partnering with tech data building or accelerating your ......• “talk the talk” security...
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Partnering with Tech Data –
Building or Accelerating Your
Security Practice
Tracy Holtz
Director, Security SBU
techdata.com
The Tech Data Security Opportunity
Tech Data helps partners and customers take a proactive approach to tighten data center security through a combination of technology, services and
education to reduce threat risk, speed detection and remediation response time as well as prove compliance.
Verticals• Healthcare• Retail• Entergy• Finance• Public Sector
Services• Consultant• Managed• Assessments• Presales
Solutions• Integrations• SOC• Cyber Protect• Education
Focus Areas• Identity & Access
Mgmt• Security Intelligence• EndPoint Security• Perimeter Security• Data Security
Security Practice Builder Roadmap
Kick-off “Partner Engagement for Security Practice Builder” process
Partner business review, customers, suppliers, services, vertical and technical competency analysis, roles & responsibilities, goals, expectations and executive sponsor
Security Areas: IAM / Perimeter / Endpoint / Web / Data / Application / Advanced Fraud / Security Intelligence /Select “best fit” security suppliers from Tech Data portfolio
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Certification: IBM / HPE / Cisco / Check Point / RSA / F5 / Aruba / Vmware / SentinelOne / Fortinet / Symantec / McAfee / Kaspersky / Webroot / …
Low risk and investment into market with Recon MSSP or leverage Tech Data 5 complimentary and/or 3 paid assessments
Tech Data eLearning modules via Knowledge Network or classroom training curriculum
Recommended requirements for expertise and security credibility ExitCertify or Supplier equivalent
Each partner sales executive identifies 3-5 customers for detailed security account profiling session with Tech Data security specialist
Based on partner analysis select security area focus and appropriate security suppliers
Identify, review and satisfy supplier certification requirements
Comptia Security+ (ISC2), CISSP training and certification exam equivalent recommended
Sales CyberSecurity Fundamentals training 101,102 ,103 and 200 series
Navigate the security market and begin building pipeline with security assessment tools and Recon
Account Profiling & customer qualification
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Security Assessment Offerings - Complimentary
Security Posture
• Industry agnostic, ranks security maturity, identify gaps in security capabilities, and positions high value solutions
External Pen Testing
• Mimics the action of an actual hacker exploiting weakness of the corporate perimeter
Health & Life Sciences
• Benchmark assessment that delivers gap analysis of security capabilities, compliance, and ranks maturity of a healthcare customer
Retail
• Benchmark assessment that delivers gap analysis of security capabilities and compliance, and ranks maturity of a retail customer
Public Sector/Education
• Benchmark assessment that delivers gap analysis of security capabilities and compliance, and ranks maturity of a public sector or education customer
Perimeter (firewall/UTM)
Services, Perimeter, UTM, End Point
Firewall/UTM, End Point
Services, Appl, Data, UTM, SIEM,
Fraud
Services, Appl, Data, UTM, SIEM,
Fraud
Sell
Security Insights Offerings - Paid
Web Application Vulnerability Insights
• Harden your distributed perimeter by assessing the vulnerabilities and security of your Mobile and Web layers
Vulnerability Insights
• Leverage best-in-class scanning toolsets and techniques to identify detailed vulnerability findings, with manual process, verification and contextualization.
Penetration Insights
• Find internal weakness. and gaps in your customer’s multi-layered (defense in depth) security.
• Identifying exploitable vulnerabilities, and penetrating as far into a customer’s infrastructure as possible, with manual process, verification and contextualization
Services, Perimeter, UTM, End Point
Firewall/UTM, End Point
Services, Appl, Data, UTM, SIEM,
Fraud
Sell
CyberShark – A robust security and compliance
platform, delivered as a service in the cloud.
Monitoring performed by security experts at
Blackstratus SOC
Guided remediation via trouble tickets – no in
house security experience needed. Cloud-based
monitoring and remediation assistance to protect
against advanced cyber threats.
