President’s Forum and WSML 2012 SYMSTRAT 03: Enterprise Sales Conversations for Virtualization Todd Zambrovitz with guest appearance by Kevin Fiedler 1

2 President’s Forum and WSML 2012 Course Introduction The “Virtualization journey” represents a continuum for our customers that spans numerous considerations. This course hones in on the opportunities presented by customer challenges as their organizations move through the phases of this journey. Today you will have the opportunity to apply the tools and knowledge necessary to learn and practice having value-driven discussions focused on Accelerating Business Critical Virtualization and Securing Virtualization and Cloud Infrastructures.

Staging a Virtualization Conversation 3 Cost Efficiency IT Production Quality of Service Business Production Business Agility IT as a Service ITaaS Transformations: Business Technology IT Skills and Process

1.Recognize how the IT trend conversation flows into related solution conversations. 2.Learn where to find and how to use key conversation tools and resources. 3.Gain competency by practicing relevant conversations with your peers. 4.Leverage experience and knowledge gained to train sales teams and deliver targeted customer value. Course Objectives 4 President’s Forum and WSML 2012

Course Agenda President’s Forum and WSML 2012 Set the stage for Solution Conversations – 5 min 1 Demonstrate Solution Conversations – 25 min 2 Solution Conversation Workshop – 75 min 3 Workshop Debrief – 10 min 4 Recap and Close – 5 min 5 5

6 - Gartner: Hype Cycle for Virtualization, 2011 (July 2011) President’s Forum and WSML 2012

Engagement 7 Accelerating IT Consolidation

President’s Forum and WSML Virtualization Solution Conversation Demonstrations

Transforming Business Critical Applications Maintaining High Availability of Applications Maintaining High Availability of Applications Improving Storage Management Improving Storage Management Reducing Application Performance Impact from Backup Operations Reducing Application Performance Impact from Backup Operations Visibility and Control of Virtual Applications Visibility and Control of Virtual Applications Optimized Storage I/O Performance and Availability Optimized Storage I/O Performance and Availability Unified Protection Across Physical and Virtual Unified Protection Across Physical and Virtual Requiring 9 President’s Forum and WSML 2012

Transforming Security and Compliance 10 President’s Forum and WSML 2012 Accelerated Provisioning Accelerated Provisioning Poor Visibility and Control Poor Visibility and Control Mixed Trust Workloads Mixed Trust Workloads Effective High Density Protection Effective High Density Protection Intelligent Platform Integrations Intelligent Platform Integrations End to End Visibility End to End Visibility Requiring

President’s Forum and WSML Solution Conversation Workshop Overview

Participant “Solution Kits” President’s Forum and WSML Each Participant should have the following: 2-page Virtualization Trend Conversation Guide 2-Page Transforming Business Critical Applications Conversation Guide 2 Page Transforming Security and Compliance Conversation Guide 1-page Spot Accreditation Checklist for Solution Conversations  Please note that you will not be accredited – but may leverage for context 3 Conversation Graphics (two solution / one trend) Feel free to whiteboard the solution using the paper & pens provided.

Workshop Agenda President’s Forum and WSML ActivityWho LeadsTimeSupporting Materials Workshop: choose one of the two Conversations – Study & prepare to present Table Teams30 min Conversation Demonstrations, Experience, Solution Kits, blank paper Break into pairs and present back to each other (play customer when not presenting) All Table team participants 30 minSolution Kit, blank paper With the aid of your Table Lead discuss the exercise & Best Practices for Roll-out Table Lead and all participants 10 minTable Lead Feedback form to capture people’s input

Workshop Instructions Start by reviewing the “Table Instructions” Pick a “Table Lead” who will keep the table on track and conduct a debrief following the exercise Pick the Solution Conversation from the two demonstrated that you will learn and role-play to a partner at your table. Use the overall Trend Conversation Guide as background, and a way to start the conversation. Pick a partner at your table to practice and role-play your Solution Conversation Keep to time per the agenda and Table Instructions After practicing the Solution Conversation with your partner, provide feedback to your Table Lead per their guidance President’s Forum and WSML Note to keep this slide up as groups go to their workshop

President’s Forum and WSML Wrap-up

Rolling this out to your Teams President’s Forum and WSML Solution Kits can be accessed via the “Cascade Kit” – All Conversation Guides and Supporting Slides included Additional Content in the Cascade Kit will include: – Manager Guidance & Next Steps – how to Accredit your teams – Accreditation Checklist FY13 Sales Conversation Materials (for additional information and resources click on the Trend blow) MobileCloudVirtualizationThreat Landscape Information Explosion Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Redefining Mobile Protection Conversation Guide Conversation Slides Building Resilient Private Clouds Conversation Guide Conversation Slides Business Critical Virtualization Conversation Guide Conversation Slides Malicious Insider Conversation Guide Conversation Slides Better Backup for All Conversation Guide Conversation Slides Securing Public Clouds Conversation Guide Conversation Slices Security Solution for Virtualization Conversation Guide Conversation Slides Advanced Targeted Threats Conversation Guide Conversation Slides Information Governance Conversation Guide Conversation Slides Solution Accreditation Form Manager Guidance for Accrediting their Teams Accreditation Tracking Spreadsheet Matrix of all Trend and Solution Conversation material is on the SCORE Strategic Trends homepage; linked to Cascade Kit

Closing Comments President’s Forum and WSML You should now be able to: 1.Recognize how the trend conversation flows into related solution conversations. 2.Know where to find and how to use key conversation tools and resources. 3.Speak more competently about the solutions based on practicing the conversation with your peers. 4.Leverage experience and knowledge gained to train sales teams and deliver targeted customer value.

Thank you! Copyright © 2012 Symantec Corporation. All rights reserved. Symantec and the Symantec Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners. This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied, are disclaimed to the maximum extent allowed by law. The information in this document is subject to change without notice. President’s Forum and WSML

End of Presentation 19 President’s Forum and WSML 2012

From static physical infrastructure… To consolidated dynamic workloads… To pooled IT resources consumed as a service. The Great Transformation 20