1. 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. 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!

3. Cloud Trend Consume, Build, Extend Build Resilient Private Clouds Secure Public Clouds President’s Forum and WSML 2012 3

4. 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

5. 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

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

7. 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 ?

8. Cloud Strategies President’s Forum and WSML 2012 8 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?

9. 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

10. 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) Email Security.cloud Enterprise Vault.cloud/ LiveOffice Symantec SSL Certificates Email Encryption.cloud Web Security.cloud Email 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

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

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

13. 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

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

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

16. 16 Cloud Solution Conversation Demos

17. President’s Forum and WSML 2012 17 Solution Conversation Workshop Overview

18. 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 2012 18

19. Workshop Agenda President’s Forum and WSML 2012 19 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

20. 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 2012 20

21. President’s Forum and WSML 2012 21 Wrap-up

22. Rolling this out to your Teams President’s Forum and WSML 2012 22 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

23. Closing Comments President’s Forum and WSML 2012 23 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.

24. 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

25. End of Presentation 25