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Your customers may not be set to lose $7.2 billion through a single junior futures trader as Société Générale did in 2008, but that debacle certainly created an urgency among customers to ramp up their access governance and compliance efforts. Huge demand for Novell solutions and your services exists today. Customers know they need to lower their risk of threat, and the U.K.’s top financial institutions already depend on Novell to provide the solutions. In fact, the Novell identity business grew a remarkable 75 percent from 2009 to 2010.

On top of this, customers are now concerned with how they will manage identity in the cloud. Even as the buzz around the cloud increases, almost 90 percent of CTOs say concern over security is inhibiting their move there, even though cloud services are expected to be a $7 billion business by 2013.

You can take advantage of this massive opportunity to help your customers move to the cloud while successfully managing their access governance and compliance.
Engage the business. Access governance and compliance are not IT problems; they’re business challenges. The business has to worry about compliance with the Sarbanes Oxley (SOX) Act and many European regulations. IT is the tool that provides the solutions. When you engage customers, lead with business outcomes.
Start with highly scalable solutions. Novell products can manage millions of entitlements and users to ensure compliance and risk management. Help your customers get these under control; then move on to improving their operational efficiency.

Focus on service opportunities. The access governance market is quite mature. Customers understand the issues and the solutions and are now searching for trusted partners who can provide the services.

Add value at each stage of the customer’s journey. Customers generally progress through four stages to implement their access governance and compliance solutions, and you can play a significant role at each stage.

Access visibility. Customers first need to understand who can access what and then place controls on their access. You can apply both your expertise and identity- and roles-based access solutions from Novell.

Access accountability, control and certification. Customers are under the heavy burden of proving they are complying with regulations. You can help them determine whether they are in compliance by using automated control and reporting.

Roles management. After their data is cleaned up and secure, customers are looking to reduce their compliance burden. You can offer roles-based solutions from Novell to automate compliance.
Business access. The business wants access to compliance status. With solutions from Novell, you can offer an easy-to-use interface that grants access requests and delivers a smooth and effective workflow for more business control.
We encourage you to take advantage of this great opportunity. Novell is already a trusted leader in the U.K. market, where we’ve built a multi-million dollar pipeline over the next three quarters. And we invite you to claim your share.