president’s forum and wsml 2012 symstrat 01: enterprise sales conversations for cloud computing...

President’s Forum and WSML 2012

SYMSTRAT 01: Enterprise Sales Conversations for Cloud ComputingDave Elliott, Dan Graves, Dan Lamorena, Mike Reynolds, Barb Ceran

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2President’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 2012 3

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


Course Agenda


Set the stage for Solution Conversations1

Demonstrate Solution Conversations2

Solution Conversation Workshop3

Workshop Debrief4

Recap and Close5

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Single Slide for Overall Cloud Conversation


ConsumeCloud Service

Ease of use

Low initial cost

Elastic capacityStrong SLAs and Customer Support

BuildCloud Services

Heterogeneous supportPlatform independenceStrong support for virtualization

Cloud StrategiesCo

nsid

erati

ons

Extend intoCloud Services

Integration with existing infrastructureCross-platform support: physical +virtual +cloud

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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

Sy

man

tec?

Cloud Strategies


Consume Build Extend

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 3rd 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

Sales Conversations and Campaign Focus

Confidence in the Cloud

Backup & Archive to Hybrid CloudsBuild 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

•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

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Lead Sales Conversation

Products We Sell

Confidence in the Cloud

Build Private Cloud Conversation

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Build Resilient Clouds

Secure & Compliant

Available & Elastic


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Symantec SolutionsCritical 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 DifferentiatorsSingle 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.


Secure Public Cloud Interactions Conversation

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Secure Public Cloud Interactions

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Secure Shadow IT

Cloud Visibility & Control

End Users &Devices

Private CloudPrivate Cloud

Secure Cloud Interactions

Julie

Information

Information External Clouds



Cloud Solution Conversation Demos


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.


Workshop Agenda


Activity Who Leads Time Supporting Materials

Workshop: choose one of the two Conversations – Study & prepare to present

Table Teams 30 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 min Solution Kit, blank paper

With the aid of your Table Lead discuss the exercise & Best Practices for Roll-out

Table Lead and all participants

15 min Table 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



Wrap-up

Rolling this out to your Teams


• 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 ChecklistFY13 Sales Conversation Materials

(for additional information and resources click on the Trend blow)

Mobile Cloud Virtualization Threat Landscape Information Explosion

Overall Trend Conversation GuideConversation Slides





Redefining Mobile Protection

Conversation GuideConversation Slides

Building Resilient Private Clouds


Business Critical Virtualization


Malicious Insider Conversation GuideConversation Slides

Better Backup for All Conversation GuideConversation Slides

Securing Public Clouds Conversation

GuideConversation Slices

Security Solution for Virtualization


Advanced Targeted Threats


Information Governance


Solution Accreditation FormManager 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

https://c.na3.visual.force.com/apex/Page?name=StrategicITTrendsMobile

https://c.na3.visual.force.com/apex/Page?name=StrategicITTrendsCloud

https://c.na3.visual.force.com/apex/Page?name=StrategicITTrendsVirtualization

https://c.na3.visual.force.com/apex/Page?name=StrategicITThreatLandscape

https://c.na3.visual.force.com/apex/Page?name=StrategicITInformationExplosion

https://c.na3.visual.force.com/apex/Page?name=StrategicITInformationExplosion

Closing Comments


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.


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

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president’s forum and wsml 2012 symstrat 01: enterprise sales conversations for cloud computing...

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