President’s Forum and WSML 2012 SYMSTRAT 01: Enterprise Sales Conversations for Cloud Computing Dave Elliott, Dan Graves, Dan Lamorena, Mike Reynolds,

Slides:



Advertisements
Similar presentations
Smart Identity Protection That Works for You and Your Users 2 Petri Ala-Annala Senior Principal, CISSP-ISSAP, CISA, CISM.
Advertisements

Symantec Education Skills Assessment SESA 3.0 Feature Showcase
IT Analytics for Symantec Endpoint Protection
‘Changing environment – changing security’ - Cyber-threat challenges today – Budapest, September 17-18, Industry and the fight against cybercrime.
Click to edit Master title style Click to edit Master subtitle style.
Symantec Tech Symposium Randy Cochran, Vice Present Channel Sales – Americas August 17, 2009.
Cloud Drivers Cloud Obstacles Deliver Best-in-Class Hybrid Cloud Hybrid Support & the Commons First-party Applications Total Cost of Ownership Private.
Backup Modernization with NetBackup Appliances
The Changing Face of Endpoint Security K Varadarajan Regional Manager, Enterprise Sales, Symantec Security Conference 2010_Bangalore.
Symantec De-Duplication Solutions Complete Protection for your Information Driven Enterprise Richard Hobkirk Sr. Pre-Sales Consultant.
Symantec Vision and Strategy for the Information-Centric Enterprise Muhamed Bavçiç Senior Technology Consultant SEE.
Discover the Latest in Partner Training for Solutions Specialists Ian Reed Sr. Director, Partner Enablement Dana Hutanu Director, Partner Enablement WWA&C.
1 When Cloud Networking meets Cloud Computing: Software-Defined Networking (SDN) Customer Application Faan DeSwardt Infrastructure Architecture Manager.
GPS 2011 Slide - 1 COMPETITIVE STRATEGIES APAC Discussion.
CategoryDynamic Datacenter Toolkit for Hosters (DDTK-H)Dynamic Datacenter Toolkit (DDTK) Service OfferingEnables hosting service providers to offer on-demand.
Introduction to the Microsoft Private Cloud WSV207 Symon Perriman Technical Evangelist Microsoft WSV207.
Walter Pitrof Technology Solution Professional Microsoft Switzerland Backup, Restore und Disaster Recovery mit Data Protection Manager 2012 Philipp Witschi.
President’s Forum and WSML 2012 INDSTRAT 02 Mobile Market Dynamics Brian Duckering, Deborah Clark, Evan Quinn “A Day in the Life of Mobile” 1.
The Next Phase of Virtual Infrastructure Kevin Bailey Director - Product Marketing EMEA Symantec Corporation.
OFC 200 Microsoft Solution Accelerator for Intranets Scott Fynn Microsoft Consulting Services National Practices.
Symantec Managed Security Services The Power To Protect Duncan Evans Director, Cyber Security Services 1.
How to Guide Customers through the Software + Services Decision Making Process PHIL MEYER Software Services – Technology Specialist
1 Safely Using Shared Computers Amanda Grady December 2013.
President’s Forum and WSML 2012 Mobile Market Dynamics Deborah Clark, Dawn Davis, Brian Duckering, Marie Pettersson 1 “A Day in the Life of a Mobile Family”
Symantec Targeted Attack Protection 1 Stopping Tomorrow’s Targeted Attacks Today iPuzzlebiz
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved. 1 Grow with Cisco’s Made-for-Midmarket Portfolio Inspire Growth, Productivity,
Next Generation Partner Program Fady Iskander Symantec Corp.
GPS 2011 Slide - 1 MS CERT KIT Microworld Nova. GPS 2011 Slide - 2 Presentation of Microworld Nova The MS Cert Kit MS Cert Kit presentation The backend.
