Proofpoint

Proofpoint, Inc. (NASDAQ: PFPT) is a leading cybersecurity company that protects organizations’ greatest assets and biggest risks: their people. With an integrated suite of cloud-based solutions, Proofpoint helps customers around the world stop targeted threats, safeguard their data, and make their users more resilient against cyber-attacks. Leading organizations of all sizes, including over 50% of the Fortune 1000, rely on Proofpoint to mitigate their most critical security and compliance risks across email, the cloud, social media, and the web. No one protects people, the data they create, and the digital channels they use more effectively than Proofpoint.

  • IBM is both a customer & a partner (Protecting IBM Corporate Email – See below)
  • Fastest growing publicly traded security company (5+ years)
  • Over $1B annual revenue (doubling to over $2B in the next 5 years)
  • Top 5 market cap of all publicly traded cybersecurity companies 
  • Most effective solution for the #1 threat vector, email
  • Dedicated sales & technical manager for every customer
  • 90%+ win/conversion rate with Proof of Concepts (POCs) 
  • FedRamp Certified
  • NIST CSF & MITRE Attack Mapping + FINRA, FISMA, HIPAA, GDPR, CCPA
 
Deal Registration: https://partners.proofpoint.com

Account mapping, Sales & POC Support, Pre-Sales Technical Support: [email protected]


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  • Email DLP & Encryption 
    • IBM Security Competency: Data & Application Security (DAS)  
    • Security Practice: Protect
    • (See IES Information above)
  
  • Joint Initiatives with Proofpoint: 
    • Email Security (Symantec Replacement – More information on next tab)
    • Security & Awareness Training: IBM SSRC
    • Email Security for Office 365
    • Insider Threat Protection

  • We Integrate to IBM Qradar (SIEM) and Resilient (SOAR)

Section 3: Speakers

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  • Symantec Takeout Promotion (Deal registration required)
    • Price matching
    • Free migration/Professional Services
    • Up to 18 months for the cost of 12 months (minimum purchase of 12 months)
    • Deal Registration: https://partners.proofpoint.com
    • Account mapping, Sales & POC Support, Pre-sales Technical Support: [email protected]

To Request a Client Security & Awareness Survey: Contact Charles Chang, Global Competency Leader, IT Risk Management & Compliance, [email protected]

Internal IBM Seismic page:
https://ibm.seismic.com/Link/Content/DCjnrYFG6Cx0azULixCrtkkA

Overview:
The Proofpoint IBM Security & Awareness Training (SAT) Survey is a no cost lead generation Tool is to help drive IBM-led SAT engagements & deal registrations.

  • Developed by Proofpoint to help their partners rapidly and cost effectively show potential clients that a security awareness and training solution may be needed. 
  • Proofpoint selected IBM as the first partner to pilot the survey tool
  • The survey is intended to help position a Very Attacked Person (VAP) Email Security Assessment and full People-centric portfolio engagement as a next step.
  • The client survey is 22 T/F questions on 7 security topics and should take customers less than 10 minutes to complete it.
  • Clients receive their own unique URL to access the tool
  • No PII is collected
  • Clients can have as many of their employees take the survey as they like
  • The tool produces a client-specific report summarizing aggregate results and includes your name and contact information as an IBM seller
  • The report includes: Average employee scores, strongest/weakest security topics, Scores by department/category/geography and more
  • The survey tool aligns with the PFPT Beyond the Phish data to provide IBM consultants with benchmarking of survey results to provide customers with a consultative interpretation of the results.
  • All customers who complete a survey will be deal registered to IBM for price protection if they decide to engage further following the survey
  • If desired, Proofpoint provide sales and technical resources to support each of your customer engagements.
Call to Action:
  1. Visit the internal IBM Seismic page
  2. Review the outlined three step survey process
  3. Discuss the survey with 3-5 clients per quarter
  4. Engage the centralized IBM delivery team to initiate the client specific survey

 

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Proofpoint Platform / Products:

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Download the Proofpoint Portfolio Overview
Online Proofpoint Product Information & Resources
  • Technology and Alliance Partners
    • Crowdstrike, Okta, Palo Alto, AWS, Splunk, IBM, zScaler, Imperva, CyberArk, Deciso, Sailpoint, RSA, VMware, Microsoft, Google
 
Solutions by Topic:

Markets:
  • Secondary Markets: Appropriate for all markets
    • Insurance, Manufacturing, Media & Entertainment, Retail, Technology & Professional Services, Transportation and Distribution, Travel & Hospitality, Public Safety 
  

 
Proofpoint Global Main Stage Presentation for Fast Start 2021:
  • Title: Helping IBM Protect People, the New Perimeter
  • Synopsis: In today’s cybersecurity landscape, people are the new perimeter. In this session, learn how IBM is leveraging Proofpoint’s People-Centric Security Platform to accelerate sales growth by delivering an integrated suite of cloud-based solutions to help companies around the world stop targeted threats, safeguard their data, and make their users more resilient against cyber attacks.
  • Proofpoint Presenters: Ryan Kalember, EVP of Cybersecurity Strategy & Tyler Murphy, Director of Global Strategic Partnerships & Managed Services 
 
How IBM Partners with Proofpoint:
IBM offers the Proofpoint products as a Managed Service business model.

