1 Worldwide Sales and Marketing Leadership Conference 2012 SMB Partner Plays: Enabling Partners to Ensure Success Stephen Banbury and Team 19 April 2012 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Video #1 Introduction to SMB Partner Enablement w/ Stephen Banbury (this video to be filmed on April 5) 2 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Link Here

Session Overview SMB Partner Plays: Enabling Partners to Ensure Success 3 Learning Objectives: 1.Know the portfolio of SMB and.cloud partner enablement assets available and how to access them. 2.Understand how they can be leveraged to drive Symantec revenue through partners higher. Session Takeaways: 1.Partner Enablement Plan best practices templates that will be posted to SCORE for global use. 2.Videos packaged for SMB partner on-boarding, helping them get productive & drive revenue quicker. WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Learning Q&A Session Flow Case Study PE Plan Development Case Study PE Plan Presentations 3 Cases 2 Teams Compete on each Case Teams present PE Plan to Partner Judges score 1-10 via “Partner Idol” 3 winning teams, one for each case Quiz

Video #2 _Partner Training Opportunities_Final.mov 4 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Link Here

Training: Quiz Question 1 5 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Name the 4 role-based training accreditation credentials partner staff can earn, that are requirements for various specializations within the Symantec Partner Program.

Training: Quiz Question 1 6 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Name the 4 role-based training accreditation credentials partner staff can earn, that are requirements for various specializations within the Symantec Partner Program. Answer: SSE (Symantec Sales Expert) SSE+ (Symantec Sales Expert +) STS (Symantec Technical Specialist) ASC (Authorized Symantec Consultant)

Training: Quiz Question 2 7 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success What tool can partners use to see the live training events scheduled for their locale?

Training: Quiz Question 2 8 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success What tool can partners use to see the live training events scheduled for their locale? Answer: The Global Partner Enablement Events Calendar

Video #3 _SymBrain_Final.mov 9 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Link Here

SymBrain: Quiz Question 1 10 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Where can partners get access to SymBrain?

SymBrain: Quiz Question 1 11 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Where can partners get access to SymBrain? Answer: PartnerNet

SymBrain: Quiz Question 2 12 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success What allows partners to use SymBrain without having to go to PartnerNet and login each time?

SymBrain: Quiz Question 2 13 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success What allows partners to use SymBrain without having to go to PartnerNet and login each time? Answer: SymBrain Desktop

Video #4 _SMB Specialization_Final.mov 14 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Link Here

SMB Specialization: Quiz Question 1 15 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Name 3 Benefits of being an SMB Specialized Partner.

SMB Specialization: Quiz Question 1 16 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Name 3 Benefits of being an SMB Specialized Partner. Answer: Additional profit opportunities Access to exclusive pre- and post-sales support Market differentiation via Specialization status

SMB Specialization: Quiz Question 2 17 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success To become SMB Specialized, a partner must have staff earn which accreditations: a)SSE and STS b)SSE, STS, and SSE+ c)SSE+ and SSE d)SSE, SSE+, and STS

SMB Specialization: Quiz Question 2 18 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success To become SMB Specialized, a partner must have staff earn which accreditations: a)SSE and STS b)SSE, STS, and SSE+ c)SSE+ and SSE d)SSE, SSE+, and STS Answer: c) SSE+ and SSE

Video #5 _Symantec_Connect_Final.mov 19 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Link Here

Symantec Connect: Quiz Question 1 20 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Name the 3 big user segments for Symantec Connect.

Symantec Connect: Quiz Question 1 21 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Name the 3 big user segments for Symantec Connect. Answer: Partners Customers Symantec employees

Video #6 _Dot_Cloud_Services_Enablement_Final.mov 22 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Link Here

Video #8 _Product_Family_Quickstart_Final.mov 23 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Link Here

Quick Start: Quiz Question 1 24 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Quick Start is the one tool partners should use to get fast access to all on-line enablement for a specific SMB product family. True or False?

