ExSP - Ingrammicro

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Ingram Micro ExSP
Jay Epton
Director, New Routes to Market – UK & Ireland
1
WELCOME!
 Symantec Specific Market Opportunity
 Where to start?
 Why partner with Symantec?
 Ingram Micro your and our partner…
 What services can I offer…
 Q&A
Ingram Micro/Symantec ExSP
The Cloud – By the Numbers
Estimated Addressable SaaS Market ($B) - 30% CAGR
9
8
7
Backup
6
Continuity
5
3
DLP
Encryption
Endpoint Protection
2
Web Security
1
Email Security
0
2009
2010
Ingram Micro/Symantec ExSP
2011
2012
2013
2014
Security
Archiving
4
Source: IDC and Symantec analysis
Backup
Remote Access /Monitoring
Endpoint Management
Significance and growth of the Service Provider channel
The journey to MSP
STARTING POINT
Technology
choices
Vendor
choices
Systems
choices
Skills
choices
AMBITION
VAR
• Traditional hardware &
software sales
• Installation & break/ fix
• One-off revenues
• Trusted IT advisors to the
mid-market
Partnering for
new capability &
integrating into
processes
Systems
overhaul
Service Provider
• ASP/ISP/Telco/Hosting
• Network & data centre
services
• Recurring revenue
streams
• Long-term contracts
Systems Integrator
• Advise, design and
manage implementation
• Project based revenues
• Brought in at a time of
change rather than ongoing advisors
Symantec ExSP Program
Acquire new
capabilities –
organic or
M&A
Establish
partnerships
for delivery
capability
Integrate
Systems/
processes
Build
processes
& systems
New sales
compensation
model
Build
credibility in
new areas
New skills
for ongoing
contract
managemen
t
MSP
Staff
skills
training
• Capable of supplying
& supporting cloud or
managed services
• Providing complete
scalability to clients
Build
credibility
in new
areas
• Utility billing “on
demand”
• Strong vendor
relations with
reputable suppliers
Internet Security Threat Report 2013
Internet Security
Threat Report
2013
http://www.symantec.com/threatreport
SMB Cloud Security & Backup for Partners
5
SMBs are struggling with basic backup…
%
<50
data is backed up weekly
In the last year…
52% lost productivity from an outage
32% lost data from an outage
29% lost revenue
Only
30%
back up daily
74% don’t have a
disaster recovery plan
in place
Symantec 2012 SMB Disaster Preparedness Survey
Ingram Micro/Symantec ExSP
6
Delivering choice to your customers
On-Premise Resell
On-Premise
Managed & Software Rental
Symantec Cloud
Distributor
Distributor or
Fulfilment Partner
Distributor or
Fulfilment Partner
Reseller/VAR
Managed Service
Provider
Reseller/
Service Provider
Customer
Customer
Customer
Ingram Micro/Symantec ExSP
7
Microsoft Upsell/Attach
Symantec
SEP SBE 2013
BE.Cloud
Ingram Micro/Symantec ExSP
Backup Exec + BE.Cloud
Backup Exec + BE.Cloud
Endpoint Protection OR
SEP SBE 2013
Endpoint Protection OR
SEP SBE 2013
What can I “add to” or offer as my service?
