internal & BP Use Only
Internal Use Only
Tivoli WW Security Contacts – Overview – January 2010
Tivoli Security Development
Venkat Raghavan – Director Security Development
Jim Bowerman - Director, Compliance Products
Michael Pintus - TSOM Development
Eric van der Schilden – TCIM Development
Bob Gilliam - Director, Tivoli Security Development
Rudy Coward - WW Support (Level 3)
Mark Gould – Tivoli Security/Directory Development
Other Key Tivoli Security Contacts
For information about . . .
Contact . . .
Advanced Tech Group (Manager)
Claire Rankin
Business Development
Jack Desjardins
Channels
Jocelyn Urdahl (Manager) & Lisa Jensen
Competition
Blair Drenner
Education – Customer
Lanny Heidenfelder
Education - Internal
Steve Criswell
Education/Enablement – Technical
Stefan Mueller
Enablement – Sales
Joe Carusillo
IBM VP Security Strategy
Kristin Lovejoy
IGS
Randy Orr
Security, Risk & Compliance Prod. Mgmt.
Greg Adams (Director)
Craig Love – TIM Development
- Joe Anthony (Program Director – Identity/Application Security Product Mgmt.
- Chris Bauserman (Mgr. – Data Security / Compliance Product Mgmt.
Hans Schoone – zSecure Development
* Partial view. For a complete view of the
development organization, check BluePages.
2 of 5
Pricing
Rob Spash
Program Manager
Sonia Kobdish
Security Portfolio Manager
Jeanette Fetzer
Support Planning
Jane Becker
Tiger Team
Kent Blossom
IBM Internal & BP Use Only
Internal Use Only
Tivoli WW Security Contacts – Overview – January 2010
3 of 5
Service Product Line (SPL) – ISS Functional Leadership Matrix
Marc van Zadelhoff
Dir., WW Sales &
Offering Mgt
Geo Sales Leaders
WW Sales
Latha Miripuri
PSS Offering Mgmt
Jason Hilling & team
MSS Offering Mgmt
Ramon Jocson
AP ITS Sales
Uwe Kissmann
CM SPL Sales
Muneyuki Watanabe
JP ITS Sales
Joao Gaspar
LA SPL Sales
Chris Esemplare
NA SPL Sales
Bjoern Haan
NE SPL Sales
Carsten M Nitschke
SW SPL Sales
IBM Internal & BP Use Only
Enablement &
Alliances teams
Internal Use Only
Tivoli WW Security Contacts – Overview – January 2010
4 of 5
Tivoli Sales Organization – Functional Mapping
Tivoli Sales Leader
Security Leader
ISS Leader
AP
Mitch Young
Tim Birdsall
Tim Birdsall
ANZ
Mike McKee
Paul Cooper
Paul Cooper
ASEAN
TBD
Chi Sen Gay
SG/PH/TH - Tit Ho Tan
MY/ID/VN - Mohammad Ismail
Ahmad
GCG
Willie Hui
Eric Chin
CN - Bo Yuan
HK - Patrick Tang
TW - Regina Chuang
ISA
Gaurav Agarwal
Ram Gandhekar
Vaidy Iyer
Korea
JongBaek Park
KyuuShik Eom
Seung Wook Cha
CEEMEA
Ernest Jones
Hansjoerg Benz
CEE
Peter Rehus
Dusan Milidrag
MENA
V Fickweiler
Hansjoerg Benz (a)
R/CIS
A Kuznetsov
Oxana Tikhonova
SA
John Stallard
Helen Constantinides
Japan
TBA
Keiko Nagatani
T Arakawa
LA
Dalmir J Santos
Max Rodriguez
Ricardo DS Marques
Brazil
Joaquim F Campos
Joaquim F Campos
Mexico
Juan F Garcia
Juan Francisco Garcia
SSA
Ramiro Zuniga
Ramiro Zuniga
Tivoli Sales Leader
Security Leader
ISS Leader
NA
Bob Jones
Kevin Williams
Chris Esemplare (a)
Canada
Chris Mallon
East
Carl Valentino
Jose Bravo
Thomas Evans
Federal
Jose Cabrera
Jerry Jarvis
David Terry
West
JP Westwood
Jerry Welsh
Laura B-Wilborn
NE
Steven Sorce
John Canny
John Canny (a)
Alps
Daniel Boehrer
Germany
Oliver Grell
Andreas Sundrum
Jens Spring
Nordics
Mats Landelius
