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Unlocking the Value of Delivering Services Event – Monday 18th March 2013 – Symantec ExSP
This document introduces the Symantec ExSP program, which provides a monthly subscription licensing model for service providers. It allows providers to pay only for the software their customers use without upfront fees. The program offers volume discounts, access to the latest versions, and licenses that are bundled with support. It provides a flexible way for service providers to offer Symantec solutions to their customers through a hosted or on-premise model. The document outlines the benefits and tools available to partners through the ExSP program.
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Similar to Unlocking the Value of Delivering Services Event – Monday 18th March 2013 – Symantec ExSP
Unlocking the Value of Delivering Services Event – Monday 18th March 2013 – Symantec ExSP
- 1. ExSP - SymantecService Provider Program Adele Knox-Roberts ExSP Channel Sales Manager – EMEA Unlocking the Value of Delivering Services March 2013 1
- 2. Providing customers withchoice 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 Unlocking the Value of Delivering Services March 2013 2
- 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 Unlocking the Value of Delivering Services March 2013 333 33
- 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 Unlocking the Value of Delivering Services March 2013 4
- 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 Unlocking the Value of Delivering Services March 2013 5
- 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 Unlocking the Value of Delivering Services March 2013 6
- 7. Symantec Investments • SymantecPartner Management Console • Remote Management and Monitoring • Platform Unlocking the Value of Delivering Services March 2013 7
- 8. Symantec Partner ManagementConsole (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. Home Dashboard Unlocking theValue of Delivering Services March 2013 9
- 10. Customer Portal Unlocking theValue of Delivering Services March 2013 10
- 11. Customer Portal –installing product Unlocking the Value of Delivering Services March 2013 11
- 12. Reports – utilizationand billing Unlocking the Value of Delivering Services March 2013 12
- 13. The Role ofthe Service Provider (SP) End Users/SMB’s (SEP, BESR, BE) Unlocking the Value of Delivering Services March 2013
- 14. Program Bands andPricing • 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 Unlocking the Value of Delivering Services March 2013 14
- 15. Products • Sampling ofproduct 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 Unlocking the Value of Delivering Services March 2013 15
- 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 Unlocking the Value of Delivering Services March 2013 16
- 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 Unlocking the Value of Delivering Services March 2013 17
- 18. How To Enrol Unlockingthe Value of Delivering Services March 2013 18
- 19. Service Provider ToolsAvailable 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. 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. 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
Editor's Notes
- #8 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
- #15 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.
- #16 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.
- #17 Mature Network of Fulfilment partners 600 Services providers across 22 countries in EMEA providing managed services today How services are being managed today....
- #18 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
- #19 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