  • IBM can sell the full Proofpoint portfolio and purchases directly from Proofpoint
  • Customers sign contracts directly with IBM
  • Customers do not need to sign the Proofpoint T&C’s directly
  • IBM owns the Proofpoint license and support entitlement on behalf of the customer
  • IBM provides L1 support to the customers directly 
  • Proofpoint provides L2/L3 support to IBM directly
  • IBM also offers consulting, advisory and managed services for customers who already own Proofpoint products. management 
  • There must be a Proofpoint Participation agreement in the country of the purchase
IBM may also purchase Proofpoint products as a reseller, where the customer owns the license and signs the Proofpoint T&C’s directly with Proofpoint. In the resale model the customer owns the license and support entitlement. A common distributor may be used as appropriate.

Information on How We Can Leverage Proofpoint in Our Offerings:
  • Symantec Replacement 
  • IBM X-Force Threat Intelligence Report – Phishing is the #1 Threat Vector
  • Client Interests: Spam/Virus, Phishing, Spoofing, Malware, Ransomware, Business Email Compromise (BEC), Email Account Compromise (EAC), Zero Day Attacks, Email Fraud Defense, Security & Awareness Training, Archiving & Compliance, Insider Threats, Information Protection, Digital Risk / Brand Protection, Compliance / Archiving, Smishing (SMS Phishing)
  • Cloud Transformation/Digital Transformation
  • Unified Data Loss Prevention (DLP), Information Protection
  • Security for Office 365 / Google Apps (G-Suite)
  • Zero Trust Networking (ZTN/ZTNA), Software Defined Networking (SDN), VPN Replacement
  • Secure Cloud Applications / CASB
  • Advanced/Complex Threats
 
How Proofpoint Goes to Market
  • Channel focused (Lead with POC and remember to deal reg)
  • People-Centric Cloud Security Platform
  • Access plays and bundled solutions
 
How to Partner with Proofpoint
  • Deal Registration: https://partners.proofpoint.com
  • Account mapping, Sales & POC Support, Pre-sales Technical Support: [email protected]
  • Dedicated account teams for every customer (Sales & Technical)
  • Client POCs & Assessments = 90%+ win rate
  • Free Partner Training, sales mapping, business development programs
  • Ask for custom pricing as needed
  
Partner Tools
    • Partner Portal:
      • Deal Registration
      • Role-based Training
      • Partner Education Webinars
      • MSRP Pricing
 
Success Stories and Use Cases
  • Global: IBM (Internal Use) – Highlighted above
  • Americas: Altria – Email Security Portfolio
  • EMEA: International Airline Group (IAG) – Security & Awareness Training
  • APAC: Qantas – Full People-centric Security Portfolio + DLP & ITM
  • Hundreds of mutual customers – opportunity for alignment and upsell
  • Proofpoint Customer Success Stories

Role Name Title Email Phone

Partnership Support

Craig Battleman

Proofpoint Alliance Manager


(312) 315 - 2960

Email Offering Support

Josh Ahearn

Email Security Offering Manager


(678) 640 - 8219

Security Survey

Charles Chang

Global Competency Leader, IT Risk Management & Compliance


(203) 231 - 1106


Security & Awareness Training Support


Robin Dickerson


Security & Awareness Training Offering Manager




(303) 775 - 9782

Primary Contact

Tyler Murphy
(Denver, CO)

Director of Global Strategic Partnerships & Managed Services


(303) 507 - 4379

Backup / Escalation Point

Dave Rees
(Boston, MA)

Sr. Director of Global Strategic
Partnerships


(650) 722-1002

Security & Awareness
Training

Don Stewart
(Pittsburg, PA)

Director of Global Strategic Partnerships & Managed Services


(412) 398-0614

Engagement / Escalation Americas

Chris Danyo (Georgia)

SVP, Americas Sales


(770) 262 - 6235

Executive Sales Engagement/Escalation EMEA

Martin Mackay
(Reading, England)

SVP, EMEA Sales


+44 (0) 7786 567693

Executive Sales Engagement/Escalation APJ

Alex Lei

SVP, APJ Sales


+65 8112 - 9635
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