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Veritas Managed Enterprise Vault Sales Presentation

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Presentation created for Veritas Managed Enterprise Vault, highlighting their expert monitoring, management and support.

Publicada em: Tecnologia
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Veritas Managed Enterprise Vault Sales Presentation

  1. 1. The future is bright for Veritas™ Managed Enterprise Vault™ Presenter’s Name Here Presenter’s Title Here
  2. 2. Value Managed Enterprise Vault (MEV) MEV provides the information stability and predictability that customers need in order to: • Access their data whenever they need it • Minimize information risk by making archives available and searchable • Protect their business by bridging IT, legal and business needs. Copyright © 2015 Veritas Technologies LLC. All rights reserved.2
  3. 3. Managed Enterprise Vault provides: 3 • 24/7 monitoring • Real-time incident remediation • Regular reports to validate outcomes and proactively identify issues Proactive Monitoring and Management • 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? 4 Focused and committed leadership support Robust compensation model More competitive pricing model Tremendous market potential 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 1. A strong, new organizational structure 2. New compensation model • 100% compensation for all segments – dollar:dollar matching • Multi-year credit up to three years to help you retire quota more quickly 3. 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 Managed Enterprise Vault Service No change Buying programs Annual subscription No change Meter Per Enterprise Vault or Discovery Accelerator Server No change Base MSRP $54,000 per server $50,000 base price (includes 1 EV server) Price Curves None (linear pricing per server) $30,000 per additional EV/DA server(s) 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 lower price for additional servers 8 Previous Price Model Current Price Model EV/DA Servers 5 5 MSRP $270,000 $170,000 MSRP/ Server $54,000 $34,000 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  9. 9. Total opportunity FY15 to FY16 93% YOY growth 9 Software spend on EV = $130M Outsourcing spend for EV = $130M 17% 41% 21% 21% Hardware Personnel Software Outsourcing 15% of customers prefer a direct relationship $60M x 15% = $9M 85 15 Indirect Direct Buying Preference (Symantec 2013) MBS and MEV are strategic out-tasking $130M x 46% = $60M 46% of enterprises selectively outsource IT management functions (Strategic Out-Tasking) ~$9M opportunity for MEV 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. ServiceXRG, 2014 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  10. 10. What it means to you • Updated compensation model increases sales opportunities • Helps protect and grow your Enterprise Vault license opportunities • Helps you retire quota faster (multi-year comp credit up to 3 years) • Helps deepen trusted advisor status with customer • Frees up more selling time— MEV owns the support effort for the environment • Combats competitive threats 10 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  11. 11. What it means to Veritas • Increased wallet share • Improves customer satisfaction • Higher renewal rates • Aligns with industry trends, customer trends, and competitive landscape 11 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  12. 12. What means to customers to engage MEV • Lower operating costs • Increased value from MEV investment • IT freed to focus on core strategic objectives • Improved operational performance 12 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  13. 13. Seizing the opportunity Customers face data accessibility challenges: 13 Inaccessible data Lack of transparency Conflicting priorities Usage and adoption gaps Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  14. 14. Opportunity identifiers  Lack of operational transparency; No clear service level agreements  Lack of skilled resources – staffing challenges – conflicting priorities  Large number of support issues / calls  High level of SE support required  Customer running EOSL version of software  Limited feature adoption  Unhappy Enterprise Vault customers  Competitive displacement risk / opportunity 14 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  15. 15. Who are your potential customers? 15 Title Role Market Segment Reports to CIO/VP of IT Key Buyer • Large Enterprise • Enterprise CIO or CEO Sr. IT Architect Key Buyer / Key Influencer • Large Enterprise • Enterprise SR. VP, Data Center Operations Director of IT, Storage Key Buyer / Key Influencer • Large Enterprise • Enterprise • Government • Mixed Verticals CIO or CISO, depending on the size of the organization Messaging Admin Key Influencer • Large Enterprise • Enterprise Director of IT Can be sold through partner even though not on published channel price list We work with partners to help drive their services attached to MEV, onboarding, upgrades, etc. Opportunity Registration program Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  16. 16. How we partner with customers Customer Owned Infrastructure Management  Hardware and OS maintenance  Network management MEV with Customer Assist Assessment/Transformation  Assess existing Enterprise Vault environment  Transform environment to be managed remotely Planning and Administration  Capacity planning  Enterprise Vault roadmap awareness  Policy assistance and oversight MEV Monitoring  Monitoring of archiving tasks  Application availability  Resource utilization Incident Response  Troubleshooting of Enterprise Vault incidents  Root cause analysis of high severity incidents Incident Management  Resource coordination  Expedited access to Veritas backline support Change Management  Enterprise Vault patches and upgrades  Update archive policies  Add/delete mailboxes Reporting/Account Management  Incremental reports/reviews  Escalation management 16 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  17. 17. Handling customer objections 17 MEV versus… Competitive Position MEV 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 a service • Many EV customers do not want to surrender control of all IT • Global outsourcers often lack EV expertise • Including hardware and software actually increased customer costs VAR/consultants • VARs offer similar service but include hardware, software and implementation • MEV will work with vendors to transition service after implementation Customer • Customer can administer EV for less than MEV • Few customers have access to the depth and breadth of technical expertise MEV offers • SLAs guarantee satisfaction with service Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  18. 18. Partner participation • Managed Enterprise Vault 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 MEV, including onboarding, upgrades, etc. • Opportunity Registration program 18 Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  19. 19. Additional resources 19 For quoting assistance please contact your assigned regional Service Sales team member or send an email to mev_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 . Copyright © 2015 Veritas Technologies LLC. All rights reserved.
  20. 20. Thank you! VERITAS PROPRIETARY/CONFIDENTIAL – INTERNAL USE ONLY Copyright © 2015 Veritas Technologies LLC. All rights reserved. Presenter’s Name Presenter’s email Presenter’s phone

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