Quick Start: Quiz Question 1 25 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success Quick Start is the one tool partners should use to get fast access to all on-line enablement for a specific SMB product family. True or False? Answer: True

26 Case Studies Developed in Coop w/ SMB Sales Exec Team 3 Hi-Value Channel Opportunities for FY13 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Case A: Create Incremental Sales via Up-Sell, Cross-Sell A partner integrates BE (Server and Small Business Edition) into its SMB customer environments. However, they do not sell BE options or other Symantec products or services to their customers. – Action: Develop and present to this partner, a comprehensive partner enablement plan to entice and enable this partner to up-sell BE options, including virtualization “V-Ray”, and cross-sell SEP and the.cloud services. Case Study Situations 27 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Case B: Create Incremental Sales via the Unmanaged Partner A partner is registered in the Symantec Partner Program, is unmanaged, and sells little or no Symantec products or services to their SMB customers. The partner is using various competitive on-premise backup and security products in their customer’s environments. – Action: Develop and present to this partner, a comprehensive partner enablement plan to entice and enable this unmanaged partner to drop the competition and sell Symantec BE, SEP and.cloud services to their customers. Case Study Situations 28 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Case C: Displace SaaS Competition in a New Route to Market A VAR partner who integrated BE and SEP on-premise solutions in their SMB customer environments for many years, has transitioned to become a Managed Service Provider. This partner now protects customers with backup and security SaaS solutions from the competition. – Action: Develop and present to this partner, a comprehensive partner enablement plan to entice and enable this partner to move from the SaaS competitors to BE.cloud, SEP.cloud and other.cloud services. (For this case, assume Symantec.cloud is integrated in RMM platforms like Level Platforms, Kaseya, N-able). Case Study Situations 29 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Case Study Solution Rules of the Game 30 1.Prepare your plan to present to the partner 2.Your plan must cover a one year horizon 3.Describe your high-level strategy 4.Describe your partner enablement execution plan A. Identify specific tools, programs, messaging to be used to entice the partner B. Identify the portfolio of enablement assets to be used to enable the partner - you can include enablement that Symantec may not currently have D. Describe the sequencing of the enablement over time from start 5.Convince the partner how Symantec will help drive their revenue and by how much 1.Select team member to present 2.Present your partner enablement plan directly to the partner (4 judges) 3.You have 4 minutes to present 4.Each judge will score your plan from the partner POV on a scale Team score is the sum of the four judge scores 6.Each team competes against other team with the same case 7.Team with highest total score is the winner of each case Developing your PE Plan Presenting your PE Plan and Judging WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Partner Enablement & Readiness Cheat Sheet 31 Marketing WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success SalesTrainingTools & ResourcesCollaboration & Support Top ten reasons to upgrade Price List Partner Positioning Guide Cheat Sheets Sales call script FAQs Brochures Channel Notifications Datasheets Competitive Comparisons BE Dedupe Assessment Tool How to Sell PPTs Product Guides Quoting Tools Whitepapers Promotions Campaign Creator Partner Support Center Margin Builder Symantec Advertising SPP Specializations Campaign Creator Partner Locator SymPoints/SymPlus SMB Tech Support Center Tech Support Incident Packs Tech Center modules Pre-sales support.cloud Trialware Free SW to use in-house XSP licensing program SSE courses & accreditation SSE+ courses & accreditation STS courses & accreditation ASC courses & accreditation Training webcasts Live in-person training events Live virtual training events Partner Enablement Calendar How-to Videos Mobile live training Symantec Vision events Symantec Enablement Toolkit ebooks on-demand Symantec Connect SymWISE knowledge base SymBrain Sales Readiness Playbook Scripted Demos Symantec IQ for Partners Quick Start tool Joint sales calls Symantec channel PAMs, SEs PartnerNet Symantec University for Partners Competitive upgrade SKUs Opportunity Registration Symantec Brand Partner council participation Sales and provisioning process

End of Presentation 32 Teams Work on Case Solutions

33 WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Next Step Asks of Attendees 34 1.Review the course content and learning objectives with your teams. 2.Go to PartnerNet and Symantec University for Partners. Become familiar with the SMB and.cloud enablement assets. 3.Tell your partners about the enablement that will help them drive their revenue and profits higher via Symantec. WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

End of Presentation 35 END of SESSION