Unlocking the Value of Delivering Services Event – Monday 18th March 2013 – Symantec ExSP


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  • This slide indicates that Symantec engineering teams are working across various platforms that support Service Providers Our own Partner Management Console allows you to (xxx) Remote Management and Monitoring Vendors (xxx) Major Platform vendors such as AppDirect, Jamcracker, Parallels, and Sigma Systems
  • There are 5 price bands based on quarterly point accumulation. Each band offers a greater pricing incentive for the service provider. In general, pricing is calculated to assume a 3 year break even equivalent to the Rewards perpetual program. Two Pricing models are available in this program. The default pricing model is quarter by quarter. This model uses the points earned by the service provider in a specific quarter to determine price band eligibility and volume discounts for that quarter. The points are not cumulative from one quarter to the next. The other pricing model that is available is called Fixed Band. This model requires that the service provider commit to $100k per year. Eligible service providers should contact their Symantec Sales Representative for more information about this option.
  • While the program does not include all of Symantec’s products, it does include a broad list of Symantec’s most popular products. A sampling of some of the available products can be viewed on the screen now. For a full listing of available products, please refer to a current price list or contact your Symantec sales representative.
  • Mature Network of Fulfilment partners 600 Services providers across 22 countries in EMEA providing managed services today How services are being managed today....
  • In Summary...... Whether your providing single managed services and now looking at integrated managed services, hybrid or building your own cloud we have the solutions , commercial framework and tools today to help you build your pay as go services and a recurring revenue model, This shift from traditional on premise solutions to Managed Services and Cloud computing can be daunting for many traditional Channel Partners, with changes to not just delivery models but to pricing, sales strategies, compensation models and customer provisioning.   Building recurring revenue isn't just about technology, businesses also need to transform their business models
  • Enrolment is easy Free to Join No accreditations required Your Microsoft SPLA or VM Ware distributor are likely to have access to Symantec's service provider program Or for a list of Fulfilment Partners in your region, see the list on www.emea.symantec.com/exsp
  • Unlocking the Value of Delivering Services Event – Monday 18th March 2013 – Symantec ExSP

    1. 1. ExSP - Symantec Service Provider Program Adele Knox-Roberts ExSP Channel Sales Manager – EMEAUnlocking the Value of Delivering Services March 2013 1
    2. 2. Providing customers with choice Off-Premise ManagedDelivery Model Customer Service Provider & On-Premise Resell On-Premise Managed/Hosted Cloud Perpetual ExSP Distributor/Fulfillment Distributor/ServiceDelivery Value Chain Distributor Partner Provider Reseller/ Reseller Reseller/Service Provider Service Provider Customer Customer Customer Unlocking the Value of Delivering Services March 2013 2
    3. 3. Introducing Symantec ExSP X Service Provider Managed Service Provider Internet Service Provider Telecoms Service Provider Hosting Service Provider Software Service Provider Network Service Provider Application Service Provider Hosted and/or On premise LicenseUnlocking the Value of Delivering Services March 2013 333 33
    4. 4. ExSP - Flexible, Convenient LicensingDesigned Specifically for Service Providers• Monthly subscription licensing model• Pay only for software used• No upfront fees—payments are made quarterly (in arrears)• Access to the latest software versions available under maintenance/support• Volume Discounts• Licenses are bundled with Essential supportUnlocking the Value of Delivering Services March 2013 4
    5. 5. ExSP Program Highlights • Service Provider owns the license • No more renewals • Predictable OPEX • No upfront fees - Pay after use • Add or remove users on demandUnlocking the Value of Delivering Services March 2013 5