Service Offering
Symantec Technology
Managed and/or Hosted Backup
Backup Exec/NetBackup
Endpoint Security
Symantec Endpoint Protection
Hosted Exchange Security
DLP, Encryption & Mail Security
Archiving
Enterprise Vault
Mobile Device Management
Altiris/Mobile Management
PCI Compliance
Control Compliance Suite
Monthly subscription model through ExSP
Licensed for On Premise/Hosted
Ingram Micro/Symantec ExSP
9
Backup Exec:
One product family for any size
customer’s data protection needs with
the integration tools to make
management easier for you/your customer
Ingram Micro/Symantec ExSP
Backup Exec™ Portfolio Positioning
Small
Business
1-3 Servers
Branded
Cloud
Physical &
Virtual
Virtual Only
4-100’s of
servers
1000’s of Virtual
Machines
Backup Exec.Cloud
Hosted
Managed
Software
Backup Exec 2012
Small Business Edition
Backup Exec 2012
Backup Exec 2012
V-Ray Edition
Protecting Your Virtual and Physical Systems
Capacity per TB Pricing Available
Ingram Micro/Symantec ExSP
11
Backup Exec Portfolio
Sales Opportunities
• One Console for Virtual and Physical Backup & DR
― A single console for backup, archiving, deduplication; quick single file
recovery to full system restore
― #1 backup and recovery for VMware, Hyper-V
― Bare-metal, dissimilar hardware and P2V recovery
• Broad base of existing Backup Exec customers to sell essential
data backup and recovery for local and remote offices
• Multiple cross-sell opportunities: Symantec.cloud, Symantec
security solutions, Encryption, and much more
Ingram Micro/Symantec ExSP
 MS SPLA Partner since August 2012
 Symantec Distributor for 9 years
 Investment
• Channel Transformation Alliance
• MSPU
 Strong and Successful Partnership
 Because of you…
Ingram Micro/Symantec ExSP
Symantec Endpoint Protection:
Fastest most effective Security Solution
For Physical and Virtual Security that can
easily be deployed and managed by you.
Ingram Micro/Symantec ExSP
Endpoint Protection Portfolio Positioning
Small
Medium
Business
(<250 users)
Larger
Businesses
Physical
and Virtual
(250+ users)
Infrastructure
Branded
Cloud
Endpoint
Protection
SBE 2013
Endpoint
Protection
SBE 2013
Hosted
Managed
Software
Endpoint
Protection
SBE 2013
Endpoint
Protection 12.1
Endpoint
Protection 12.1
Protecting Your Virtual and Physical Systems
Ingram Micro/Symantec ExSP
15
Symantec Endpoint Protection
Strength in Numbers
Deployments
3.8 Million Endpoints
94 Thousand Management Consoles
0 Hotfixes or Patches
Insight
Database
175 Million Machines in the Network
Symantec Named as a
Leader in 2012 Gartner
Magic Quadrant for
Endpoint Protection
Platforms
6 Billion Files Tracked
45 Million New Files Each Week
Single Console & Single Agent
81 Billion Associations Tracked
Antivirus, Firewall, IDS, Device
Blocking, Application Blocking
Basic NAC
Source: Symantec internal data
Ingram Micro/Symantec ExSP
16
Includes 3rd Party Product Removal
• Integrated removal of 3rd party antimalware
– Silent removal of 3rd party AV products
– Option to add to SEP client deployment package
– Support for over 30+ product/versions across XP,
Vista, Win7
• Key Benefits
– Reduced YOUR time for deployment
– Eliminate conflicting AV products
– Improve client install rates
– Customer value add!
Ingram Micro/Symantec ExSP
17
How to enroll in the ExSP Program
3 Easy Steps…
Step 1
Step 2
Step 3
Complete the
agreement form
Receive your
ExSP price list
Place an order
Email – [email protected]
Ingram Micro/Symantec ExSP
18
Sign up and order process
Service Provider
orders FOC
Media/installs
February 2012:
Service Provider Enrolls
Q4 FY12
Jan
Feb
Q1 FY13
Mar
Apr
15th April
Service Provider
reports back usage of
software for Quarter
May
Q2 FY13
Jun
Jul
15th July
Service Provider
reports back usage of
software for Quarter
Symantec ExSP - Service Provider Opportunity
Aug
Q3 FY13
Sep
Oct
Nov
15th October
Service Provider
reports back usage of
software for Quarter
Q4 FY13
Dec
Jan
Feb
Mar
15th January
Service Provider
reports back usage of
software for Quarter
Gain access to latest sales & marketing tools
ExSP Microsite – Home Pages
1.
Learn more about the
program and sign up process
2.
Find out more about
services you can offer with
Symantec
3.
Marketing assistance
available – Website, Mailers
4.
Download the 3-step guide
to get started
www.emea.symantec.com/exsp/
Ingram Micro/Symantec ExSP
20
Any Questions?
Ingram Micro/Symantec ExSP
21
Thank you!
SYMANTEC PROPRIETARY/CONFIDENTIAL – INTERNAL USE ONLY
Copyright © 2011 Symantec Corporation. All rights reserved.
Ingram Micro/Symantec ExSP
22
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