Becoming A Strategic Security Vendor

Air Date: Tuesday, June 16, 2009

Cost: $250

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Presented By:

Who should attend: Vendor Strategy professionals

Description:

IT security is an industry in transition, as buying behavior is shifting both radically and rapidly. The selling of security based on FUD (fear, uncertainty, and doubt) is no longer effective. IT security vendors, service providers, and consultants must respond by rethinking their strategies — transforming their business models, developing new partner ecosystems, and providing solutions that deliver demonstrable business value. Today, however, security vendors lack executive- and business-level visibility, hampering these efforts. We discuss a framework that can be used to evolve your position portfolio and partnerships that can help you to gain greater relevance, influence, and customer loyalty.

Agenda:

• Where different elements of security fit along the "IT to BT" spectrum
• The three key capabilities major vendors need to gain greater relevance and success with your customers
• Understanding the different paths to strategic relevance and how to position yourself through development, acquisition, or partnership for this journey
• Action items and recommendations

Vendors mentioned: CA, Cisco, BT, EMC/RSA, IBM, McAfee, Microsoft, Oracle, Symantec, Verizon Business, Wipro

Related Research:

The Enterprise IT Security Buyer Profile: 2009

by Jonathan Penn, May 13, 2009

Market Overview: IT Security In 2009

by Jonathan Penn, April 22, 2009

The State Of Enterprise IT Security: 2008 To 2009

by Jonathan Penn, December 24, 2008

The State Of SMB IT Security: 2008 To 2009

by Jonathan Penn, December 24, 2008

The Three Archetypes Of Service Providers

by Pascal Matzke, Daniel Krauss, September 5, 2008

Five Strategic Priorities That Change In A Recession

by Chris Andrews, February 18, 2009

The Hour Of The Vendor Strategist: Three Mega Business Trends Will Reshape The Tech Sector

by Thomas Mendel, Ph.D., Navi Radjou, November 21, 2008

Technical requirements:

An Internet connection and a one-time download of the WebEx™ Player are required.