Managed Security Services to Support SMB to Enterprise ™
✓Cross-sell with Security products from Tech Data
✓ Supports hundreds of new and existing security technologies
Recon – Tech Data’s Managed
Security Service, including an on
premise collection, correlation and
analysis solution with 24x7 cloud-
based monitoring and remediation
assistance to protect against
advanced cyber threats.
SMB – 250 and Below Mid-Market to Enterprise
Managed Security Service, including an on premise
collection, correlation and analysis solution with 24x7
cloud-based monitoring and remediation assistance to
protect against advanced cyber threats.
The Tech Data Solution to Cyber Crime is Recon™
✓Higher margins✓Packaged to resell✓ Tech Data Branded or White Label✓Portfolio expansion✓Monthly Reoccurring Revenue
✓Cross-sell with Security products from Tech Data
✓ Supports hundreds of new and existing security technologies
Benefits to the Partner
ReconTM Capabilities
ASSET DISCOVERY
• Active & Passive
Network Scanning
• Asset Inventory
• Software Inventory
VULNERABILITY
ASSESSMENT
• Continuous
Vulnerability Monitoring
• Authenticated /
Unauthenticated Active
Scanning
• Remediation
Verification
BEHAVIORAL
MONITORING
• Netflow Analysis
• Service
Availability
Monitoring
SECURITY INFO &
EVENT MGMT (SIEM)
• Log Management
• OTX threat data
• SIEM Event Correlation
• Incident Response
INTRUSION DETECTION
• Network IDS
• Host IDS
• File Integrity Monitoring
ReconTM Threat Intelligence
• Virtual appliance deployed onsite to monitor
security posture
• Collect data from over 300 common firewalls,
IPS, switches/routers, servers, etc. to detect
threat
• Threat alerts forwarded over encrypted link to
Tech Data virtual Security Operations Center
(vSOC) for investigation
• SOC Analysts will provide remediation
recommendation actions to the customer to
resolve security issues.
• Available in the US
How does ReconTM Work?
Tech Data MSSP Federation Server
Unified Security Mgmt Appliance
Security & Education SBU
Security and Networking Curriculum
• CompTIA® Security+®
• Certified Information Systems Security
Professional (CISSP®)
• CyberSec First Responder: Threat
Detection and Response
• IBM Security QRadar SIEM Foundations
• Partners sell Training Credits to customers
• Credits are flexible when redeemed…
• Local classroom, live-online, self-paced,
private course or onsite at customer facility.
• Instructors with real-world experience.
• Customize a training roadmap and cirriculum
to fit your needs.
Security Practice Builder
Avnet Confidential – Internal Only14. August 2017
What Is Security Practice Builder?
• A foundational way for partners to increase their knowledge and expertise around Data Center Security based on their security journey
• Develop and enhance skillsets that enables our partners sales force to sell, deploy, deliver key security solutions and technologies in:
• Identity & Access Management
• Security Intelligence
• End Point
• Perimeter
• Data & Applications
• Help partners expand their capabilities by offering and delivering Services
• Assist partners portfolio by partnering with Assessments & Insights to drive new revenue
Avnet Confidential – Internal Only14. August 2017
Practice Builder Program
•Vendor certification roadmap & support
•Sales training
•Technical training
•Product & solution demos
•Multi-touch market approach
•Demand creation services: web advertising, branded collateral, appointment setting, social media & events
•Tech Data & vendor services
•Presales delivery, consulting and managed services
•Assessment tools & reports
•Sales content, battlecards and case studies
•Target account planning
• Industry expertise & SME support
•Services & technical resource support
•Security area of focus
•Business analysis
•Vendor selection & solutions mapping
•Go-to-market planning
Strategy
Development
Training &
Enablement
Marketing Services Sales Execution
Avnet Confidential – Internal Only14. August 2017
Strategy Development
• Determine security area of focus
• Identity & Access Management
• Security Intelligence
• End Point
• Perimeter
• Data & Applications
• Vendor selection & solution mapping
• Analysis
• Go-to-market planning
A foundational way for our partners to increase their knowledge around Data Center Security
Avnet Confidential – Internal Only14. August 2017
Training & Enablement
• Access to KnowledgeNetwork, a collaborative training and enablement community designed exclusively for our partners to access
• Self-paced trainings:
• “Talk the Talk” Security training modules (101,102, etc.)
