1. ExSP - Symantec Service Provider Program
Adele Knox-Roberts
ExSP Channel Sales Manager – EMEA
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2. Providing customers with choice
Off-Premise Managed
Delivery
Model
Customer Service Provider
&
On-Premise Resell On-Premise Managed/Hosted
Cloud
Perpetual ExSP
Distributor/Fulfillment Distributor/Service
Delivery Value Chain
Distributor
Partner Provider
Reseller/
Reseller Reseller/Service Provider
Service Provider
Customer Customer Customer
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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 License
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4. ExSP - Flexible, Convenient Licensing
Designed 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 support
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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 demand
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6. License Features
• Unlimited use license key
• Same products, new key – no uninstall
required
• Licenses are bundled with essential
support
• Access to the latest software
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7. Symantec Investments
• Symantec Partner Management Console
• Remote Management and Monitoring
• Platform
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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.
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9. Home Dashboard
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10. Customer Portal
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11. Customer Portal – installing product
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12. Reports – utilization and billing
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13. The Role of the Service Provider (SP)
End Users/SMB’s
(SEP, BESR, BE)
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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 commit
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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
– PGP
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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 commit
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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 Providers
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18. How To Enrol
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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
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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
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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.
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