1 Ingram Micro ExSP Jay Epton Director, New Routes to Market – UK & Ireland

1

Ingram Micro ExSP

Jay EptonDirector, New Routes to Market – UK & Ireland

Ingram Micro/Symantec ExSP

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

Sour

ce: I

DC

and

Sym

ante

c an

alys

is

Estimated Addressable SaaS Market ($B) - 30% CAGR

DLPEncryption

Remote Access /MonitoringEndpoint Management

Endpoint Protection

Backup

Archiving

Web Security

Email Security

Continuity

The Cloud – By the Numbers


STARTING POINT AMBITIONTechnology choices

Systems choices

Vendor choices

New sales compensation model

Partnering for new capability & integrating into processes

Systems overhaul

Acquire new capabilities – organic or M&A

IntegrateSystems/processes

Build credibility in new areas

Establish partnerships for delivery capability

New skills for ongoing contract management

Build processes & systems Build

credibility in new areas

Skills choices

Staff skills training

• Capable of supplying & supporting cloud or managed services

• Providing complete scalability to clients

•Utility billing “on demand”

• Strong vendor relations with reputable suppliers

MSP

• Traditional hardware & software sales • Installation & break/ fix•One-off revenues• Trusted IT advisors to

the mid-market

VAR

• ASP/ISP/Telco/Hosting•Network & data centre

services• Recurring revenue

streams• Long-term contracts

Service Provider

• Advise, design and manage implementation • Project based revenues• Brought in at a time of

change rather than on-going advisors

Systems Integrator

Significance and growth of the Service Provider channelThe journey to MSP

Symantec ExSP Program

5

Internet Security Threat Report 2013

Internet SecurityThreat Report

2013http://www.symantec.com/threatreport

SMB Cloud Security & Backup for Partners

SMBs are struggling with basic backup…

6

Only

back up daily

In the last year…

52% lost productivity from an outage

32% lost data from an outage

29% lost revenue

<50%data is backed up weekly

74% don’t have a disaster recovery plan

in place

Symantec 2012 SMB Disaster Preparedness Survey

30%


Distributor orFulfilment Partner Distributor

Customer

Reseller/VAR

Customer

Reseller/Service Provider

Distributor or Fulfilment Partner

Delivering choice to your customers

7

On-Premise Managed & Software Rental Symantec CloudOn-Premise Resell

Managed Service Provider

Customer


Microsoft Upsell/Attach


Symantec SEP SBE 2013BE.Cloud

Backup Exec + BE.Cloud

Endpoint Protection ORSEP SBE 2013

Backup Exec + BE.Cloud

Endpoint Protection ORSEP SBE 2013

What can I “add to” or offer as my service?

9

Managed and/or Hosted Backup Endpoint Security

Hosted Exchange SecurityArchiving

Mobile Device ManagementPCI Compliance

Backup Exec/NetBackupSymantec Endpoint Protection

DLP, Encryption & Mail SecurityEnterprise Vault

Altiris/Mobile ManagementControl Compliance Suite

Symantec TechnologyService Offering

Monthly subscription model through ExSP

Licensed for On Premise/Hosted



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

Backup Exec™ Portfolio Positioning

HostedManagedSoftware

Small Business

1-3 Servers

Physical & Virtual

4-100’s of servers

Virtual Only1000’s of Virtual

Machines

Backup Exec.Cloud

Backup Exec 2012 Small Business Edition

Backup Exec 2012

BrandedCloud

11

Backup Exec 2012 V-Ray Edition


Protecting Your Virtual and Physical SystemsCapacity per TB Pricing Available

Backup Exec Portfolio

• 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


Sales Opportunities


MS SPLA Partner since August 2012 Symantec Distributor for 9 years Investment • Channel Transformation Alliance• MSPU

Strong and Successful Partnership Because of you…


Symantec Endpoint Protection:Fastest most effective Security SolutionFor Physical and Virtual Security that can easily be deployed and managed by you.

Endpoint Protection Portfolio Positioning

Small Medium Business

(<250 users)

Larger Businesses(250+ users)

Physical and Virtual Infrastructure

Endpoint Protection 12.1

15

Endpoint Protection 12.1

Endpoint Protection SBE 2013




Protecting Your Virtual and Physical Systems

BrandedCloud

HostedManagedSoftware

Symantec Endpoint ProtectionStrength in Numbers

16

Source: Symantec internal data

Deployments 3.8 Million Endpoints

94 Thousand Management Consoles

0 Hotfixes or Patches

Insight Database

175 Million Machines in the Network

6 Billion Files Tracked

45 Million New Files Each Week

81 Billion Associations Tracked

Symantec Named as a Leader in 2012 Gartner

Magic Quadrant for Endpoint Protection

Platforms

Symantec Named as a Leader in 2012 Gartner

Magic Quadrant for Endpoint Protection

Platforms

Antivirus, Firewall, IDS, Device Blocking, Application Blocking

Basic NAC

Antivirus, Firewall, IDS, Device Blocking, Application Blocking

Basic NAC

Single Console & Single Agent


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 Program3 Easy Steps…


Email – [email protected]

15th OctoberService Provider

reports back usage of software for Quarter

Service Provider orders FOC

Media/installs

15th AprilService Provider


February 2012:Service Provider Enrolls

Sign up and order process

Symantec ExSP - Service Provider Opportunity

15th JulyService Provider


15th JanuaryService Provider


Gain access to latest sales & marketing toolsExSP 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/


Any Questions?

Thank you!

SYMANTEC PROPRIETARY/CONFIDENTIAL – INTERNAL USE ONLYCopyright © 2011 Symantec Corporation. All rights reserved.

22Ingram Micro/Symantec ExSP

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1 Ingram Micro ExSP Jay Epton Director, New Routes to Market – UK & Ireland