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Selling NetIQ Access Fulfillment -Access Governance NetIQ U Sales Academy

Selling NetIQ Access Fulfillment -Access Governance NetIQ U Sales Academy. Justin Taylor Identity and Security Guru Global Sales Enablement Rev. June 2012b. Agenda. Section 1 Introduction to NetIQ Access Governance Suite 6 Section 2 Organizations to Target

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Selling NetIQ Access Fulfillment -Access Governance NetIQ U Sales Academy

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  1. Selling NetIQ Access Fulfillment-Access GovernanceNetIQ U Sales Academy Justin Taylor Identity and Security Guru Global Sales Enablement Rev. June 2012b

  2. Agenda Section 1Introduction to NetIQ Access Governance Suite 6 Section 2Organizations to Target Section 3Understanding the Key Players

  3. Section 1Introduction toNetIQ Access Governance Suite 6 Selling NetIQ Access Governance Suite 6 NetIQ U Sales Academy

  4. NetIQ AGS reduces the cost and complexity of both complying with regulations and delivering access to users by providing visibility into “who has access to what”

  5. NetIQ AGS 6 Business Drivers Compliance Responsiveness Heavy reliance on manual process equals slow response and high costs Help desk is “de-facto” access governance team Ongoing exposure to audit deficiencies (“Jack-in-the-Box” effect) Entitlement creep Inconsistencies due to “management by memo” Disconnect between business and IT

  6. Getting to Know the…The Director, Information Security Job Description Responsible for day-to-day management of information security. Has the responsibility of make sure that systems are monitored and events analyzed for potential security threats

  7. Getting to Know the…The Director, Information Security Why They are a Key Player for AGS Their work load is constantly increasing, while not receiving much in terms of head count to deal with the overload of data. Typically are look for ways to work more efficiently

  8. Getting to Know the…The Director, Information Security Their Pains “Users complain that it is taking to long for us to get them access” “I can’t confidently prove that we are compliant” “I can’t get the business people to complete the certification process”

  9. Getting to Know the…The Chief Information Security Officer Job Description • Responsible for overall information security. Key to overall security and heavily involved in compliance efforts as well. Works with the business side of the organization to build security and compliance policy

  10. Getting to Know the…The Chief Information Security Officer Why They are a Key Player for AGS • While they are not primary buyer of the product, they will have sign-off. They typically delegate responsibility for this type of tool to the Director, Info. Security.

  11. Getting to Know the…The Chief Information Security Officer Their Pains “I don’t have confidence that we didn’t miss something” “We keep finishing SoD violations”

  12. NetIQ AGS 6 Capabilities • Access Certification • Automate and manage the process of certifying the validity of current access • Benefits to the customer: • Ensure it gets done • Enables the business to certify versus IT • Reduces cost • Access Requests • Allow users to request access changes • Benefits to the customer: • Increases responsiveness • Less help desk costs • More likely to get used

  13. NetIQ AGS 6 Capabilities • Risk Analysis • Identify specific business risks within the organization • Benefits to the customer: • Focus on accounts at higher risk before they become a security or compliance issue • Role Modeling • Quickly model and modify roles. Allow roles to adapt to changes. • Benefits to the customer: • Implement “least-privilege” access • Implement separation-of-duties (SoD)

  14. NetIQ AGS 6 Capabilities • Provisioning • Takes requests and orchestrates the fulfillment of access to provisioning solutions, help desk software as well as manual processes • Benefits to the customer: • Overcomes the “last mile” limit

  15. NetIQ AGS 6 Capabilities • Access Certification • Access Request • Risk Analysis • Role Modeling • Provisioning

  16. Access Governance Suite Architecture Consistent, business-friendly interfaces for managing identity Common governance model leveraged by all identity business processes Multiple options for change fulfillment across IT resources Provisioning Broker Other PIM’s Identity Manager Service Desk Integration Manual Processes

  17. NetIQ AGS 6Defensible Differentiators Turnkey Integration with NetIQ Identity Manager

  18. NetIQ AGS 6Defensible Differentiators Heterogeneous Support Not against SailPoint

  19. NetIQ AGS 6Defensible Differentiators Breadth of Solution (The NetIQ Advantage) Not for other platform vendors

  20. Section 2Organizations to Target Selling NetIQ Sentinel 7 NetIQ U Sales Academy

  21. Should I Pursue this Opportunity? • Customer Profile for Good Opportunity • Existing NetIQ Identity Manager customer • Large to very large customers (Can’t do it with a spreadsheet) • Regulated • High rate of change • Desire to have business involved in access certification and approval

  22. Should I Pursue this Opportunity? • Red Flags for Bad Opportunity • The opposite of those on the previous slice • + SailPoint customers

  23. Section 3Understanding the Key Players Selling NetIQ Sentinel 7 NetIQ U Sales Academy

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