Quick Thoughts on PGP Use Cases for KMIP 1 Michael Allen Sr. Technical Director.
The current state of Cybersecurity Targeted and In Your Pocket Dale “Dr. Z” Zabriskie CISSP CCSK Symantec Evangelist.
President’s Forum and WSML 2012 SYMSTRAT 03: Enterprise Sales Conversations for Virtualization Todd Zambrovitz with guest appearance by Kevin Fiedler 1.
Business Productivity Infrastructure Optimization Campaign 1 Agenda: BPIO Partner Sales Readiness Workshop Day 3: Topic: Enterprise Content management.
Build Your Business by making the Right Connections.
Microsoft Virtual Academy. Microsoft Virtual Academy Part 1 | Windows Server 2012 Hyper-V &. VMware vSphere 5.1 Part 2 | System Center 2012 SP1 & VMware’s.
Winning with Storage Foundation 5.x – 4.x End Of Life Process Winning with Storage Foundation 5.x.
Installation of Storage Foundation for Windows High Availability 5.1 SP2 1 Daniel Schnack Principle Technical Support Engineer.
1 APJ Curriculum Paths for Partners Specialization Accelerates Shirley Hoon APJ Partner Enablement Partner Enablement Oct
Microsoft and Symantec
Copy to Tape TOI. 2 Copy to Tape TOI Agenda Overview1 Technical Feature Implementation2 Q&A3.
© 2012 IBM Corporation IBM Security Systems 1 © 2012 IBM Corporation Cloud Security: Who do you trust? Martin Borrett Director of the IBM Institute for.
Windows Phone Intended use:These slides tell the business story with information on mobilizing business apps in Windows Phone 7.5 (code named “Mango”)
1© Copyright 2015 EMC Corporation. All rights reserved. FEDERATION ENTERPRISE HYBRID CLOUD OPERATION SERVICES FULL RANGE OF SERVICES TO ASSIST YOUR STAFF.
Optimized Synthetics 1 OpenStorage Optimized Synthetics.
Type presentation name here in slide master © 2007 SDL. Company Confidential. Forward-looking information is based upon multiple assumptions and uncertainties.
Partner Proctored Assessment Registration Process Ajit Jha 1 Partner Assessment.
OST Virtual Synthetics 1. Synthetics Overvier Definitions – Catalog – Image – Extent Process Overview (today) – Extent map derivation – Read agenda –
Cyber Security in the Post-AV Era Amit Mital Chief Technology Officer General Manager, Emerging Endpoints Business Unit.
Vodafone Business Cloud
Devices 10 billion Internet- connected devices by 2016 People 1 billion+ people use social media services today Cloud 30 % of data will live in or pass.
Maximize Profits Through Stronger Security Brook Chelmo Product Marketing
Azure Stack Foundation
READ ME FIRST Use this template to create your Partner datasheet for Azure Stack Foundation. The intent is that this document can be saved to PDF and provided.
Deployment Planning Services
EMS Everywhere Workshop Overview February 2017
Partner Toolbox Cloud Infrastructure & Management
Deployment Planning Services
Hybrid Management and Security
Microsoft Operations Management Suite Insight and Analytics
6/10/2018 5:07 PM THR2218 Deploying Windows Defender AV and more with Intune and Configuration Manager Amitai Senior Program Manager,
Deployment Planning Services
The utility belt for managing security and compliance in Office 365
Hyper-V Cloud Proof of Concept Kickoff Meeting <Customer Name>
Microsoft Dynamics Planning Services
Ed oms team OMS: Log Analytics Ed oms team.
Microsoft Virtual Academy
IBM Global Technology Services
2010 Microsoft BI Conference
Windows Azure Hybrid Architectures and Patterns
Microsoft Data Insights Summit
Presentation transcript:

