1 ingram micro exsp jay epton director, new routes to market – uk & ireland
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Ingram Micro ExSP
Jay EptonDirector, New Routes to Market – UK & Ireland
Ingram Micro/Symantec ExSP
WELCOME!
Symantec Specific Market Opportunity Where to start? Why partner with Symantec? Ingram Micro your and our partner… What services can I offer… Q&A
Sour
ce: I
DC
and
Sym
ante
c an
alys
is
Estimated Addressable SaaS Market ($B) - 30% CAGR
DLPEncryption
Remote Access /MonitoringEndpoint Management
Endpoint Protection
Backup
Archiving
Web Security
Email Security
Continuity
The Cloud – By the Numbers
Ingram Micro/Symantec ExSP
STARTING POINT AMBITIONTechnology choices
Systems choices
Vendor choices
New sales compensation model
Partnering for new capability & integrating into processes
Systems overhaul
Acquire new capabilities – organic or M&A
IntegrateSystems/processes
Build credibility in new areas
Establish partnerships for delivery capability
New skills for ongoing contract management
Build processes & systems Build
credibility in new areas
Skills choices
Staff skills training
• Capable of supplying & supporting cloud or managed services
• Providing complete scalability to clients
•Utility billing “on demand”
• Strong vendor relations with reputable suppliers
MSP
• Traditional hardware & software sales • Installation & break/ fix•One-off revenues• Trusted IT advisors to
the mid-market
VAR
• ASP/ISP/Telco/Hosting•Network & data centre
services• Recurring revenue
streams• Long-term contracts
Service Provider
• Advise, design and manage implementation • Project based revenues• Brought in at a time of
change rather than on-going advisors
Systems Integrator
Significance and growth of the Service Provider channelThe journey to MSP
Symantec ExSP Program
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Internet Security Threat Report 2013
Internet SecurityThreat Report
2013http://www.symantec.com/threatreport
SMB Cloud Security & Backup for Partners
SMBs are struggling with basic backup…
6
Only
back up daily
In the last year…
52% lost productivity from an outage
32% lost data from an outage
29% lost revenue
<50%data is backed up weekly
74% don’t have a disaster recovery plan
in place
Symantec 2012 SMB Disaster Preparedness Survey
30%
Ingram Micro/Symantec ExSP
Distributor orFulfilment Partner Distributor
Customer
Reseller/VAR
Customer
Reseller/Service Provider
Distributor or Fulfilment Partner
Delivering choice to your customers
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On-Premise Managed & Software Rental Symantec CloudOn-Premise Resell
Managed Service Provider
Customer
Ingram Micro/Symantec ExSP
Microsoft Upsell/Attach
Ingram Micro/Symantec ExSP
Symantec SEP SBE 2013BE.Cloud
Backup Exec + BE.Cloud
Endpoint Protection ORSEP SBE 2013
Backup Exec + BE.Cloud
Endpoint Protection ORSEP SBE 2013
What can I “add to” or offer as my service?
