With its strong overall performance, IBM has achieved a leadership position in the IAM market, and Frost & Sullivan is proud to bestow the 2015 Market Leadership award to IBM.

1. 2015
2015 Global Identity and Access Management (IAM)
Market Leadership Award

2. BEST PRACTICES RESEARCH
© Frost & Sullivan 2015 2 “We Accelerate Growth”
Contents
Background and Company Performance ...................................................................... 3
Industry Challenges............................................................................................ 3
Market Leadership of IBM.................................................................................... 3
Conclusion ........................................................................................................ 6
Significance of Market Leadership............................................................................... 7
Understanding Market Leadership............................................................................... 8
Key Performance Criteria .......................................................................................... 8
The Intersection between 360-Degree Research and Best Practices Awards...................... 9
Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best
Practices............................................................................................................... 10
About Frost & Sullivan ............................................................................................ 11

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Background and Company Performance
Industry Challenges
Identity and Access Management (IAM) solutions have been available and implemented by
organizations for years. However, the IAM market is now at a critical juncture in its
development. The ability to manage identities and access entitlements is becoming
increasingly important to businesses of all sizes. IT Mega Trends such as growing adoption
of mobile devices, complex threats, cloud services and Web applications are challenging
traditional models of IAM and information security.
Widespread adoption of mobile devices and cloud services, emergence of insider threats,
and stricter compliance requirements have forced an evolution in corporate IT security
practices, democratizing and decentralizing control of information and communication
technologies. Employees and visitors all have multiple devices that they expect to use.
Employees determine which mobile applications would best enable them to perform their
jobs and then deploy it on their own, possibly without approval or knowledge of their
organization’s IT professionals. IT departments can no longer wonder if they can support
emerging best practices, but are instead focusing on how they can operate in a secure and
regulation compliant manner.
Competitors in the IAM market are challenged to provide innovative solutions that help
customers address changing technologies, security needs and business practices. The IAM
market, which has segments that are maturing, now have opportunities for growth by
innovative companies. Leading companies in the IAM market are in advantageous but
vulnerable positions, and can lead the IAM market in the next phase of growth or lose
market share.
Market Leadership of IBM
Product Quality
IBM offers a broad portfolio of integrated IAM solutions with a wealth of functionality
including access management for Web, mobile, or enterprise Single Sign-On (SSO),
identity federation, directory services, identity and access governance, privileged identity
management, automated provisioning, auditing, and a security policy manager.
IBM IAM solutions receive high marks for performance and reliability, as evidenced by
years of use in large business and enterprise networks around the globe, as well of
thousands of small and midsized firms. IBM solutions are traditionally offered as scalable
enterprise software and can support tens of thousands of different identities and access
entitlements, as well as all related roles, groups and policies. IBM has expanded its
deployment options, recently offering its IAM solutions as cost-effective virtual and
hardware appliances, or as a managed cloud service.

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Growth Strategy Excellence
Despite an already strong position in the IAM market, IBM continues to monitor trends
and identify new market segments for growth. In recent years, cloud-based IAM services
have gained a strong following with small and medium size businesses (SMB). The SMB
segment is emerging as a high growth market and enterprise organizations are also
evaluating the value that IAM-as-a-Service can offer.
In recent years, IBM has made important strategic acquisitions including Lighthouse
Security Group and CrossIdeas to strengthen the IBM IAM portfolio. The Lighthouse
Security Group acquisition provides IBM with the foundation necessary to introduce a
cloud-based service for IAM in 2015, allowing the company to better support new
customers in the SMB market and large enterprise customers that require a solution to
manage access to cloud applications. Though some of IBM’s competitors have been
offering cloud-based IAM services, IBM is in an advantageous position and can provide
customers with an integrated, end-to-end solution for managing identities and access
rights across on-premises applications and cloud applications.
Technology Leverage
IBM continues to invest in developing new technologies that solve customers’ security
problems. For example, IBM introduced its concept of Threat-Aware IAM in 2013. This
strategy would allow IBM identity solutions to utilize security intelligence to discover and
block threats. IBM Threat-Aware IAM focuses on two critical themes: to prevent advanced
insider threats and to deliver actionable identity intelligence. These are two of the top
concerns for businesses today as advanced malware and persistent threat actors have
been able to steal massive amounts of sensitive data from even the largest and most
technically savvy global companies.
The acquisition of CrossIdeas further demonstrates IBM’s business-focused approach to
IAM. IBM envisions IAM as a security-purposed technology that allows businesses to
manage risk from user access. IBM identity governance solutions are designed to enable
businesses to understand access risks, make informed business decisions, and then take
necessary steps to mitigate risk and achieve compliance.
Product Differentiation
IBM has established itself in the IAM market and has built a strong product over many
years of development. IBM IAM solutions feature an extensive library of third-party
product integrations, including authentication technologies, databases, user repositories,
Web servers, and directories. IBM ensures simplified deployment and reliable use of its