President’s Forum and WSML 2012 SYMSTRAT 01: Enterprise Sales Conversations for Cloud Computing Dave Elliott, Dan Graves, Dan Lamorena, Mike Reynolds, Barb Ceran 1

2 President’s Forum and WSML 2012 Course Introduction Now that you understand the industry view of the Cloud, and the implications this trend has on our customers, how do you capitalize on the opportunities presented by these challenges? What solutions does Symantec offer to address these critical business issues? Take this workshop to learn and practice having a value driven discussion with your customers around what Symantec has to offer in the Cloud. This session will provide you with the tools and knowledge necessary to cascade these sales conversations out to your teams and hit the ground running in FY13!

Cloud Trend Consume, Build, Extend Build Resilient Private Clouds Secure Public Clouds President’s Forum and WSML

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 1 Demonstrate Solution Conversations 2 Solution Conversation Workshop 3 Workshop Debrief 4 Recap and Close 5 5

Single Slide for Overall Cloud Conversation 6 President’s Forum and WSML 2012

Consume Cloud Service Ease of use Low initial cost Elastic capacity Strong SLAs and Customer Support Build Cloud Services Heterogeneous support Platform independence Strong support for virtualization Cloud Strategies Considerations Extend into Cloud Services Integration with existing infrastructure Cross-platform support: physical +virtual +cloud 7 Robust clouds with proven support Proven service levels + Top customer support + Pre-integrated portfolio Cloud doesn’t come in a box Heterogeneous + No hardware agenda Protection for both the cloud and traditional IT Unified deployment + Market leading products Why Symantec ?

Cloud Strategies President’s Forum and WSML C onsume B uild E xtend Robust clouds with proven support Cloud doesn’t come in a box Protection for both the cloud and traditional IT Easy to use, Easy to Start, Elastic; Cloud as Outsourcing of IT Agile IT as a Service/Datacenter transformation; Build Public or Private Clouds Leverage 3 rd party clouds safely & efficiently; Secure Public Cloud Interactions Why Symantec?

Secure Public Clouds Interactions Gain Simplicity with Clouds FY 13 Cloud Campaigns Blueprint Market Narrative Cloud Build Extend Consume Build Resilient Private Clouds Build Resilient Private Clouds Sales Conversations and Campaign Focus Confidence in the Cloud Backup & Archive to Hybrid Clouds Build Public Clouds Secure Shadow IT

Secure Public Cloud Interactions Gain Simplicity with Clouds FY 13 Cloud Campaigns Blueprint Market Narrative Cloud Build Extend Consume Build Resilient Private Clouds Build Resilient Private Clouds Storage Foundation Cluster Server Operations Manager NetBackup/Backup Exec Critical System Protection Application HA Symantec SSL Certificates Data Insight Products Managed Security Services Symantec Validation and ID Protection Service (VIP) Security.cloud Enterprise Vault.cloud/ LiveOffice Symantec SSL Certificates Encryption.cloud Web Security.cloud Security.cloud Products Symantec O3 Symantec SSL Certificates Symantec Managed PKI for SSL Symantec Certificate Intelligence Center Data Loss Prevention Control Compliance Suite PGP Whole Disk Encryption Products 10 Lead Sales Conversation Products We Sell Confidence in the Cloud

Build Private Cloud Conversation 11 President’s Forum and WSML 2012

Build Resilient Clouds 12 Secure & Compliant Available & Elastic President’s Forum and WSML 2012

13 Symantec Solutions Critical System Protection & SPS Harden and protect cloud servers Control Compliance Suite Ensure compliant private cloud Altiris Endpoint Management Manage enterprise cloud endpoints SSL Certificates & Web Security Secure cloud interactions Protection Engine for Cloud Services Helps cloud providers ensure safety of files Symantec DLP Determine workloads for private/public cloud PGP Encryption Information security for cloud Build Secure & Compliant Clouds Symantec Differentiators Single solution for cloud, virtual and physical environments Deep VMware support, with distinct & unique security & compliance integrations Proven, market leading products across key private cloud security domains: compliance, server hardening, trust management etc. President’s Forum and WSML 2012

Secure Public Cloud Interactions Conversation 14 President’s Forum and WSML 2012

Secure Public Cloud Interactions 15 President’s Forum and WSML 2012

16 Cloud Solution Conversation Demos

President’s Forum and WSML Solution Conversation Workshop Overview

Participant “Solution Kits” Each Participant should have guides for: Overall Cloud Trend Conversation #1: Build Resilient Private Clouds Conversation #2: Secure Public Cloud Interactions Feel free to whiteboard the solution using the paper & pens provided. President’s Forum and WSML

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 15 minTable Lead Feedback form to capture people’s input

Workshop Instructions 1.Start by reviewing the “Table Instructions” 2.Pick a “Table Lead” who will keep the table on track and conduct a debrief following the exercise 3.Pick the Solution Conversation from the two demonstrated that you will learn and role-play to a partner at your table. 4.Use the overall Trend Conversation Guide as background, and a way to start the conversation. 5.Pick a partner at your table to practice and role-play your Solution Conversation 6.Keep to time per the agenda and Table Instructions 7.After practicing the Solution Conversation with your partner, provide feedback to your Table Lead per their guidance President’s Forum and WSML

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 2012 Dave Elliott, Dan Graves, Dan Lamorena, Mike Reynolds, Barb Ceran 24

End of Presentation 25