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Access Governance: The New Way to Approach Identity Management . Tom Crabb Senior Product Marketing Manager tcrabb@netiq.com June 18, 2012. Simple Sales Model. Solution Development. Proposal. Agreement. Identification and Alignment. Opportunity Creation. Needs Analysis.

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access governance the new way to approach identity management
Access Governance: The New Way to Approach Identity Management

Tom Crabb

Senior Product Marketing Manager

tcrabb@netiq.com

June 18, 2012

slide2

Simple Sales Model

SolutionDevelopment

Proposal

Agreement

Identificationand Alignment

OpportunityCreation

NeedsAnalysis

Enabling You to Succeed at Every Gate within the Process

Access to Power

How to have the right business conversations

Solution Picture

Mapping a NetIQ solution to exactly address a business pain or priority

How to Close

Successful Negotiating

Win the Deal, without giving away the Crown Jewels!

How to Open Doors

Use Reference Stories and pre-call research to craft a winning Business Development approach

Situational Fluency

How to arm yourself with the right knowledge to talk at any level with confidence

Finding What You Need, When You Need It

How to locate and use the right Enablement content at the right time

situational fluency
Situational Fluency

Successful conversations with existing and potential customers are founded on your ability to show understanding of the world they live in, the business issues they face, and the ability to speak their language. This enablement session reviews the business drivers for Access Governance and how to conduct appropriate conversations.

15% of Business Leaders indicate that conversations they have with sales reps are of value to them.

How valuable are your conversations?

p reparing to understand your customer understand them don t just know them
Preparing to Understand Your CustomerUnderstand them, Don’t just know them
  • Who are they? What do they do?
    • Size, industry, history, recent press, financial info, etc.
    • Key players, regulatory environment, business drivers
  • Why should you take the time to do this?
    • Identify the drivers, you identify the budget
    • Expand your contact strategy of who to talk to
    • Helps you tailor your conversation to the customer – talk about what is important to them
    • Differentiates you from your competitors – people don’t take the time to do this
the new extended enterprise reality extended enterprise presents challenges in three dimensions
The New Extended Enterprise RealityExtended Enterprise Presents Challenges In Three Dimensions

Forrester Research, Inc. “Navigate The Future Of Identity And Access Management” - Eve Maler, March 22. 2012

the new extended enterprise reality extended enterprise presents challenges in three dimensions1
The New Extended Enterprise RealityExtended Enterprise Presents Challenges In Three Dimensions

Forrester Research, Inc. “Navigate The Future Of Identity And Access Management” - Eve Maler, March 22. 2012

slide8

How does the extended enterprise, change and complexityspecifically relate to selling Access Governance?

change and complexity what is causing organizations to rethink access governance
Change and ComplexityWhat is causing organizations to rethink access governance?

Regulations are ever changing

  • More Government and Industry oversight

Attacks are increasing – inside and outside

  • Business and systems are more complex than ever

The cloud is here

  • SaaS applications, anything as a service

Everyone’s gone mobile

  • Personal computers, tablets, smart phones, etc.

Budgets are shrinking

  • Business is more involved in IT, looking for transparency
regulatory oversight pressures
Regulatory & Oversight Pressures

Internal Audit

Board of Directors – Oversight Groups

mitigate risk stay out of the press
Mitigate Risk – Stay Out of the Press

~ $2 Billion Loss

~ $7 Billion Loss

working with customers like you
Working with customers like you…
  • Leading Global Insurance Company – more than 43 million customers worldwide and 36,000 employees, EMEA HQ
  • Business Challenge: Difficulty in meeting government and industry regulations due to global distributed scope of business

Needs

Solution

Results

  • Gain enterprise-wide visibility into identity and access data and consistently certify employee access privileges across the enterprise.
  • Within six months the company began seeing a return on their investment. The new solution will save the equivalent of 50 full-time employees in testing and documenting access alone.
  • Manual processes typically resulted in 3 to 5 percent of entitlements being revoked – with increased visibility and automation the level went beyond 10 percent and more than 22,000 inappropriate entitlements were revoked.
  • Multitude of regulations worldwide such as the US Sarbanes-Oxley act requires the company to ensure the integrity of information and prove compliance
  • Ensure entitlements granted to employees match the need/role and follow policy
  • Eliminate SoD policy violations along with inappropriate privileged access
working with customers like you1
Working with customers like you…
  • Large Lending Institution – 25 million customers and over $234 billion in education loans and other financial services
  • Business Challenge: Compliance with SOX, SAS 70 Audits, and FISMA regulations

Needs

Solution

Results

  • The financial services provider’s primary need was to more effectively and efficiently ensure FISMA compliance while also addressing other regulatory requirements. AGS allows administrators to detect and prevent unauthorized or inappropriate access to critical information.
  • AGS also automates access certification and simplifies the reports the business must review and validate.
  • Within six months the quarterly access certifications were automated for 52 applications and completely eliminated the need for the time consuming process previously done with spreadsheets and manual review.
  • They were also able to implement role based access to help streamline user administration
  • As a public company in the financial services sector it must comply with Sarbanes-Oxley, PCI-DSS and other industry regulations and standards.
  • The company conducts multiple SAS 70 audits annually to comply with vendor requirements and also must comply with FISMA due to its work with the US Government
the sweet spot for access governance
The Sweet Spot for Access Governance

Upcoming regulatory event or deadline or need to overcome an audit deficiency – need to comply with some regulation

Highly regulated industry or entity: finance, banking, healthcare, or government.