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product by supporting heterogeneous network environments and third-party systems such
as Microsoft, SAP and Oracle.
Security technologies are challenging to develop as businesses vary greatly in terms of
risk profile, compliance requirements, business objectives, and technical savvy. IAM in
particular requires a strong understanding of technologies, people, and business
processes. As a large organization with a significant professional services division, IBM has
the large product development teams and support services needed to address customer
needs and processes that will enable customers to reach a successful deployment that
delivers maximum value.
Brand Strength
IBM is a large global IT software, hardware, and services company with multiple security
solutions including network intrusion prevention systems (IPS), security information and
event management (SIEM) solutions, data and application security solutions. IBM also
operates the X-Force research organization. The IBM X-Force is a well-known and active
contributor in the information security industry. The IBM X-Force produces multiple
reports on security trends and the intelligence that it provides is used to support IBM
security products.
As one of the first companies to offer IAM products, IBM has a strong history in the
market and a brand name that is well established. IBM has the largest customer base with
thousands of customers, many of whom are interested in updating their security and IAM
processes. Customers that are evaluating IAM solutions are quick to short list IBM.
Market Share Leadership
In 2014, IBM accounted for the greatest share of market revenue and was named the
fastest growing vendor in the worldwide security software market, supported by continued
sales and renewals of its current IAM offerings. IBM faces growing competition but can
maintain this market leadership position by developing new cloud-based IAM services and
advanced security analytics that leverage identity data to understand and manage risk.

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Conclusion
IBM is the established market leader in the IAM market in 2014 and is poised to lead the
market into the next phase of growth. By understanding and adapting to changing
information and communication technologies and business practices, IBM can continue to
meet customers’ needs and to maintain its leadership role in the market.
With its strong overall performance, IBM has achieved a leadership position in the IAM
market, and Frost & Sullivan is proud to bestow the 2015 Market Leadership award to
IBM.
IBM, 14%
Others,
86%
Percent of Revenue
Total IAM Market: Global, 2014

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Significance of Market Leadership
Ultimately, growth in any organization depends upon customers purchasing from your
company, and then making the decision to return time and again. Loyal customers
become brand advocates; brand advocates recruit new customers; the company grows;
and then it attains market leadership. To achieve and maintain market leadership, an
organization must strive to be best-in-class in three key areas: understanding demand,
nurturing the brand, and differentiating from the competition.

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Understanding Market Leadership
As discussed on the previous page, driving demand, strengthening the brand, and
competitive differentiation all play a critical role in a company’s path to market leadership.
This three-fold focus, however, is only the beginning of the journey and must be
complemented by an equally rigorous focus on the customer experience. Best-practice
organizations therefore commit to the customer at each stage of the buying cycle and
continue to nurture the relationship once the customer has made a purchase. In this way,
they build a loyal, ever-growing customer base and methodically add to their market
share over time.
Key Performance Criteria
For the Market Leadership Award, Frost & Sullivan analysts focused on specific criteria to
determine the areas of performance excellence that led to the company’s leadership
position. The criteria that were considered include (although not limited to) the following:
Criterion Requirement
Growth Strategy Excellence
Demonstrated ability to consistently identify,
prioritize, and pursue emerging growth
opportunities
Implementation Excellence
Processes support the efficient and consistent
implementation of tactics designed to support the
strategy
Brand Strength
The possession of a brand that is respected,
recognized, and remembered
Product Quality
The product or service receives high marks for
performance, functionality and reliability at every
stage of the life cycle
Product Differentiation
The product or service has carved out a market
niche, whether based on price, quality, uniqueness
of offering (or some combination of the three) that
another company cannot easily duplicate
Technology Leverage
Demonstrated commitment to incorporating leading
edge technologies into product offerings, for
greater product performance and value
Price/Performance Value
Products or services offer the best value for the
price, compared to similar offerings in the market

