Watch here: https://youtu.be/YHhugkLpPo4 Digital Transformation is called the fourth industrial revolution for good reason. The re-invention of best practices and processes with digital technologies is having far-reaching impact on our business dealings and many aspects of our daily lives. For enterprises, competition is hotter than ever and there’s a need to accomplish more with less resources, especially in sales. Companies must move faster, become more effective and efficient, and they need intelligent and agile methods to scale and maximize growth. Software and the cloud is the key enabler of this acceleration - and its time has come. Join industry experts for a free webinar on January 22 - 11:00 am PT/1:00 pm ET - to learn “How Business Acceleration Cloud is Revolutionizing Software Sales.” Speakers include: Holger Mueller, VP & Principal Analyst at Constellation Research: Will cover how purpose-built hybrid software and cloud-based platforms are driving a new sales enablement tech category that will fast become an essential component for growth. Avi Rembaum, VP Security Solutions, Check Point: To discuss how new tech has helped scale support for over 500 security and sales engineers and thousands of resellers in areas from management to tracking to better understanding the sales cycle. Dr. Zvi Guterman, CEO and Co-Founder of CloudShare: Will detail how to accelerate business success with dedicated cloud-based solutions, based on real-world client and industry examples.

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How Business Acceleration
Cloud is Revolutionizing
Software Sales

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DR. ZVI GUTERMAN
CEO and Co-founder
CloudShare
Zvi co-founded CloudShare in 2007. He
previously co-founded and served as
CTO at Safend, a leading endpoint
security company. Zvi was chief
architect in the IP infrastructure group
of ECTEL, a provider of monitoring
solutions for IP, telephony and cellular
networks. He is a recognized security
expert, lecturing at conferences
worldwide, and holds a PhD in
Computer Science from Hebrew
University.
HOLGER MUELLER
VP and Principal Analyst
Constellation Research
Holger Mueller covers next generation
apps, human capital management,
future of work and tech optimization.
He provides strategy and counsel to
key clients, including CIOs, CTOs,
CPOs, CHROs, investment analysts,
venture capitalists, sell side firms and
technology buyers.
Presenting Today
AVI REMBAUM
Vice President of Security Solutions
Check Point
Avi oversees Check Point’s solution
center, incident response team,
strategic alliance program and security
architectures. Previously, he handled
business relationships with tier-1 telcos
in North America. His security focus
began in 1997 in RADGUARD's
marketing team. He also held product
management posts at RedCreek and
SonicWALL, as well as practice
manager roles at RedCreek and
Getronics (now CompuCom).

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Housekeeping
● Webinar is recorded and will be shared
● Ask questions with the Q&A button or in chat
● This is a discussion - please share your thoughts
● Vote in audience polls
● Check out our past webinars: bit.ly/cs-webinars

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Introduction to business acceleration cloud
A new tech category and its impact
Accelerating sales at Check Point Software
A platform for sales enablement
What to ask a cloud services provider
The business benefits and features that accelerate business
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5
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Agenda

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What is your role in your organization? Multiple responses accepted.
A. Sales consultant
B. Sales engineer
C. Sales manager
D. Business consultant
E. Solutions engineer
F. IT
G. Executive (VP/C-level)
H. Marketing
I. Other
POLL QUESTION

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Business Acceleration Cloud
Constellation Research

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Macro
Trends
Dynamic
Workforce
Disruptive
Technology
Adoption
New Digital
Business
Models
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
52%+ of
Fortune 500
gone since
2000
Only 4
enterprises are
still Dow Jones
50 members for
50+ years
DAX sees
100% turnover
in 3o years
FTSE loses 264
members since
1984
Nikkei 225 sees
210 new
members since
1950
S&P 500 in avg.
Age of new
member (2013):
10 years
@holgermu

9. 9
© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Physical
Processes have
to become
virtual
processes
The Automation
Mandate will transform
Work
Cybersecurity has
become TablestakesThe Legislative Tsunami
becomes (even) more
challenging
Aging World Population
creates Urgency
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Business Best Practices
vs. Technology Capabilities
Legacy Phase
Opport
unity
Catch up
Inflection
1950 2020 205020262014
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Digital Transformation is …
The Creation of new and / or
improved
- Business Processes and
- Best Practices
that are enabled by Digital
Technologies.
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
7 Digital Transformation Strategy Directions
Tame the
Internet
Revolutionize
Intraenterprise
Functions
Data as a
Service
Orchestrate
Things
Digitize Value
Chains
Re-Invent
Communication
Innovate the
Human
Machine
Interface
All powered by new Digital
Technologies
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu
…powered by Software Environments.
1:1 Marketing
Digital Sales
Processes
Mass
Customization
Service
Delivery
Quality
Assurance
Collaboration
Next Gen
Training
Developer
Experience
Cross
enterprise
R&D and PLM
Cybersecurity
Enterprisesneedto
buildsoftwareagain
StandardSoftware

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Cloud powered
Prebuilt Apps /
Components
Advanced
SysAdmin
Mobile enabled
BAC Platform
Container / Hypervisor / VM powered
Cloning Networking IAM Security
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Always On
Stateful
Elastic Virtualized
OmniTechPoten
t
Democratized
Insight Driven
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Key BAC Use Case Areas
Software Creation
and Operation
Digital Business IT Operations
Powered by a Business Acceleration Platform
@holgermu