ExistingIdentity Manager customers or customers who understand the NetIQ vision and plan to buy other NetIQ solutions

who am i selling to the roles will vary from organization to organization
Who Am I Selling To?The roles will vary from organization to organization
  • Where do you start?
    • Service Manager/Business Partner for Finance
    • IDM/DRA contacts
  • Key Players
    • Information Security Team
      • Chief Information Security Officer
      • Director of Information Security
    • CFO / CFO’s Office
      • Internal Audit
    • IT Identity and Security Team
why do people buy access governance
Why Do People Buy Access Governance?
  • Compliance with governmental or industry regulations
    • Manual processes are not adequate anymore
      • Too slow, too expensive, inaccurate, etc.
      • Meaningful compliance vs. check box compliance
    • Audit deficiency
      • The auditor’s job is to find issues with the business – mitigate risk
  • Key to effective identity and regulatory management
    • Get IT out of the business of making business decisions
    • Basis for defining roles in the organization – business driven
slide20
Access Certification is the Key ValueAccess Governance provides the needed visibility to the business

What is being accessed?

Who has access to what?

When was the access granted?

Where is the access originating from?

Is the access appropriate?

Why was the access granted?

key access governance values
Key Access Governance Values
  • Access Certification
    • Who has access to what and is it appropriate for their role?
    • Attestation, comply with regulations and policies
  • Access Request
  • Risk Analysis
  • Role Based Management
  • Provisioning (when coupled with Identity Manager)
characteristics of a good opportunity
Characteristics of a Good Opportunity
  • Customer Profile for Good Opportunity
    • Existing Identity Manager customer or new customer that understands the NetIQ vision and intends to add more NetIQ solutions
    • Large to very large customers (Can’t do it with a spreadsheet)
    • Regulated– government, industry, internal audit, etc.
    • High rate of change
    • Business is actively seeking a tool to help them do the work and get IT out of the business of making business decisions
slide24

The Expanding Enterprise Will Continue to Present New Challenges

Forrester Research, Inc. “Navigate The Future Of Identity And Access Management” - Eve Maler, March 22. 2012

continuing the conversation

What challenges are you facing? 

What are the business initiatives you're currently working on? 

What is driving change in your organization?

Cloud computing, SaaS applications?

eCommerce, partner initiatives?

BYOD?

Regulations?

Breaches / security concerns?

Relate these back to AGS

Continuing The Conversation

Forrester Research, Inc. “Navigate The Future Of Identity And Access Management” - Eve Maler, March 22. 2012

sell netiq who we are makes us unique and differentiates our solution

Who is NetIQ?

NetIQ is a global software company focused on Identity, Security, Governance, and IT Operations Management solutions.

Why is NetIQ the provider of choice?

Customers and partners choose NetIQ to achieve business value from their IT systems because NetIQ consistently delivers the expected customer outcome with a focused, customer centered approach.

What’s special about NetIQ?

NetIQsolutions integrate seamlessly with existing infrastructures and employ a holistic, service foundation, which allows IT professionals to intelligently manage their business services.

Sell NetIQWho we are makes us unique and differentiates our solution

Excellent technology, exceptional customer service, and ease of doing business

terms you may hear
Terms You May Hear
  • Access Certification or Attestation
    • Who has access to what on my team? How do they do this today?
  • Access Request
    • How do I gain access to an application or resource? How is this presented to the user?
  • Sarbanes-Oxley, PCI-DSS, Basel, HIPAA, EU Directive on Privacy
    • Page 34 of the Identity Manager Sales Guide
  • Compliance
    • Adherence to established business policies or regulatory requirements
  • SoD
    • Separation of duties
  • IDM
    • Identity Management or Identity Manager – this is how they automate fulfillment requests
what products make up this solution
What products make up this solution?

Identity and Access Governance

Access Governance Suite

Identity Manager

providing further context to the conversation
Providing Further Context to the Conversation
  • Access Governance Curriculum (end of June)
    • AGS Sales Essentials video
    • AGS ChalkTalks
    • AGS Conversation Card
    • Webcast recording
  • NetIQ U
    • Provo: June 11-13 just completed – next session: October
    • Amsterdam: June 18-20