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Managed and/or Hosted Backup Endpoint Security
Hosted Exchange SecurityArchiving
Mobile Device ManagementPCI Compliance
Backup Exec/NetBackupSymantec Endpoint Protection
DLP, Encryption & Mail SecurityEnterprise Vault
Altiris/Mobile ManagementControl Compliance Suite
Symantec TechnologyService Offering
Monthly subscription model through ExSP
Licensed for On Premise/Hosted
Ingram Micro/Symantec ExSP
Ingram Micro/Symantec ExSP
Backup Exec:One product family for any size customer’s data protection needs with the integration tools to make management easier for you/your customer
Backup Exec™ Portfolio Positioning
HostedManagedSoftware
Small Business
1-3 Servers
Physical & Virtual
4-100’s of servers
Virtual Only1000’s of Virtual
Machines
Backup Exec.Cloud
Backup Exec 2012 Small Business Edition
Backup Exec 2012
BrandedCloud
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Backup Exec 2012 V-Ray Edition
Ingram Micro/Symantec ExSP
Protecting Your Virtual and Physical SystemsCapacity per TB Pricing Available
Backup Exec Portfolio
• One Console for Virtual and Physical Backup & DR― A single console for backup, archiving, deduplication; quick single file
recovery to full system restore
― #1 backup and recovery for VMware, Hyper-V
― Bare-metal, dissimilar hardware and P2V recovery
• Broad base of existing Backup Exec customers to sell essential data backup and recovery for local and remote offices
• Multiple cross-sell opportunities: Symantec.cloud, Symantec security solutions, Encryption, and much more
Ingram Micro/Symantec ExSP
Sales Opportunities
Ingram Micro/Symantec ExSP
MS SPLA Partner since August 2012 Symantec Distributor for 9 years Investment • Channel Transformation Alliance• MSPU
Strong and Successful Partnership Because of you…
Ingram Micro/Symantec ExSP
Symantec Endpoint Protection:Fastest most effective Security SolutionFor Physical and Virtual Security that can easily be deployed and managed by you.
Endpoint Protection Portfolio Positioning
Small Medium Business
(<250 users)
Larger Businesses(250+ users)
Physical and Virtual Infrastructure
Endpoint Protection 12.1
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Endpoint Protection 12.1
Endpoint Protection SBE 2013
Endpoint Protection SBE 2013
Endpoint Protection SBE 2013
Ingram Micro/Symantec ExSP
Protecting Your Virtual and Physical Systems
BrandedCloud
HostedManagedSoftware
Symantec Endpoint ProtectionStrength in Numbers
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Source: Symantec internal data
Deployments 3.8 Million Endpoints
94 Thousand Management Consoles
0 Hotfixes or Patches
Insight Database
175 Million Machines in the Network
6 Billion Files Tracked
45 Million New Files Each Week
81 Billion Associations Tracked
Symantec Named as a Leader in 2012 Gartner
Magic Quadrant for Endpoint Protection
Platforms
Symantec Named as a Leader in 2012 Gartner
Magic Quadrant for Endpoint Protection
Platforms
Antivirus, Firewall, IDS, Device Blocking, Application Blocking
Basic NAC
Antivirus, Firewall, IDS, Device Blocking, Application Blocking
Basic NAC
Single Console & Single Agent
Ingram Micro/Symantec ExSP
Includes 3rd Party Product Removal
• Integrated removal of 3rd party antimalware
– Silent removal of 3rd party AV products
– Option to add to SEP client deployment package
– Support for over 30+ product/versions across XP, Vista, Win7
• Key Benefits– Reduced YOUR time for deployment
– Eliminate conflicting AV products
– Improve client install rates
– Customer value add!
Ingram Micro/Symantec ExSP 17
How to enroll in the ExSP Program3 Easy Steps…
Ingram Micro/Symantec ExSP 18
Email – [email protected]
15th OctoberService Provider
reports back usage of software for Quarter
Service Provider orders FOC
Media/installs
15th AprilService Provider
reports back usage of software for Quarter
February 2012:Service Provider Enrolls
Sign up and order process
Symantec ExSP - Service Provider Opportunity
15th JulyService Provider
reports back usage of software for Quarter
15th JanuaryService Provider
reports back usage of software for Quarter
Gain access to latest sales & marketing toolsExSP Microsite – Home Pages
Ingram Micro/Symantec ExSP 20
1. Learn more about the program and sign up process
2. Find out more about services you can offer with Symantec
3. Marketing assistance available – Website, Mailers
4. Download the 3-step guide to get started
www.emea.symantec.com/exsp/
Ingram Micro/Symantec ExSP 21
Any Questions?
Thank you!
SYMANTEC PROPRIETARY/CONFIDENTIAL – INTERNAL USE ONLYCopyright © 2011 Symantec Corporation. All rights reserved.
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