Veritas Managed Backup Services Sales Presentation

The future is bright for
Veritas™ Managed Backup Services
Presenter’s Name Here
Presenter’s Title Here

Veritas Managed Backup Services (MBS)
MBS provides the
information backup
stability and
predictability to
protect your
customer’s data,
business, and
reputation.
Copyright © 2015 Veritas Technologies LLC. All rights reserved.2

• 24/7 monitoring
• Real-time incident remediation
• Regular reports to validate outcomes and
proactively identify issues
Proactive
Monitoring and
Management
Veritas Managed Backup Services provide:
3
• Faster issue resolution
• Services based on industry best practices
• Capacity and upgrade planning
• Optimal use of all solution features
World class
expertise
Improved business
outcomes
• SLAs established and enforced
• 24/7 escalation and event management
• Access to real-time reports and metrics for
maximum transparency
• Predictable quality and costs
Copyright © 2015 Veritas Technologies LLC. All rights reserved.

What’s new/different now?
• Focused and committed
leadership support
• Robust compensation model
• More competitive pricing model
• New multi-year contract with
Symantec IT
• Tremendous market potential
4 Copyright © 2015 Veritas Technologies LLC. All rights reserved.

A study released … by research and
consulting firm MarketsAndMarkets
predicted the demand for managed
services will jump drastically in the
next five years, with the global market
slated to grow from $101.2 billion in
2014 to $193.3 billion in 2019. 1
5
1 Lindsey O’Donnell, “Cloud, Mobility, Big Data Key To Growth In Managed Services Space,” CRN, January 8, 2015
http://www.crn.com/news/managed-services/300075301/cloud-mobility-big-data-key-to-growth-in-managed-services-space.htm

The Path Forward
New and strong organizational
structure – <add link to org charts>
New compensation model
• 100% compensation for all
segments – dollar:dollar matching
• Multi-year credit up to 3 years to
help you retire your quota more
quickly
More competitive pricing model
• More aggressive MSRP

Old vs. New Pricing
Previous Price Model Current Price Model
License type Annual subscription No change
Buying programs None No change
Meter Per client No change
Base MSRP
$125,000 – base service
(100 clients)
No base SKU; requires 200 client
minimum purchase
Price Curves $360/client after first 100
$450/client – first 500 clients
$300/client – next 500 clients
$225/client – after 1000 clients
Route to market Direct, channel partner No change
Channel discount 5% No change
Published to channel No
No change (significant presales
effort to vet opportunities)

More scalable pricing with price tiers
$0
$200
$400
$600
$800
$1,000
$1,200
$1,400
$1,600
$1,800
$2,000
100 200 500 1000 2000 3000 4000 5000
$inthousands
clients
Manage Backup Services pricing
Previous MSRP
Current MSRP
8
Entry price $125k MSRP
Entry price $90k MSRP

Comparisons prove the benefits
9
Previous
Price Model
Current
Price Model
Clients 2000 2000
MSRP $809,000 $600,000
MSRP/client $405 $300
26% lower
MSRP than previous
price model

Growth right out of the gate
Newly inked deal to take on all
backup functions for Symantec IT =
10,000 clients
MBS represents a major growth
opportunity
• Projected Bookings indicate
90% year-over-year growth for
FY15-16

Total opportunity
11
Software spend on NBU = $1.37B
Outsourcing spend for NBU = $1.37B
MBS is strategic out-tasking
$1.37B x 46% = $626M
15% of customers prefer a direct relationship
$626M x 15% = $94M
17 41 21 21
Hardware Personnel Software Outsourcing
85 15
Indirect Direct
~$94M opportunity for MBS
IT Spending (Gartner 2013)
Gartner 2013 research showed that companies
spend nearly equal on software as they do on
outsourcing. As an outsource IT function, MEV
has an opportunity for growth.
Buying Preference (Symantec 2013)
46% of enterprises selectively outsource IT
management functions (Strategic Out-Tasking)
ServiceXRG, 2014

What it means to you
• Updated compensation model opens new and increased
sales opportunities
• Helps you retire your quota more quickly
– Multi-year comp credit up to 3 years
• Frees up more selling time—MBS owns the
support effort for the environment
• Helps you grow your NetBackup™ license opportunities
• Helps deepen trusted advisor status with customer
• Combats competitive threats through
higher customer satisfaction

