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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
Selling NetIQ Access Fulfillment-Access GovernanceNetIQ U Sales Academy

Justin Taylor

Identity and Security Guru

Global Sales Enablement

Rev. June 2012b

agenda
Agenda

Section 1Introduction to NetIQ Access Governance Suite 6

Section 2Organizations to Target

Section 3Understanding the Key Players

section 1 introduction to netiq access governance suite 6
Section 1Introduction toNetIQ Access Governance Suite 6

Selling NetIQ Access Governance Suite 6

NetIQ U Sales Academy

slide4

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”

netiq ags 6 business drivers
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

getting to know the the director information security
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

getting to know the the director information security1
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

getting to know the the director information security2
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”

getting to know the the chief information security officer
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
getting to know the the chief information security officer1
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.
getting to know the the chief information security officer2
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”

netiq ags 6 capabilities
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
netiq ags 6 capabilities1
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)
netiq ags 6 capabilities2
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
netiq ags 6 capabilities3
NetIQ AGS 6 Capabilities
  • Access Certification
  • Access Request
  • Risk Analysis
  • Role Modeling
  • Provisioning
access governance suite architecture
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

netiq ags 6 defensible differentiators
NetIQ AGS 6Defensible Differentiators

Turnkey Integration with NetIQ Identity Manager

netiq ags 6 defensible differentiators1
NetIQ AGS 6Defensible Differentiators

Heterogeneous Support

Not against SailPoint

netiq ags 6 defensible differentiators2
NetIQ AGS 6Defensible Differentiators

Breadth of Solution (The NetIQ Advantage)

Not for other platform vendors

section 2 organizations to target
Section 2Organizations to Target

Selling NetIQ Sentinel 7

NetIQ U Sales Academy

should i pursue this opportunity
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
should i pursue this opportunity1
Should I Pursue this Opportunity?
  • Red Flags for Bad Opportunity
    • The opposite of those on the previous slice
    • + SailPoint customers
section 3 understanding the key players
Section 3Understanding the Key Players

Selling NetIQ Sentinel 7

NetIQ U Sales Academy