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.

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Verticals Healthcare Retail Entergy Finance Public Sector

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Services Consultant Managed Assessments Presales

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Solutions Integrations SOC Cyber Protect Education

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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

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Based on partner analysis select security area focus and appropriate security suppliers

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Identify, review and satisfy supplier certification requirements

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Comptia Security+ (ISC2), CISSP training and certification exam equivalent recommended

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Sales CyberSecurity Fundamentals training 101,102 ,103 and 200 series

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Navigate the security market and begin building pipeline with security assessment tools and Recon

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Account Profiling & customer qualification

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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

Certification: IBM / HPE / Cisco / Check Point / RSA / F5 / Aruba / Vmware / SentinelOne / Fortinet / Symantec / McAfee / Kaspersky / Webroot / … Recommended requirements for expertise and security credibility ExitCertify or Supplier equivalent Tech Data eLearning modules via Knowledge Network or classroom training curriculum Low risk and investment into market with Recon MSSP or leverage Tech Data 5 complimentary and/or 3 paid assessments Each partner sales executive identifies 3-5 customers for detailed security account profiling session with Tech Data security specialist

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

Public Sector/Education

• Benchmark assessment that delivers gap analysis of security capabilities and compliance, and ranks maturity of a retail customer

• Benchmark assessment that delivers gap analysis of security capabilities and compliance, and ranks maturity of a public sector or education customer

Services, Appl, Data, UTM, SIEM, Fraud

Services, Appl, Data, UTM, SIEM, Fraud

Sell Perimeter (firewall/UTM)

Services, Perimeter, UTM, End Point

Firewall/UTM, End Point

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

Sell Services, Perimeter, UTM, End Point

Firewall/UTM, End Point

Services, Appl, Data, UTM, SIEM, Fraud

Managed Security Services to Support SMB to Enterprise

SMB – 250 and Below 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.

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Mid-Market to Enterprise Recon – Tech Data’s Managed Security Service, including an on premise collection, correlation and analysis solution with 24x7 cloudbased monitoring and remediation assistance to protect against ✓ Cross-sell with Security advanced cyber threats.

products from Tech Data ✓ Supports hundreds of new and existing security technologies

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The Tech Data Solution to Cyber Crime is Recon

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. Benefits to the Partner ✓ 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

ReconTM Capabilities SECURITY INFO & EVENT MGMT (SIEM) • Log Management • OTX threat data • SIEM Event Correlation • Incident Response

BEHAVIORAL MONITORING • Netflow Analysis • Service Availability Monitoring

ASSET DISCOVERY • Active & Passive Network Scanning • Asset Inventory • Software Inventory

ReconTM Threat Intelligence

INTRUSION DETECTION • Network IDS • Host IDS • File Integrity Monitoring

VULNERABILITY ASSESSMENT • Continuous Vulnerability Monitoring • Authenticated / Unauthenticated Active Scanning • Remediation Verification

TM

How does Recon Work?

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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

Unified Security Mgmt Appliance

Tech Data MSSP Federation Server

Security & Education SBU • 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 and Networking Curriculum • CompTIA® Security+® • Certified Information Systems Security Professional (CISSP®) • CyberSec First Responder: Threat Detection and Response • IBM Security QRadar SIEM Foundations

Security Practice Builder

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 14. August 2017

Avnet Confidential – Internal Only

Practice Builder Program

Strategy Development

Training & Enablement

• Security area of focus

• Vendor certification roadmap & support

• Business analysis • Vendor selection & solutions mapping • Go-to-market planning

14. August 2017

• Sales training • Technical training • Product & solution demos

Marketing

Services

Sales Execution

• Multi-touch market approach

• Tech Data & vendor services

• Demand creation services: web advertising, branded collateral, appointment setting, social media & events

• Presales delivery, consulting and managed services

• Sales content, battlecards and case studies

Avnet Confidential – Internal Only

• Assessment tools & reports

• Target account planning

• Industry expertise & SME support • Services & technical resource support

Strategy Development A foundational way for our partners to increase their knowledge around Data Center Security

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Determine security area of focus • Identity & Access Management • Security Intelligence • End Point • Perimeter • Data & Applications • Vendor selection & solution mapping • Analysis

• Go-to-market planning

14. August 2017

Avnet Confidential – Internal Only

Training & Enablement Develop and enhance skillsets on key security areas and technologies

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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 14. August 2017

Avnet Confidential – Internal Only

• 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”

Marketing Partners must drive demand for their security services and product sales •

Events and Webinars - leverage Tech Data specialists as guest speakers Marketing Resources and Vendor Lead Generation Programs

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Appointment setting campaign Multi-touch campaigns Social media

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Collateral

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Assessments – used to identify need in a potential customer or as a low cost solution to sell into an account 14. August 2017

• 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 Only

Services Leverage Tech Data Solutions and Services to deploy your Security practice •

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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

14. August 2017

• 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 Only

Sales Execution Deliver practice builder plan • • • • • •

Partner certifications and training Targeted account planning (verticals) Solution and vendor portfolio action plan Marketing plan Sales training Agreement to tracking and cadence

14. August 2017

• Develop Cadence and Owners for Managing the Engagement • Services implementation and delivery • Revenue and product growth

Avnet Confidential – Internal Only

MOU for Security Practice Builder 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.

Questions?

Customer Success with Recon 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.

“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.”

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.