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Customer Purchase Experience
Customers feel like they are buying the most
optimal solution that addresses both their unique
needs and their unique constraints
Customer Ownership Experience
Customers are proud to own the company’s product
or service, and have a positive experience
throughout the life of the product or service
Customer Service Experience
Customer service is accessible, fast, stress-free,
and of high quality
Market Share Leadership
Superior execution results in a commanding
revenue position in the market
The Intersection between 360-Degree Research and Best
Practices Awards
Frost & Sullivan’s 360-degree research methodology represents the analytical rigor of our
research process. It offers a 360-degree-view of industry challenges, trends, and issues
by integrating all 7 of Frost & Sullivan's
research methodologies. Too often,
companies make important growth
decisions based on a narrow understanding
of their environment, leading to errors of
both omission and commission. Successful
growth strategies are founded on a
thorough understanding of market,
technical, economic, financial, customer,
best practices, and demographic analyses.
The integration of these research
disciplines into the 360-degree research
methodology provides an evaluation
platform for benchmarking industry
players and for identifying those
performing at best-in-class levels.
360-DEGREE RESEARCH: SEEING ORDER IN
THE CHAOS
Technology
Obsolescence
Disruptive
Technologies
New
Applications
CEO
Demographics
Needs
and
Perceptions
Segmentation
Buying
Behavior
Branding
and
Positioning
Competitive
Benchmarking
Emerging
Competition
Competitive
Strategy
Capital
Investments
Availability
of
Capital
Country
Risk
Economic
Trends
Crowd
Sourcing
Growth
Strategies
Career
Development
Growth
Implementation
Industry
Evolution
New Vertical
Markets
Industry
Expansion
Industry
Convergence
Emerging
Technologies
Smart Cities
Sustainability
New Business
Cultures
GeoPolitical
Stability

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Best Practices Recognition: 10 Steps to Researching,
Identifying, and Recognizing Best Practices
Frost & Sullivan Awards follow a 10-step process to evaluate award candidates and assess
their fit with select best practice criteria. The reputation and integrity of the Awards are
based on close adherence to this process.
STEP OBJECTIVE KEY ACTIVITIES OUTPUT
1
Monitor,
target, and
screen
Identify award recipient
candidates from around the
globe
 Conduct in-depth industry
research
 Identify emerging sectors
 Scan multiple geographies
Pipeline of candidates who
potentially meet all best-
practice criteria
2
Perform
360-degree
research
Perform comprehensive,
360-degree research on all
candidates in the pipeline
 Interview thought leaders
and industry practitioners
 Assess candidates’ fit with
best-practice criteria
 Rank all candidates
Matrix positioning all
candidates’ performance
relative to one another
3
Invite
thought
leadership in
best
practices
Perform in-depth
examination of all candidates
 Confirm best-practice criteria
 Examine eligibility of all
candidates
 Identify any information gaps
Detailed profiles of all
ranked candidates
4
Initiate
research
director
review
Conduct an unbiased
evaluation of all candidate
profiles
 Brainstorm ranking options
 Invite multiple perspectives
on candidates’ performance
 Update candidate profiles
Final prioritization of all
eligible candidates and
companion best-practice
positioning paper
5
Assemble
panel of
industry
experts
Present findings to an expert
panel of industry thought
leaders
 Share findings
 Strengthen cases for
candidate eligibility
 Prioritize candidates
Refined list of prioritized
award candidates
6
Conduct
global
industry
review
Build consensus on award
candidates’ eligibility
 Hold global team meeting to
review all candidates
 Pressure-test fit with criteria
 Confirm inclusion of all
eligible candidates
Final list of eligible award
candidates, representing
success stories worldwide
7
Perform
quality check
Develop official award
consideration materials
 Perform final performance
benchmarking activities
 Write nominations
 Perform quality review
High-quality, accurate, and
creative presentation of
nominees’ successes
8
Reconnect
with panel of
industry
experts
Finalize the selection of the
best-practice award recipient
 Review analysis with panel
 Build consensus
 Select winner
Decision on which company
performs best against all
best-practice criteria
9
Communicate
recognition
Inform award recipient of
award recognition
 Present award to the CEO
 Inspire the organization for
continued success
 Celebrate the recipient’s
performance
Announcement of award
and plan for how recipient
can use the award to
enhance the brand
10
Take
strategic
action
Upon licensing, company
may share award news with
stakeholders and customers
 Coordinate media outreach
 Design a marketing plan
 Assess award’s role in future
strategic planning
Widespread awareness of
recipient’s award status
among investors, media
personnel, and employees

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About Frost & Sullivan
Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth
and achieve best in class positions in growth, innovation and leadership. The company's
Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined
research and best practice models to drive the generation, evaluation and implementation
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http://www.frost.com.