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| Section | Objectives |
|---|---|
| Topic 1: Selling IBM Security Solutions | - Mapping IBM ISS solutions to customer requirements - Value-based selling methodology |
| Topic 2: Sales Process and Engagement | - Opportunity qualification and pipeline management - Solution proposal and closing techniques |
| Topic 3: IBM Security Portfolio Overview | - IBM Tivoli Security product family positioning - IBM Internet Security Systems (ISS) solutions overview |
| Topic 4: Security Market and Customer Needs | - Compliance and regulatory requirements - Enterprise security challenges and risk drivers |
| Topic 5: Competitive Positioning | - Comparison with competing enterprise security vendors - Differentiation of IBM security capabilities |
1. A large industrial client is currently evaluating IPS technology. The important issues are network up-time and false positives disrupting the client's business partner connections. What is the most appropriate IBM Security technology for this client?
A) IBM Security MX0804 with the IPS agent actively configured.
B) Centralized command and control of IPS through IBM Security SiteProtector.
C) IBM Security GX appliance where simulation mode can be leveraged
D) IBM Security Server.
2. How often is X-Force Threat Insight offered to partners free of charge?
A) quarterly
B) semi-annually
C) weekly
D) monthly
3. Which two areas of the IBM Security Framework are mainly covered by the legacy Internet Security Systems (ISS) products?
A) People and Identity, Data and Information.
B) People and Identity, Network Server and End Point.
C) Data and Information. Network Server and End Point.
D) Application and Process, Network Server and End Point.
4. The Chief Security Officer of a financial services organization is updating the security infrastructure and meeting with many prospective vendors. The CSO is not interested in point solutions that do not integrate with the central management system and wants the current solutions to integrate with one another.
IBM Security can integrate which of the following?
A) All existing point solutions and Payment Card Industry Compliance as a managed service
B) Solutions with Tivoli for an integrated Identity Management and Access Manager solution using the dashboard.
C) Firewall, Intrusion Prevention System, Vulnerability Scanning, Mail and Web Filtering, and Desktop Protection with a dashboard view using IBM Security SiteProtedor.
D) Feeds from all of the devices into a central view using the Virtual Security Operations Center Portal as a Managed Service.
5. Upon visiting a very large customer, it is discovered that they have a large deployment of Sourcefire sensors During the meeting, the customer discloses that management won't allow them to be run in IPS mode, only IDS because of concerns around false positives and the need for more staff to chase down these events.
What should be the first thing discussed with the customer?
A) Suggest a meeting with both IBM and Sourcefire to discuss working together.
B) Offer to bring in PSS to discuss staff augmentation to help chase down the events.
C) Discuss our unique ability to place IBM sensors in blocking simulation mode.
D) Work with the customer to integrate their Sourcefire sensors with TSIEM.
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: A | Question # 3 Answer: D | Question # 4 Answer: C | Question # 5 Answer: C |
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