Achieve sustained profitable growth greater than market for partners and Symantec, leveraging joint assets to deliver value to the customer

Transcription

1 #SYMCPE

2 Symantec Channel Objective Achieve sustained profitable growth greater than market for partners and Symantec, leveraging joint assets to deliver value to the customer

3 What We Heard From You Know our business Be consistent Know our value Protect our margin Include us

4 Engagement & Execution

5 Winning Together

6 Engage! Involve! Go! Collaborate! Execute! Operate! Solve!

7 #SYMCPE

8 Engage! Involve! Go! Collaborate! Execute! Operate! Solve!

9 ENGAGE Positioned to Win Together Mitch Lemons Brenda Leonard

10 #Symantec The fundamentals for successful technology partnerships are proven and haven t changed in 25+ years

11 Engage Training & Enablement Planning & Engagement Communication & Cadence Joint Execution & Action

12 Engage Relationships are Key A universal truth that is almost without exception Communications and Cadence Change Everything Teams that are tightly mapped and integrated consistently outperform Planning and Engagement Create Shared Vision Defining success for both teams Joint Action and Execution Drive Outcomes Informed by planning and QBR processes and commitments Enablement is Critical Teams sell what they know and what they are comfortable with

13 COLLABORATE Channel Marketing Delivers Pipeline & Fuels Results May Mitchell Tricia Atchison

14 #Symantec and Partners joint marketing creates pipeline to exceed revenue goals

15 Market Led Approach to Partners Marketing Automation Playbooks & Campaigns Yellow Book Branding Team Alignment Product Roadmap 15

16 Collaborate Security Demand Generation Campaign Web Events Call Blitzes Grid Campaigns $4m Generated in Pipeline

17 Collaborate Backup Exec Demand Generation Campaign Sales Plays Messages On Hold Web $15m Generated in Pipeline $5.7m in Revenue

18 Connect Extending Your Reach with Inside Sales & Partner Leads Management John Belle Stephen Thomas

19 #Symantec Getting sales leads and opportunities to the right partner quickly

20 Inside Sales is 180 Reps 75% of the Commercial Sales team 50% of the Public Sector Sales team Partner Leads Management Sending qualified leads to Partners Demand Gen Executing Lead Generation campaigns for Partners

21 Connect: SEP & BE Leads Passing Research Inquiry Pass Close 3,085 Leads Passed $3M Booked

22 Connect: ediscovery Campaign ediscovery Campaign Research Inquiry Pass Sale 3,450 Customers $500k in Pipe

23 INVOLVE Delivering Technical Solutions Together Andy Spencer Tim Balog

24 #Symantec Partner Engineers working jointly with Symantec Technical Sales and Services to drive customer success and partner growth

25 Involve: Symantec Technical Resources Include Symantec SEs in Account Planning and Sales Calls to expand opportunities Engage Symantec SEs and Consultants to design, architect and position Symantec solutions in your offerings Employ SOS for remote technical sales assistance for your customer meetings Chat: Leverage Symantec online technical resources to increase your Symantec Product knowledge Book a call or demo with an SOS engineer: calendar tool coming in November

26 Involve County Government, strong competitive situation TRACE3 Expertise NetBackup Accredited Symantec Inside Sales SOS Expertise $360k NetBackup Appliances

27 Involve New CIO, Discreet Partner Relationships, Data Center Expertise Compuquip Security Relationship RoundTower Services Relationship Data Center Technical Expertise Symantec Product Expertise $331k NBU APPL / SFHA / APP HA

28 EXECUTE Driving Symantec Field and Partner Engagement Mike Keating Phil Hillhouse

29 #Symantec Partner contribution and value is based upon active and consistent field engagement

30 Execute It has to happen at the rep level It has to be consistent Commitment to education on channel process and programs Live by our Rules of Engagement, specifically on pricing to end user and exclusive discounting Commitment to territory and whitespace planning Identification of partner in SFDC at 25% in the sales cycle