What it means to Veritas
• Increased wallet share
• Higher renewal rates
• Improved customer satisfaction
• Better alignment with industry trends, customer trends,
and competitive landscape

What means to customers to engage MBS
• Lower operating costs
• Increased value from their investment
• Improved operational performance
• IT freed to focus on core strategic objectives

Seizing the opportunity
Customers face multiple challenges:
15
Unprotected data Conflicting priorities
Usage and adoption gapsLack of transparency

Opportunity identifiers
Lack of operational transparency; no
clear service level agreements
Staffing challenges, including skills
gaps, conflicting priorities, business
hours only coverage
Multiple appliance deployments or
multiple remote sites
Compelling events such as failed
restores or audits
Large number of support issues or
support calls

Opportunity identifiers (continued)
High level of SE support required
Customers running EOSL version of
software
Limited feature adoption or inability
to deploy advanced technologies
Customers unhappy with NetBackup
Competitive displacement risk /
opportunity

Who are your potential customers?
Title Role Market Segment Reports to:
CIO/VP of IT Key buyer
• Large Enterprise
• Enterprise
CIO or CEO
Senior IT Architect
Key buyer/Key
influencer
• Enterprise
Sr. VP Datacenter
Operations
Director of IT,
Servers
Key buyer/Key
influencer
• Global 2000
• Financial services
VP of IT,
Infrastructure
Director of IT,
Storage
Key buyer/Key
influencer
• Enterprise
• Government
• Mixed verticals
CIO or CISO,
depending on size of
organization
Backup Admin
Key influencer • Large Enterprise
• Enterprise
Director of IT

How we partner with customers
Customer
Owned
Physical Maintenance
 Daily tape operations
 Datacenter operations
 Hardware and OS maintenance
MBS with
customer
assist
Restore Management
 Initiation of restores
 Validation of restore success
Change Management
 Review and implement requests
Problem Management
 Issue resolution
 Root cause analysis
MBS
Monitoring
 Monitoring for backup failures
 System availability
 Checking disk/tape levels
Incident Management
 Troubleshooting/return of backups
 System availability
 Checking disk/tape levels
Planning and Administration
 Capacity planning (disk/tape)
 Upgrades (e.g. 7.5.x to 7.6.x)
 Installation of NetBackup patches
Reporting
 Reporting portal with user access
 Daily reports, monthly reviews

Handling customer objections
MBS versus… Competitive Position MBS Response
Global outsourcers
(IBM, HP, Perot/Dell)
Large providers include
managed backup as part of
their service
Often include hardware and
software as part of service
Many NBU customers do not want to
surrender control of all IT
Global outsourcers often lack NBU skills
Including hardware and software actually
increases customer costs
VAR/consultants VARs offer similar service but
include hardware, software
and implementation
MBS will work with vendors to transition
service after implementation
VARs do not have same level of access to
support and engineering as BCS
Typically charge additional changes,
upgrades, and restore requests
Customer Customer can administer
NBU for less than MBS
Few customers have 24x7 coverage to
remediate issues as they occur
SLAs guarantee satisfaction with service
Reporting provides full visibility and
transparency that most customers lack

Partner participation
• Managed Backup Services can
be sold through partners even
though they’re not published in
the channel price list
• We work with partners to help
drive their services attached to
MBS, including onboarding,
upgrades, etc.
• Opportunity Registration program

Additional resources
• For quoting assistance please contact your assigned
regional Service Sales team member or send an email
to mbs_sales@symantec.com.
• More information including sales collateral,
presentations, FAQ, competitor battle cards, industry
comparison chart and price list can be found on
Sales Central.

Veritas Managed Backup Services Sales Presentation

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Viewers also liked

Viewers also liked (6)

Similar to Veritas Managed Backup Services Sales Presentation

Similar to Veritas Managed Backup Services Sales Presentation (20)

More from Ideba

More from Ideba (20)

Recently uploaded

Recently uploaded (20)

Veritas Managed Backup Services Sales Presentation

Editor's Notes