Johan Larksater
Johan Larksater
UKI
Steve Bradford
Grant Telfer
Mike Wright
SW
Leonardo Ferri
Emmanuel R Rivera
Guido Dalla Volta
Benelux
Johan Arts
Johan Arts
France
Erick Craberou
Erick Craberou
Italy
Mauro Bonfanti
Mauro Bonfanti
SPGI
Diego Navarrete
Diego Navarrete
IBM Internal & BP Use Only
John Kokonis (a)
Daniel Boehrer
Internal Use Only
Tivoli WW Security Contacts – Overview – January 2010
Services Product Line (SPL) Sales Organization – Functional Mapping
ITS Sales Leader
ISS Leader
AP
Ramon Jocson
Justine Milne
ANZ
Simon Walsh
Kirsten Garwood
ASEAN
Yik Yong Ho
Yan Nuen Foo
GCG
Janet Ang
CN - Leo Li
HK - Stephen Chan
TW - Janet Yuan
ITS Sales Leader
ISS Leader
NA
John Visentin
Chris Esemplare
Canada
John Ostrander
John Kokonis
East
Chris Nicoletti
Joe Bronte (A/I Accts)
West
Brenda Harvey
Tom Darlington (A/I Accts)
NA GB
Ed Terry
ISA
Neeraj Sharma
Sadayappan Venkatesh
NA MSS
John Wheeler
Korea
SungShik Won
Dong Kyu Lee
NA PSS
Don Kneitel
CEEMEA
Mike Weston
Uwe Kissmann
NE
Henrik T Hedegaard
Bjoern Haan
CEE
Maria Ilieva
Vedat Finz
Alps
Fiona Cullen
Giuseppe Cristofaro
MENA
M Megawer (a)
Ragy Magdy
Germany
E Armbruster
Juergen Schmidt
R/CIS
Valery Kornienko
Uwe Kissmann (a)
Nordics
Peter Poulen
Bo S Nielsen
SA
Maureen Baird
Uwe Kissmann (a)
UKI
Robert Payne
Terry Morris
Japan
Muneyuki Watanabe
Muneyuki Watanabe
SW
Dave Goossens
Carsten M Nitschke
JP MSS
Shohichi Honma
Benelux
Bert Bouw
Olivier Roulent (BE/LU)
JP PSS
Hideo Mori
Job-Leen Oprel (NL)
LA
Armando Toledo
Joao Gaspar
France
Nicolas Grangier
Nicolas Grangier
Brazil
Newton Tanaka
Beatriz Ferreira
Italy
Antonio Taurisano
Gianluigy Baldan
Mexico
Oscar Sananez
Joaquin Tomas (a)
SPGI
Isidro C Jativa
Isidro C Jativa
SSA
Dario Santiso
Ciro Arenas
IBM Internal & BP Use Only
5 of 5
IBM Security Tiger Team Contacts (1)
IOT/G
MT
-----
IMT/GM
R
Business
Partners
U.S. East
Sales
Consultant
Ray Morin
Dyson Hepting
Primary
Architect
John McGarvey
Backup
Architect
Peter Brittenham
Support for business partners
John McKeon
US East + Puerto Rico + US Virgin Islands Roll-up states
(Alabama, Connecticut, Delaware, Florida, Georgia,
Indiana, Kentucky, Maine, Maryland, Massachusetts,
Michigan, Mississippi, New Hampshire, New Jersey, New
York, North Carolina, Ohio, Pennsylvania, Rhode Island,
South Carolina, Tennessee, Vermont, Virginia, West
Virginia)
David Hemsath
Shawn Willden
US West Roll-up states (Alaska, Arizona, Arkansas,
California, Colorado, Hawaii, Idaho, Illinois, Iowa,
Kansas, Louisiana, Minnesota, Missouri, Montana,
Nebraska, Nevada, New Mexico, North Dakota,
Oklahoma, Oregon, South Dakota, Texas, Utah,
Washington, Wisconsin, Wyoming, American Samoa,
Guam, Marshall Islands, North Mariana Island, Federated
States of Micronesia, Palau)
Peter Brittenham
John McKeon
US Federal
Peter Brittenham
David Pipher
North
America
U.S. West
Dinesh Yadav
U.S. Federal
Canada
(Sales support as
needed)
Peter Brittenham
John McGarvey
Canada (roll-up countries) - Canada, Antigua & Barbuda,
Aruba, Bahamas, Barbados, Bermuda, British Virgin
Islands, Cayman Islands, Dominica, Grenada, Jamaica,
Netherlands Antilles, Saint Kitts and Nevis, Saint Vincent
and the Grenadines, Suriname, Trinidad and Tobago,
Turks and Caicos Islands.