    6. 6. License Features • Unlimited use license key • Same products, new key – no uninstall required • Licenses are bundled with essential support • Access to the latest softwareUnlocking the Value of Delivering Services March 2013 6
    7. 7. Symantec Investments• Symantec Partner Management Console• Remote Management and Monitoring• PlatformUnlocking the Value of Delivering Services March 2013 7
    8. 8. Symantec Partner Management Console (PMC)Simple, Web-based portal for customer management:• Add or remove customers• Commission trials and subscriptions• View the status of customers’ trials• Support, monitor and manage accounts• Sign up in minutes with immediate access to services.Unlocking the Value of Delivering Services March 2013 8
    9. 9. Home DashboardUnlocking the Value of Delivering Services March 2013 9
    10. 10. Customer PortalUnlocking the Value of Delivering Services March 2013 10
    11. 11. Customer Portal – installing productUnlocking the Value of Delivering Services March 2013 11
    12. 12. Reports – utilization and billingUnlocking the Value of Delivering Services March 2013 12
    13. 13. The Role of the Service Provider (SP) End Users/SMB’s (SEP, BESR, BE)Unlocking the Value of Delivering Services March 2013
    14. 14. Program Bands and Pricing• Banding Structure: Band determined by points per quarter Effective for usage prior Effective for usage starting Price Band Minimum Point s Per Band Levels to April 1, 2013 April 1, 2013 Quarter Min. Point (Qtr) Min. Point (Qtr) Band A 1-119,999 Band A 1 - 119,000 1 – 1,999 Band B 120,000-249,999 Band B 120,000 - 249,999 2,000 – 14,999 Band C 250,000-499,999 Band C 250,000-499,999 15,000 - 47,999 Band D 500,000-999,999 Band D 500,000 – 999,999 48,000 - 209,999 Band E ≥ 1,000,000 Band E 1,000,000+ 210,000+• Pricing Formula – Equivalent Rewards Product license + 3 years of Essential Support divided by 3 = Annual Subscription Price• Pricing Models: – Quarter to Quarter- No minimum commitment. Band determined by usage per quarter – Fixed Band- Requires annual revenue commitUnlocking the Value of Delivering Services March 2013 14
    15. 15. Products• Sampling of product list – Enterprise Vault (EV) – SEP SBE 2013 – Backup Exec – Backup Exec .cloud – Netbackup – Bindview Policy Manager – Brightmail – Enterprise Security Manager (ESM) – Symantec Mail Security (SMS) – Backup Exec System Recovery – PGPUnlocking the Value of Delivering Services March 2013 15
    16. 16. ExSP Today 35 Fulfilment Partners 22 EMEA Countries 600 Service Providers Quarter to Quarter Pricing Model 1. No minimum commitment or 2. Fixed Band / annual revenue commitUnlocking the Value of Delivering Services March 2013 16
    17. 17. Why Symantec ? Market Leading Management Monthly Solutions Solutions Subscription Expand your Simplify solution Save more by managed services to deployment and standardising on include Symantec, management with Symantec; Pay-as the #1 trusted the support and ease you-grow pricing and solution for security of Symantec MSP dedicated partner and backup integration support for any technical inquiries Symantec Software and Cloud Solutions Designed for Managed Services ProvidersUnlocking the Value of Delivering Services March 2013 17
    18. 18. How To EnrolUnlocking the Value of Delivering Services March 2013 18
    19. 19. Service Provider Tools Available Today • Dedicated ExSP Website – Videos on ExSP – ExSP Cheatsheets – Product Info & Trailware – HTML Mailers • New MSP page – Case Studies – RMM information • Enablement – CloudSmart – Reseller Business Case Builder – Virtual Training Unlocking the Value of Delivering Services March 2013 19
    20. 20. Useful Links - External PartnerNet – Partner Licensing Program landing page https://partnernet.symantec.com/Partnercontent/Licensing/LicensingProgra – ExSP landing page www.emea.symantec.com/exsp – From here partners can see the program guide, reporting template, presentation and data sheet. – Partner Management Console (PMC) overview video available here - http://www.symantec.com/partners/popup.jsp?popupid=video-13A01042.www.symantec.com – Partner Licensing Program landing page http://www.symantec.com/en/uk/partners/index.jsp – ExSP landing page -www.emea.symantec.com/exsp Unlocking the Value of Delivering Services March 2013 20
    21. 21. Thank you! Adele Knox-Roberts adele_knoxroberts@symantec.com Copyright © 2010 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.Unlocking the Value of Delivering Services March 2013 21