Show:
Marketing & Incentives
Security Learning Acad
Certifications
Commercial & MSSPs
Security Prod. & Cloud
100

In what Account segment can BPs earn the most Money?

What is "BP-Led / Commercial"

100
  • Where can Sellers and Business Partners find IBM Security Sales Plays and Campaigns for Business Partners and MSPs/MSSPs, focused on Commercial & Mid-market Solutions?

What is the IBM Security Learning Academy

100
  • For Business Partners who do not take advantage of the Security Certification SWAP program, what is required for them to be approved to participate in the Channel Value Rewards (CVR) – Sales/Sales Assist incentive for products in the Security Product Group?
  • What is "1 current Security sales and 2 current Security technical certifications"
100
  • What is the estimated percentage of 2019 revenue for Security technology purchases that will come from MSSPs?

What is "50%"

100
  • Industry research shows the total cost of ownership (TCO) for an on-premise system will be more than double that of a SaaS-based cloud solution?  True or false?

What is "True"

200
  • How do Business Partners access IBM Digital Content Marketing benefits?
  • They must register for DCM in PartnerWorld and receive a confirmed registration
200

Who can access the Security Learning Academy?

What are "Customers, Business Partners and IBMers".

200
  • Which exam satisfies the skills requirements for CVR-Sales?

What is "Technical Sales Mastery Exam".

200
  • IBM Security Commercial and Mid-market revenue is growing by ___ yty

What is 30-40%

200
  • Which IBM product in Data Security finds GDPR-relevant data, understands exposure and addresses issues?

What is Guardium Analyzer

300
  • When a Business Partner resells on-premise parts at a BP-Led segmented customer, and additionally receives CVR-Sales/Sales Assist on the deal, what % incentive will the BP receive for JUST the CVR-Sale/Sales Assist incentive?

What is "25%, if they also IDentified the opportunity"

300
  • What courses are available in the "Sales and Support Programs" category of the Security Learning Academy ("SLA")?
  • Accelerated Value Support Program (AVP)
  • IBM SCORE
  • Becoming an IBM Security Primary Support Provider
300
  • In order for a Business Partner to resell on-premise parts in the QRadar Brand Family, what authorization is required?
  • Business Partner must be authorized to resell in the Security Product Group
300
  • A Business Partner has a managed services opportunity. The Business Partner approaches you and asks if IBM will approve an ESA contract with the condition to transfer end user licenses to the customer after two years. Your response to the Business Partner is:

What is "No Can DO!  Transferring end user licenses is not possible in an ESA agreement."

300
  • Which IBM Security Analytics product helps organizations determine if security related events are simple anomalies or potential threats?

What is Qradar/QROC

400
  • The Competency Marketing initiative provides how much to a Business Partner for an Expert Level Competency?

What is $8K per Competency

400

Where is the BP and BPR Reception tonight and what kind of food and drinks will be served?

At the Mulate's Restaurant Acadia Room on 201 Julia St., across the Street from Hall A of the New Orleans Morial Convention Center.

Gumbo, Shrimp & Grits, Red Beans & Rice, Catfish Bites, Veggies and a full bar.  Don't forget to wear your Sales Academy Badge and pick up your drink tickets at the door!

400

What are ways that a business partner can take a Technical credential exam?

  • As Online-Proctored
  • At a PearsonVue facility
  • Proctored, Anywhere
400

What are some reasons that meeting Compliance requirements is difficult for Mid-Market and Commercial Clients?

What are: 

"Corporate and Government Mandates;

Integration with existing Security tools;

Lack of skilled Security staff."

400
  • What is NOT true regarding KEY reasons for driving SaaS adoption?

What is "Strong Internal Skills"

500

Name some Digital Content Marketing (DCM) benefits provided at no charge to eligible Business Partners.

  • What are "Website creation, Social Media Content and Web Syndication."
500


  • Is a PartnerWorld ID required to access the Security Learning Academy?

NO WAY!!

500

Provide 2 examples of sellers who should be considered to take the IBM Security Technical Sales Mastery Exam.

  • A Technical Seller who is transitioning to Security from an adjacent IT solution.
  • Someone in a Technical Sales (Pre-Sales) Role
500
  • In what customer segment is Security sometimes regarded as a necessary evil?

Commercial/Mid-market

500


  • What is the name of IBM’s Enterprise Mobility Management (EMM) Security Offering?

What is MaaS360