UKI
Matthew MiddletonLeal
John McKeon
Peter Brittenham
United Kingdom ((roll-up countries) - United Kingdom,
Channel Islands, Gibraltar, Isle of Man), Ireland
Michel Bobillier
Jean-Paul Chobert
John McGarvey
Germany
Northeast
Laura Cresce
Countries Covered
Alps
Nordic
Germany
Austria, Switzerland (roll-up countries), Lichtenstein
(Sales support as
needed)
Peter Brittenham
David Hemsath
Denmark ((roll-up countries),- Denmark, Faeroe Islands
(or Faroe Islands), Greenland), Sweden, Finland, Iceland,
Norway
IBM Internal & BP Use Only
IBM Security Tiger Team Contacts(2)
IOT/G
MT
Southwest
Japan
IMT/G
MR
Sales Consultant
Primary
Architect
Backup
Architect
Countries Covered
France
Sophie Tacchi
Jean-Paul Chobert
Shawn Willden
France ((roll-up countries) France, Andorra, French
Guyana, French Polynesia, Guadeloupe, Martinique,
Mayotte, Monaco, New Caledonia, Reunion, Wallis &
Futuna)
Italy
Umberto Sansovini
John McGarvey
Jean-Paul
Chobert
Italy (roll-up countries), Italy, San Mariino, Vatican City
BeNeLux
Jeroen Kroon
John McGarvey
Jean-Paul
Chobert
Belgium (Roll-up countries), Netherlands, Luxembourg
SPGI
(Sales support as needed)
Devesh Ranjan
Karthik
Sivakumar
Spain, Portugal, Greece, Israel, Cyprus, Malta
Japan
(Sales support as needed)
Priyank Thakur
Rohit Sarabhai
Japan
Karthik Sivakumar
Devesh Ranjan
Singapore, Indonesia, Malaysia ((roll-up countries) Malaysia, Brunei), Philippines, Thailand ((roll-up
countries) - Thailand, Myanmar-embargoed), Vietnam
((roll-up countries) - Vietnam, Cambodia, Laos)
Karthik Sivakumar
Devesh Ranjan
China ((roll-up countries) - China, Mongolia)), Hong
Kong ((roll-up countries - Hong Kong, Macau), Taiwan
ASEAN
ASEAN
GCG
GCG
India
South Asia
ISA
Venkatesh Sadayappan
Rohit Sarabhai
Priyank Thakur
India, ((roll-up countries) - India, Bhutan, Maldives,
Nepal ), Bangladesh, Sri Lanka
Korea
Korea
(Sales support as needed)
Priyank Thakur
Rohit Sarabhai
Korea
Peter Brittenham
Australia ((roll-up countries) - Australia, Papua New
Guinea, Kiribati, Samoa, Solomon Islands, TimorLeste, Tonga, Vanuatu), New Zealand ((roll-up
countries) - New Zealand, FIJI)
ANZ
Latin
America
Glen Gooding
(Sales support as needed)
ANZ
Glen Gooding
John McKeon
Brazil
(Sales support as needed)
Brazil
SSA
(Sales support as needed)
Argentina, Chile, Columbia, Peru, Venezuela, Bolivia,
Ecuador, Paraguay, Uruguay
David Hemsath
Mexico
(Sales support as needed)
Shawn Willden
Mexico, Latin Caribbean (LCR roll-up countries) Belize, Costa Rica, Dominican Republic, El Salvador,
Guatemala, Haiti, Honduras, Nicaragua, Panama
IBM Internal & BP Use Only
Technical Sales Architect Assignments (3)
IOT/G
MT
IMT/GM
R
MENA
SS
Sales
Consultant
Yasser El-Shishiny
(Sales support as
needed)
Primary
Architect
Devesh Ranjan
Rohit Sarabhai
Backup
Architect
Karthik Sivakumar
Egypt, Pakistan, Afghanistan, North Africa ((roll-up
countries) - Northwest Africa, Algeria, Morocco, Tunisia),
Middle East FZE - (Dubai (Services)),
WT Middle East ((roll-up countries) - Bahrain, Iraq,
Jordan, Kuwait, Lebanon, Libya, Oman, Palestine, Qatar,
Saudi Arabia, United Arab Emirates, Yemen)
Priyank Thakur
South Africa (roll-up countries) - South Africa, Lesotho,
Swaziland
Central Africa (roll-up countries) - Angola, Benin,
Botswana, Burkina Faso, Burundi, Cameroon, Cape
Verde Islands, Central African Republic, Chad, Comoros,
Congo Rep, Cote D'Ivoire (Ivory Coast), Democratic
Republic-Congo, Equatorial Guinea, Eritrea, Ethiopia,
Gabon, Gambia, Ghana, Guinea, Guinea-Bissau, Kenya,
Liberia, Madagascar, Malawi, Mali, Mauritius,
Mozambique, Namibia, Niger, Nigeria, Republic of
Djibouti, Rwanda, Sao Thome Island, Senegal,
Seychelles, Sierre Leone, Somalia, Tanzania, Togo,
Uganda, Zambia, Zimbabwe
David Hemsath
Albania, Albania, Bosnia & Herzegovina, Bulgaria,
Croatia, Czech Republic, Hungary, Estonia, Latvia,
Lithuania, Macedonia, Republic of Moldova, Montenegro,
Poland, Romania, Serbia, Kosovo, Slovakia, Slovenia,
Turkey
David Hemsath
Russia, Armenia, Belarus, Georgia, Kazakhstan,
Kyrgyzstan, Ukraine, Turkesh Republic Region (roll-up
countries) - Azerbaijan, Tajikistan, Turkmenistan,
Uzbekistan
CEEMEA
CEE
RCIS
Anthony Few
Anthony Few
Shawn Willden
Shawn Willden
Countries Covered
IBM Internal & BP Use Only
51
Example of a Quick Reference Guide (info available in Sales Kits)
IBM Internal & BP Use Only