31 Execute Early Focus Measure Collaborate

32 Execute Early & Often Focus Measure Collaborate 2 Deals Totaling $3M

33 SOLVE Solutions and Assessment Based Selling Dave Gregory Peter Hancock

34 SYMC Consulting GTM Model Solving Customer Problems Together! Project Phases Discovery Plan Design Deploy Operate Optimize SYMC SE/Consulting Arch/Design Focus Assure implementation success Partner Consulting Partner provides the majority of the work required across all phases Partner may perform the Prepare and Design Phases work instead of Symantec based on Account Strategy and Capability SYMC Consulting Historical Performance (NAM + LAM) $100 $50 $0 Bookings Revenue FY10 FY11 FY13 FY14 FY15

35 The NAM Solution Opportunity Product Approx. License Oppty SYMC Project Capacity Solution Opportunities Data Center Security $100M 3 Compliance and CSP Data Loss Prevention $90M 7 DLP 12.5, Full Lifecycle Projects Mail & Web Security $45M 0 APT Interest User Authentication $25M 2 Competitive Takeouts Endpoint Mgmt $70M 1 Health Checks Mobile $38M 2 Mobility 5.0, Full Lifecycle Projects Endpoint Security $140M 10 SEP , Health Checks, APT Symantec Security Suites $65M 0 Health Checks, APT Encryption $50M 1 Encryption 11 - PGP and Guardian Integration Clearwell $55M 6 ediscovery 8, Full Lifecycle Projects Enterprise Vault $90M 6 Migrations, Full Lifecycle Projects NetBackup $600M 10 NBU NextGen Architecture, 5330 Appliance Information Availability $300M 2 Flash Storage, Business Continuity

36 Regional Collaboration: What Does Success Look Like? Symantec s strong technical relationships with our partners A win-win-win culture for Symantec, our Partners, and our Customers Collaboration with best of breed technologies and services Increasing our joint market share and revenue streams Moving to the front end of the sales cycle with our Partners to create and deliver value for our customers

37 Assessment Led Selling Program Overview Objectives Grow pipeline by delivering on assessments Increase customer satisfaction Influence future renewal rates Scope Focus on the Discovery and Design phases of the customer experience lifecycle model Understand customer business and technical needs Define where Symantec and our Partners can play a part to solve these customer needs Methodology Prep Phase: Initial calls with customer prior to onsite visit to obtain needed information Execution Phase: Onsite or remote installation of software/tools and execution of those tools Review Phase: Analysis of captured information with account team/partner Delivery Phase: Onsite Meeting with customer to deliver results and set next steps

38 OPERATE Symantec Redesigned Partner Program Erick Foy Erin Daly

39 #Symantec We ve redesigned our Partner Program from the ground up to better reward you for delivering exceptional value to our mutual customers

40 Reward for Capability and Performance Raise the bar Help Us Grow Inconsistent Margins Improve Customer Experience Lack of Channel Investment Better Training Reduce Complexity Greater Rewards More Pre-Sales and Post-Sales Support Ease of Doing Business Emerging Business Models Unpredictable Profitability Channel Conflict

41 Where We Are Partner Engage Nov 2013 Vision May 2014 Requirements Go Live October Benefits Operational April 2015 Intended Results Channel Solution Competencies Provides Differentiation Partner Locator Nov 10 Better define partner roles Strategy Revenue Thresholds Rewards you for finding new business Opportunity Registration Nov 10 Reduce intra-channel conflict Redesigned Accreditations Business Validation Rewards you for Top Line Growth Growth Accelerator Rebate Nov 10 Improve partner profitability Program Technical Validation Rewards you for Customer Retention Renewal Performance Rebate Nov 10 Increase customer satisfaction Customer Evidence Supports you throughout the Customer Lifecycle Non-financial Benefits Oct - Dec Right-Size our pyramid 41

42 Next Steps Focus on completing your transition Invest in growing your Symantec business leveraging the new financial benefits Communicate to improve and evolve the New Partner Program Plan with your Symantec Account Manager Keep delivering a positive customer experience

43 GO Moving Forward Together John Emard Donna O Hear

44 #Symantec Leveraging the fundamentals to drive meaningful growth

45 GO People & Relationships Communication & Cadence Planning & Engagement Action & Execution

46 Engage! Involve! Go! Collaborate! Execute! Operate! Solve!

47 Executing the Fundamentals

48 Winning The Season

49 #SYMCPE