• Security Awareness and Advanced trainings
• Battle cards
• Driving Solutions Webinars on various 3rd
platform topics
Develop and enhance skillsets on key security areas and technologies
• University (fee-based attendance)
• Tech Data Education courses for internal vendor training or industry certifications
• Tech Data Blogs
• Attend Industry & Vendor events
• Vendor specific technical training and certification
• Security Assessments “How to deliver”
Avnet Confidential – Internal Only14. August 2017
Marketing
• Events and Webinars - leverage Tech Data specialists as guest speakers
• Marketing Resources and Vendor Lead Generation Programs
• Appointment setting campaign
• Multi-touch campaigns
• Social media
• Collateral
• Assessments – used to identify need in a potential customer or as a low cost solution to sell into an account
Partners must drive demand for their security services and product sales
• Demos – leverage Tech Data engineers to deliver product demos with your team
• Develop customized MOU investment program between Tech Data and the partner
Avnet Confidential – Internal Only14. August 2017
Services
• Consulting Services – Tech Data can provide services for IBM, Cisco and other vendors
• Managed Services – White-label or resell Recon Security Managed Services
• Presales delivery and support
• Assessment tools and support
Leverage Tech Data Solutions and Services to deploy your Security practice
• Education – resell Tech Data training credits for customers to use with any vendor training in our portfolio
• Vendor Solutions
• IBM QRadar integration with Sentinel One
• IBM BigFix integration with Sentinel One
• Cyber Protect – IBM Security products with monthly subscription for public sector
Avnet Confidential – Internal Only14. August 2017
Sales Execution
• Partner certifications and training
• Targeted account planning (verticals)
• Solution and vendor portfolio action plan
• Marketing plan
• Sales training
• Agreement to tracking and cadence
Deliver practice builder plan
• Develop Cadence and Owners for Managing the Engagement
• Services implementation and delivery
• Revenue and product growth
For partners investing in building a security practice with Tech Data, a
Memorandum of Understanding (MOU) defines the following:
Tech Data Investment to assist partner
Partner Investment
Performance requirements by both parties
Service and Solution Discounts
Terms of engagement
Governance of the program
– Sponsors & Reviews
A sample MOU to be used as a starting point in partner negotiations is
available upon request.
MOU for Security Practice Builder
Questions?
Customer Success with Recon
“We had very cumbersome
processes in place,” said Don
Erlanger, IT Manager at
Cashman Equipment. “Summit
Partners consolidated and
optimized all our manual
processes related to security.”
Summit Partners is a full service IT consulting firm dedicated to building
long lasting relationships. You can rely on us as an extension of your IT
organization.
THE CHALLENGE
Summit Partners was looking for a managed security offering to deliver to
their customer, Cashman Equipment, to secure and monitor their network.
Cashman is the Caterpillar equipment dealer for the state of Nevada.
THE SOLUTION
Recon™ is a 24x7x365 unified threat monitoring service offered by
Technology Solutions which collects, correlates and analyzes security threats; before they happen.
THE RESULTS
Recon™ was able to detect suspicious network activity within an internal application password authentication
system, remote access to SQL database, network traffic malware njRAT and an alert to a VPN Software install.
Summit Partners worked with the Cashman IT team to determine threats to be false positives. Had Recon™
not been in place these threats may not have been found until it was too late, causing a breach in Cashman’s
business.