Sales Aligned Business Opportunity Report Powered by About this document This document has been produced to simply illustrate the results of the DNA Demand generation™ process. The content of this report have been modified from the original and should not be taken as literal and accurate for sales engagement. DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Sales Aligned Business Opportunity Summary Dear Susan Smith, Enterprise Account Executive Your marketing department has contracted Global Technology Sales Solutions (GTSS), to help penetrate and expand the business relationship with Bank of America (BOA). As a target account for penetration (TAP), both business-line and IT titles who can bear influence within Bank of America to do business with your organization has been engaged or are being attempted. The following sales aligned business opportunity is being presented to you as one of hopefully many business opportunities that will be developed with Bank of America as part of an ongoing effort of business development powered by Global Technology Sales Solution’s patented DNA demand generation™ process. Working with your marketing department it was determined that your company only has 10% of the attainable share of business from Bank of America. The DNA effort is designed to provide you a stream of the highest caliber business opportunities for engagement with identified key stakeholders. The goal is to continually uncover, qualify and develop these business opportunities with Bank of America until the desired share of business is attained. A dedicated GTSS alignment consultant is leading the business development effort with Bank of America. A meeting with the key stakeholder will be arranged by the GTSS alignment consultant following an alignment orientation call with you to go over the details found within this report. Your assigned GTSS alignment consultant will be your point of contact throughout this ongoing account penetration effort. The alignment report contains the following details: 1. Detailed summary of the Sales Aligned Business Opportunity 2. A copy of the Situational Alignment Presentation given to the stakeholder 3. Listing of the contacts and their roles in the decision making process 4. Detailed summary of all Discovery and Navigation dialogues that lead to the Alignment 5. Detailed outline of other business opportunities in navigation and discovery stages 6. Business intelligence summary of their technology infrastructure 7. OneSource or D&B supplemental Account Intelligence Summary We look forward to working closely with you as we together begin to expand the volume of business. Sincerely, the GTSS team DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Sales Aligned Business Opportunity Summary Bank of America Cybersecurity Initiative FY17 – UEBA Enhancement Project The following is the first of several sales aligned business opportunities that are being developed for your engagement as part of our ongoing Target Account Penetration or TAP effort. Over 450 IT decision making titles are being engaged along with 30 select business-line decision makers. Your meeting will be with Keith Gordon, Global Chief Information Security Officer (CISO), who directly reports to Catherine Bessant, CTO. Your GTSS Alignment consultant will broker the meeting between you both and address any questions you may have in advance of this meeting. UEBA Enhancement Project Aligned Stakeholder Contact: Keith Gordon, CISO Meeting Date: Week of December 5th, 2016 Business Situation Among several key BOA initiatives, we have identified, cybersecurity is their top concern this year. Brian Moynihan has committed $3 Billion annually for new software development which is about 17% of their $17.65 Billion IT budget. Over $500 Million has been earmarked for FY17 for various efforts around securing all endpoints including internal ones and every customer access points. This also included security enhancements for their growing mobile app environment. There are over 1000 BOA IT personnel involved in this critical focus including several Fin-Tech partners and consulting firms. We have direct engagements with each of the 20 key individuals who have been validated to have a role in the overall decision making process which culminates ultimately with Catherine Bessant, CTO. The 20 individuals are part of a specialized team of security and compliance experts, each with their own list of direct reports who handle the functional operations of the entire company globally. The 20 individuals all report to Keith Gordon, Chief Information Security Officer (CISO). The following details were gathered from various Discovery, Navigation and Alignment calls completed specific to the Bank of America Cybersecurity Initiative. The aligned opportunity is specific to BOA’s effort to enhance their protection & remediation capabilities in the advent of a ransomware event. There were 20 Discovery dialogues and 10 Navigation dialogues that lead to the eventual Alignment meeting with the key stakeholder. The details of each dialogue is provided in this report. DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Bank of America has a dedicated security operation center (SOC) which employs a total of 1000 personnel broken into 20 regional & functional teams, all controlled centrally. The security infrastructure is a mixed farm of homegrown highly customized and 3rd party technologies from the leading SIEM vendors including IBM, EMC, Intel and HPE. As a result of our direct discovery level engagements with numerous IT security titles we were able to determine the following details. Through discussions with key members including with the SOC team we were able to determine that EMC RSA NetWitness Suite is widely relied on and highly favored by many within the BOA SOC team because of its robust real-time monitoring capabilities across their network and endpoints. One SOC member specifically called out the EMC RSA Live feature that feeds threat intelligence updates automatically and makes implementation seamless. The one area of concern raised was NetWitness’s limited incident management capabilities which in one SOC members’ opinion would likely require some work to bring up to par with some of the other SIEM systems currently in use at BOA. Several SOC members also noted the extensive effort that was needed to implement RSA NetWitness to enable it to fit BOA stringent compliancy requirements. IBM’s share of BOA’s security business is sizable in comparison to all other SIEM vendors in place that are being considered as part of the UEBA enhancement initiative. BOA’s IBM QRadar Security Intelligence platform implementation is very extensive and includes, their QRadar log manager, Data Node, SIEM, Risk & Vulnerability Manager, QFlow and VFlow Collectors and Incident Forensics. One of the noted strengths one SOC member pointed out was IBM’s ability to handle NetFlow network traffic monitoring using deep-packet inspection, capture and behavior analysis. Also that QRadar was already native to IBM’s SoftLayer an important part of the bank’s cloud strategy. Also it was noted by an SOC member that their modular architecture supports security event and log monitoring in IaaS environments including native monitoring for AWS CloudTrail, of which BOA is in discussions to expand their footprint with. The SOC members we spoke to outlined the lengthy relationship they have had with Intel’s McAfee security team. Intel’s McAfee Enterprise Security Manager (ESM) was recently updated, with the integration with Hadoop to enable better protection for their BI implementations. However, these enhancements are overshadowed by some key performance issues that few of the SOC members expressed that leads us to believe there may be an opportunity to displace McAfee’s ESM with HPE ArcSight ESM. HPE has had a long history of supporting BOA and there is no intention of moving away from that. SOC members expressed an overall high level of satisfaction with HPE’s ArcSight SIEM platform. Many of the SOC members echoed an opinion that HPE provides one of the most DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved robust of SIEM solutions on the market today. ln dialogues with various SOC members, many sighted ArcSights’s full suite of functions including most importantly the EUBA capabilities which is what is being sought out. A number of SOC members also noted that HPE ArcSight’s wide variety of out-of-the-box third- party technology connectors and integrations is a huge plus for them as they have had to invest considerable hours in getting other competitor SIEM solutions to integrate and meet their strict compliancy requirements. A number of SOC team members did however comment that the level of professional services being bundled by HPE as part of their delivery has raised some eyebrows. While there is a strong propensity to consider HPE’s ArcSight as part of their FY17 enhancement plan the SOC team did raise some concerns about what the upcoming core redo planned for ArcSight technology platform would mean in terms of changes to their existing implementation. It is highly advised that as the sales representative in engagement to be ready with a satisfactory response if and when the subject comes up. Aligned Business Opportunity