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Generating Demand SECURITY Worldwide

Protecting your midmarket clients against cyberattacks with IBM Security

It doesn’t take an IT security expert to know that the largest global cyberattack ever to use ransomware took place earlier this month. The so-called “WannaCry” attack impacted thousands of organizations in more than 100 countries within the span of 48 hours. Many of our IBM Security Business Partners, as well as IBM, have been working nonstop with clients to ensure their safety.

I was visiting with Business Partners in Singapore when the attack started, and am fortunate my laptop had the latest Windows security update thanks to IBM BigFix. It has been an interesting few weeks to say the least, giving us all a resounding lesson on the importance of sound security tools and practices.

This threat-come-to-life scenario has been eye-opening for so many organizations across all industries. It also has demonstrated that these kinds of attacks don’t discriminate when it comes to company size. In fact, small and medium businesses are more at risk than large enterprises because they don’t have the skills or people to implement best practices. Fortunately, midmarket companies are becoming increasingly aware they need to step up their investment in cybersecurity according to a 2017 joint research study by IDC and CRN. I see a tremendous opportunity for growth selling to midmarket customers (part of the IBM-defined Commercial segment), including a large client base to target and an increased revenue opportunity.

To help IBM Business Partners penetrate this market, we are pleased to announce the launch of the IBM Security commercial offerings along with the new Security Commercial Sales Playbook on PartnerWorld. My team has developed plays targeting specific buyers with solutions that provide quick implementation and fast ROI, and include use cases, client success stories and new social selling assets. Sales plays are now available for IBM QRadar, Maas360, BigFix, Application Security on Cloud (ASOC) and Guardium Vulnerability Assessment.

Please join me for the upcoming IBM Security Sales Talk “Lead, win and grow in the Commercial Segment with IBM Security.” The webinar will highlight the lucrative market opportunity and outline our strategy to help you sell in the midmarket, as well as offer an overview of the sales plays, including recently added assets to help you understand how to protect your midmarket clients against ransomware. If you miss it live on May 31, you can access the replay and presentation materials at your convenience. I encourage you to use these new resources to engage your clients and prospects and drive new opportunities.

The next ransomware attack is likely just around the corner, so now is a great time to get out there in front of new prospects.

Nick Lisle
World Wide Business Partner and Commercial leader, IBM Security

Nick Lisle is the World Wide Business Partner and Commercial leader for IBM Security. He is responsible for IBM Security's Commercial strategy and building a worldwide network of cybersecurity Business Partners. His work includes developing strategic programs to help Business Partners collaborate with IBM to deliver world-class solutions to clients.

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