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Veritas Managed Backup Services Sales Presentation

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Sales presentation created for Veritas Managed Backup Services. Managed Backup Services (MBS) provides the information backup stability and predictability to protect your customer's data, business and reputation.

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Veritas Managed Backup Services Sales Presentation

  1. 1. The future is bright for Veritas™ Managed Backup Services Presenter’s Name Here Presenter’s Title Here
  2. 2. 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
  3. 3. • 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.
  4. 4. 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.
  5. 5. 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 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  6. 6. 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 6 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  7. 7. 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) 7 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  8. 8. 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 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  9. 9. 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 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  10. 10. 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 10 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  11. 11. 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 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  12. 12. 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 12 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  13. 13. What it means to Veritas • Increased wallet share • Higher renewal rates • Improved customer satisfaction • Better alignment with industry trends, customer trends, and competitive landscape 13 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  14. 14. 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 14 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  15. 15. Seizing the opportunity Customers face multiple challenges: 15 Unprotected data Conflicting priorities Usage and adoption gapsLack of transparency Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  16. 16. 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 16 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  17. 17. 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 17 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  18. 18. 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 • Large Enterprise • 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 • Large Enterprise • Enterprise • Government • Mixed verticals CIO or CISO, depending on size of organization Backup Admin Key influencer • Large Enterprise • Enterprise Director of IT 18 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  19. 19. 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 19 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  20. 20. 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 20 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  21. 21. 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 21 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  22. 22. 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. 22 Copyright © 2015 Veritas Technologies LLC. All rights reserved.

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