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu
Requirements
Collection
User /
Consumer
Testing
Development Q&A Beta Test
Validation
User
Acceptance
Test
Consumer
Testing
Penetration
Testing
Security
Validation
Certification Documentation Training
Software Creation and Operation Use Cases

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu
Digital Business Use Cases
Training PLM Sales Demonstration
Service
Delivery
Quality
Assurance
Collaboration Cybersecurity

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu
IT Operations Use Cases
Validation Test Production
Penetration
Testing
Security
Testing
Certification Training

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© 2010-2020 Constellation Research, Inc. & HMCC All rights reserved.
Re-Think IT
Strategy
Think Big –
Start Small
Select a BAC
Vendor
Plan for
Success
Continuously
Evaluate
Measure
Enterprise
Acceleration
@holgermu
Recommendations

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Are you using the cloud for sales enablement?
A. Yes
B. No
C. Not yet, but we plan to.
POLL QUESTION

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Sales Acceleration
The Check Point Story

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● Founded in 1993
● Approximately 5,400 employees
● U.S. headquarters in San Carlos, Calif.
● International headquarters in Tel Aviv, Israel
Check Point Software Technologies is the worldwide leader in securing the
Internet. Making Internet communications and critical data secure, reliable and
available everywhere has been and continues to be the company’s ongoing vision.

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● Requirement – Introduce new
technologies to a global community:
○ 600 sales engineers
○ 100s in professional services
○ 1,000s of resellers
○ 150,000+ customers
● Challenge – security is a multi-layered
effort:
○ Need to simulate multiple uses cases
○ Demonstrations include different
systems operating in parallel
○ Attack scenarios can require
specialized tools
● Primary Goals:
○ Help customers experience new protections for rapidly evolving threats
○ Demonstrate solutions that serve network, cloud, endpoint and mobile
A Need to Accelerate

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● 24x7 “hands-on” labs for employees, partners and customers
● Cloud-based with global reach: fast response times in all geo’s
● Broad compatibility: support for multiple OSs, hypervisors and virtual
hardware types
● Maximum stability: an unreliable system will be not be used
● Simple to use: a single portal for access and management
● Integration ready: available APIs to interface with corporate systems
● Monitoring and tracking: enable the business and team management to
assess system effectiveness and team performance
The solution: DemoPoint on CloudShare
The Search for a Solution

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● Predefined blueprints that demonstrate strategic offerings
● Check Point and third-party systems operate seamlessly in multiple use
cases – especially relevant in cloud and advanced threat prevention
scenarios
● Accessed via PartnerMap: single sign-on and integration with other
selling tools
● APIs enable future integration with CRM and opportunity tracking
Simplifying Complex Selling and Training

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Click on “Create
Environment”

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● Customers: accelerated transition to new technologies through
immediate availability of labs for training, testing and proof of concept
● Partners: platform for learning technologies without the need to invest
in physical labs or contract with separate cloud/software providers
● Pre-sales community: rich set of pre-configured demos that are always
available on a global scale
● Field management: ability to track team performance and customer
interaction levels
● Check Point: faster field and partner enablement and near limitless
capacity to support more demos for more people in more places
Benefits

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What are the main challenges you face managing multiple PoCs?
a. Lack of control over content being used
b. Black box scenario provides no visibility into user behavior
c. Inability to effectively track progress and status of PoCs
d. No analytics to show what is and isn’t working
e. Administrative complexity
f. All of the above
e. Something else?
POLL QUESTION

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CloudShare
How to Accelerate Sales

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CRM is to Database as Business Acceleration Cloud is
to Commodity Cloud

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● Need to maintain solution center or cumbersome on-premise solution.
● Companies have lack of control over what is shown, content and
messaging continuity.
● Only able to show PPTs or video - not full product.
● Inability to provide hands on, real-world experiences.
● Travel and equipment shipping costs.
● Need to install software or troubleshoot on customer premises.
● Waiting for IT support.
Common Demo and PoC Problems

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● Don’t know:
○ Number of PoCs delivered and status by SE.
○ Total activity time for each PoC (per day, org, blueprint).
○ Activity time by blueprint and VM.
● Can’t see:
○ When/if prospect has started the PoC.
○ What features of most of interest.
○ Time of usage, which modules were most popular.
○ No line of site for follow up questions or next steps.
Today’s PoC = Blackbox of Insight &
Engagement

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Speciality cloud providers with purpose-built
technology can overcome all these issues!

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● Can They:
○ Remove complexity?
○ Play nice?
○ Show full products and capabilities?
○ Offer purpose-built tools and features?
○ Enable sales to work faster, more efficiently?
○ Provide fully isolated environments?
○ Increase visibility?
○ Deliver savings?
Qs for Cloud Providers to Ensure Acceleration

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• No idea if prospect has touched
your PoC.
• No idea who interacted & for
how long.
• Unclear what areas and
modules were most interesting.
• Get notified upon interaction.
• See who is using and for how
long.
• See time per module/feature.
• Respond quickly if they appear
stuck.
• Provide real-time guidance
when needed.
Today’s Blackbox With Right Solution
Unique Value: Shedding Light on the PoC

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● Greater engagement = easier
sales
● Empower partners
● More control and continuity
● Faster and more cost-effective
● Familiar, user-friendly tools
● Insights and reporting
● Help prospects when they need it
● Full analytics
Do more with less, faster and more efficiently!
Benefits & Features That Accelerate Sales

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Q&A