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#SYMCPE

Symantec Channel Objective

Copyright © 2014 Symantec Corporation

Achieve sustained profitable growth greater than market for partners and

Symantec, leveraging joint assets to deliver value to the customer

What We Heard From You


Know our business

Be consistent

Know our value

Protect our margin

Include us

Engagement & Execution Copyright © 2014 Symantec Corporation

Winning Together Copyright © 2014 Symantec Corporation

Collaborate!


Engage!

Execute!

Involve!

Solve!

Go!

Operate!

#SYMCPE

Collaborate!


Engage!

Execute!

Involve!

Solve!

Go!

Operate!


ENGAGE Positioned to Win Together

Mitch Lemons

Brenda Leonard


#Symantec The fundamentals for successful technology partnerships are proven and haven’t changed in 25+ years

Engage


Training & Enablement

Planning & Engagement

Communication & Cadence

Joint Execution & Action

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


Engage


COLLABORATE Channel Marketing Delivers Pipeline & Fuels Results

Tricia Atchison

May Mitchell


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

Market Led Approach to Partners

Copyright © 2014 Symantec Corporation 15

Team Alignment

Yellow Book

Product Roadmap

Playbooks & Campaigns

Branding

Marketing Automation

Collaborate


Web Events Call Blitzes Grid Campaigns

Security Demand Generation Campaign

$4m Generated in Pipeline

Collaborate


Web Sales Plays Messages On Hold

Backup Exec Demand Generation Campaign

$15m Generated in Pipeline $5.7m in Revenue


Connect Extending Your Reach with Inside Sales &

Partner Leads Management

John Belle

Stephen Thomas


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

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


Connect: SEP & BE Leads Passing


Research Inquiry Pass Close

3,085 Leads Passed $3M Booked

Connect: eDiscovery Campaign


Research Inquiry Pass Sale

eDiscovery Campaign

3,450 Customers $500k in Pipe


INVOLVE Delivering Technical Solutions Together

Andy Spencer

Tim Balog


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

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: http://go.symantec.com/soschat Email: [email protected]

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

http://go.symantec.com/soschat

mailto:[email protected]

Involve


TRACE3 Expertise

NetBackup Accredited

Symantec Inside Sales

SOS Expertise

County Government, strong competitive situation

$360k NetBackup Appliances

Involve


Compuquip Security

Relationship

RoundTower Services

Relationship

Data Center Technical Expertise

New CIO, Discreet Partner Relationships, Data Center Expertise

$331k NBU APPL / SFHA / APP HA

Symantec Product

Expertise


EXECUTE Driving Symantec Field and Partner Engagement

Mike Keating

Phil Hillhouse


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

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


Execute


Early

Focus Measure Collaborate

Execute


Early & Often

Focus Measure Collaborate

2 Deals Totaling $3M


SOLVE Solutions and Assessment Based Selling

Dave Gregory

Peter Hancock

SYMC Consulting GTM Model – Solving Customer Problems Together! Project Phases

Discovery 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

$0

$50

$100

Bookings Revenue

FY10

FY11

FY13

FY14

FY15

SYMC Consulting Historical Performance (NAM + LAM)

Plan


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 12.1.1, 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


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


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



OPERATE Symantec Redesigned Partner Program

Erin Daly

Erick Foy


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

Channel Conflict

More Pre-Sales and Post-Sales Support Training

Improve Customer Experience

Inconsistent Margins

Channel Conflict

Lack of Channel Investment

Ease of Doing Business

Help Us Grow

Emerging Business Models

Greater Rewards

More Pre-Sales and Post-Sales Support

Better Training

Unpredictable Profitability

Reward for Capability and Performance

Raise the bar

Reduce Complexity Copyright © 2014 Symantec Corporation

Where We Are

Copyright © 2014 Symantec Corporation 41

Revenue Thresholds

Customer Evidence

Requirements

Channel

Strategy

Solution Competencies

Accreditations

Business Validation

Technical Validation

Launch @ Vision May 2014

Announced @ Partner Engage

Nov 2013

Redesigned

Program

Better define partner roles

Right-Size our pyramid

Improve partner profitability

Reduce intra-channel conflict

Go Live October 6 2014

Operational April 2015

Benefits Intended Results

Rewards you for finding new business Opportunity Registration Nov 10

Provides Differentiation Partner Locator Nov 10

Rewards you for Top Line Growth Growth Accelerator Rebate Nov 10

Rewards you for Customer Retention Renewal Performance Rebate Nov 10

Supports you throughout the Customer Lifecycle Non-financial Benefits Oct - Dec

Increase customer satisfaction

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



GO Moving Forward Together

John Emard

Donna O’Hear


#Symantec Leveraging the fundamentals to drive meaningful growth


People & Relationships

Planning & Engagement

Action & Execution

Communication & Cadence

GO

Collaborate!


Engage!

Execute!

Involve!

Solve!

Go!

Operate!

Executing the Fundamentals Copyright © 2014 Symantec Corporation

Winning The Season Copyright © 2014 Symantec Corporation

#SYMCPE

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