Do Dooni Char - The Force Multipliers In Your Value Chain


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Using your eco-system to make a move from "INDIVIDUAL FIRM TO EXTENDED ENTERPRISE"

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  • I am carrying SLICE OF INCREDIBLE INDIA with me. What scene does this photo depict to you? Scene is from Chawri Bazaar near Chandni Chowk. Precise location is near the excellent veg. eatery …. called Shakahari……………….This SNAPSHOT is symbolic of the MARKET we operate in today. It is Market: People and Organisation with needs & wants, Ability and Willingness to buy. But It’s a CROWD OUT THERE. “ 40k IT resellers and counting more……….new species of SP’s Emerging threatening your presence in SMB segments, New Delivery modes like cloud emerging”
  • How many of you agree with me that …….The World has changed ? ……………for better if you are a consumer, but perhaps for worse if you are a CEO. Much of it is due to volatility in the market, increased competition and new go-to-mkt models. How do you STAND OUT in the crowded mkt place …… ? One sure shot recommendation I have for all you CEO’s here is by creating a DO DOONI CHAR EFFECT in your organisations.…… .
  • Value Chain connect a companys supply side with its demand side. Efficient & Effective Value Chain mgmt results in Force Multiplier which Increases Revenue Better Asset Utilization Reduced Cost
  • With Symantec's broad and open Infra Mgmt sol you could get multiple C/T/A impact with your customers: One example: many companies are Improved Utilizations thereby impacting IT cost reductions. Our solutions align well to this goal because we can help customers reduce costs associated with their storage assets and server assets Also, we can help customers who are looking at simplifying and/or consolidating their environments. For example, we can help customers reduce the number of tools in their environment, we can provide flexibility to migrate applications
  • Treat you counterparts as extended family …. They can provide you the much needed muscle to fight the big battles.
  • Partnerships that involve collaboration (creating new value together) have better probability to succeed rather than those where there is a mere exchange (getting something back for what you put in).
  • Defend Franchises and SlingSlot Business Growth where possible. These are firms who offer Networking Gear; Systems and Stroage…HW Oriented Supporting Cast : Align Supporting Cast for Total Solutions to Clients. These are OS’s, Open Systems/Freeware, Connectivity etc Game Changers : Place a few Focused Emerging Bets for Long term Growth. Here Is where we see Symantec playing role. And want to play Catylst role in your long-term Growth. Accelerate STARS & POTENTIAL STARS for near term Growth. Our aim with our Managed Community will be to move Game Changer to this Quadrant.
  • How to identify a game changer. In experience, I have seen most Successful GAME CHANGER partnerships are built on the principle that “ Out of the STR ; SIG; PROF factors the Right GAME CHANGER Partner will have at least 2 out of these 3 factors working for you “
  • Do Dooni Char - The Force Multipliers In Your Value Chain

    1. 1. 40,000 IT Resellers & Counting More People & Organisations + Needs & Wants
    2. 2. <ul><li>Primary bullets are 24-point </li></ul><ul><ul><li>Secondary bullets (press tab key) are 20-point </li></ul></ul><ul><ul><ul><li>Tertiary bullets (press tab key again) are 16-point </li></ul></ul></ul><ul><li>All bulleted text is Calibri font, non-bold </li></ul><ul><li>All bulleted text is sentence case (capitalize first letter of first word only) </li></ul><ul><li>Use Symantec orange for highlight text </li></ul><ul><li>Subtitle Here, Calibri Bold 24 pt </li></ul>Presentation Identifier Goes Here How do you STAND OUT in the CROWDED mkt ?
    3. 3. <ul><li>Director - Channels </li></ul><ul><li>Vineet Sood </li></ul>
    4. 4. <ul><li>Does it have FORCE MULTIPLIER’s ? </li></ul>Demand Side
    5. 5. <ul><li>ENGAGEMENT MODELS </li></ul>Do Dooni Char
    6. 6. 1980s 2010+ 1990s 2000s Strategic impact Business impact Cost impact Cost Reduction Core / Non Core Business Engagement FORCE MUTLPLIER 1 ENGAGEMENT MODELS Do Dooni Char
    7. 7. FORCE MULTIPLIER 1 - Engagement Models Copyright © 2009 Symantec Corporation. All rights reserved. Cost Impact Transformation Alignment
    8. 8. 2010+ 1990s 2000s Strategic impact Business impact Cost impact FORCE MUTLPLIER 1 ENGAGEMENT MODELS
    9. 9. Do Dooni Char Engagement Model Symantec Value Mapping IT Cost Reduction <ul><li>Reduced hardware and software costs </li></ul><ul><li>Reclaim under-utilized storage, consolidate servers with n+1 clustering </li></ul><ul><li>Avoid buying expensive host/array software from competitors </li></ul>Data Center Consolidation <ul><li>Centralization </li></ul><ul><li>One management tool across all platforms and storage arrays </li></ul><ul><li>Server migration between UNIX and Linux OS </li></ul><ul><li>Improved productivity and reduced downtime </li></ul>Tiered Storage Strategy <ul><li>Spread data across multiple tiers </li></ul><ul><li>Migrate entire applications </li></ul><ul><li>Information lifecycle management </li></ul>Backup & Recovery <ul><li>Tiered Protection </li></ul><ul><li>Reduce costs and risk by aligning data protection costs with business </li></ul>Disaster Recovery Initiative <ul><li>Integrated storage and HA layer that reduces downtime during site failovers </li></ul><ul><li>Automated DR testing </li></ul>Comprehensive Security <ul><li>One stop Solution for all Security needs </li></ul>
    10. 10. New Form Factor -- Hosted Solutions
    11. 11. <ul><li>ALLIANCES </li></ul>Firm Counterparts
    12. 12. <ul><li>ALLIANCES </li></ul>Code Sharing Symantec Partner Reference Program for ISODA Members Dial - Wipro Partner Reference Program for Special Members
    13. 13. <ul><li>PARTNERSHIPS </li></ul>
    14. 14. <ul><li>PARTNERSHIPS </li></ul>Franchises Vendor Relative Revenue Share Vendor Market Growth & Margin (CAGR) 5% 10% 15% 25% 20% 0% +30%
    15. 15. S TRATEGIC S IGNIFICANT P ROFITABLE <ul><li>Allows you to adopt one of 3 Engagement Model. </li></ul><ul><li>Align you to customers business Model </li></ul><ul><li>Is a Catalyst to your growth. </li></ul><ul><li>Market Share and Growth Figures </li></ul><ul><li>Sales Enabler & High Services Drag </li></ul><ul><li>Contribution in your revenue pie. </li></ul>FORCE MULTIPLIER 3 PARTNERSHIPS
    16. 16. Do Dooni Char FORCE MULTIPLIER 3
    18. 18. Adopt Specialization Strategy Differentiate your Business Maximize Opportunities Accelerate Profitability FORCE MULTIPLIER 4 SPECIALISATIONS Do Dooni Char
    19. 19. Enhanced Partner Program Specialisations – the cornerstone of the Program FORCE MULTIPLIER 4 Do Dooni Char Security Solution Specialisations Market Segment Specialisation Storage
    20. 20. Do Dooni Char Engagement Model
    21. 21. <ul><li>[email_address] </li></ul>