Customer Program Specifics for the Channel – SEE region
Caroline Garret & Serdar Sayar
The Sun–Symantec Partnership
A full range of hardware and software solutions optimised for your customers’ datacenter challenges…..
For more than 15 years, Sun and Symantec have shared a vision to secure, manage, and protect customer data and infrastructure—while delivering performance that is second to none. In your hands, their joint solutions help customers streamline and manage datacenters, get the most from their IT investments, and reduce the overall cost of IT. The Sun and Symantec program of joint engineering, optimization, test, and validation delivers solutions that deploy quickly, perform flawlessly, and scale to meet future requirements.
Joint offerings:
• Cost-effective Storage Management • Best-in-Class Archiving • Business Backup Protection • Comprehensive Server Management • Effective Spam and Malware Defence As a Sun and Symantec partner, you play an essential role in bringing these innovations to market. Recognising your central importance to the success of our joint strategy, Sun and Symantec have developed attractive program with technical, marketing, and support tools designed to get you started quickly, and build long-term revenue and profit streams for your business.
Customer Programs Summary
Program
Open Archive $27M hardware revenue/ 100:1 ROI
•
Goal
Products
Campaign
Status
Comments
4150, 4600, 2540, 5000
•
Mid-Market/ Open Archive
•
Mid-market
$8.75M software revenue/ 30:1 ROI
•
Enterprise Vault 8
•
Data Center Optimization
•
Launch May ‘09
Disti / management partner led campaign
Data Protection for Virtualized Environments Data Protection for Virtualized Environments Data Center Optimization
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Enterprise-Sun, Symantec ( VMware optional)
$27M hardware revenue/ 100:1 ROI
•
$8.75M software revenue/ 30:1 ROI
•
5220, 7000, SL500, NBU, VMware vSphere, ESX
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Launch Mayl ‘09
Disti / management partner led campaign
x64/x86 Intel & AMD based Servers
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Manageability and Backup
Altiris, Backup Exec
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Mid-MarketSystems Management
•
Launch Julyl ‘09
Channel partner led campaign
= New Campaigns for Channel partners
Channel led Sun / Symantec SEE Region Campaign
support from Sun / Symantec locally (countries/GEMs)
• Define 6 countries and local owner from both Sun and Symantec:
• Russia • Turkey
• Israel
• Greece • Middle East • South Africa
• Actions for local Symantec/Sun marketing / alliance team
– Define owner from both Sun and Symantec (either sales or marketing) – Select campaign topic (Data Protection or Open Archive) – Select joint target partners
– Receive partner acquisition flyer from EMEA agency – distribute to chosen partners
– Engage with partners and agree on chosen marketing activities (See page 6) – Get commitment from partner
– Communicate back to the EMEA team what partners are committed and timeframe agreed
– The EMEA agency will then contacted the local marketing resource to execute the joint campaign
– Follow up on generated leads, make sure that all leads are allocated to relevant partners in SFC to track success of campaign and measure ROI (details to be determined)
Channel led Sun / Symantec EMEA Campaign
Open Archive or Data Protection in Virtualized Environments • What: Integrated campaign incl. roadshow – 4 selectable In-a-box-activities: eMarketing, Telemarketing, Webcast, Event • Who: Symantec, Sun and selected joint channel partners
• When: - partner recruitment in September
– emarketing and tele in October-November for lead generation and invitation to webcasts/local events – events between October and November – tele marketing for lead generation and/or follow up for lead qualification – online marketing activities incl. Call-to-Action
• Where: Russia , Turkey, Israel, Greece, Middle East, South Africa • To whom: customers and prospects across all industries from mid-sized,
IT-savvy companies with 100-1,000 employees (OA) or all companies with more than 100 servers (Virtualization)
– Open Archive: The IT Generalist and/or Legal or HR Managers – Virtualization: IT decision makers (C-level or staff) or Functional IT Managers
Channel led Sun / Symantec EMEA Campaign
Open Archive or Data Protection in Virtualized Environments
• Why: generating leads for incremental revenue for our channel partners based on
Symantec-Sun archiving solutions to improve archiving performance while reducing risk and costs
• Structure: 4 marketing activities to choose from (2-3 recommended)
– – – – Emarketing Telemarketing Webcast Event / seminar
All pre-defined and ready to execute: in-a-box-concept
• Funding: -
set up & campaign preparation costs covered by Symantec/Sun on regional level – tele- and emarketing activities plus events: zero costs for partners • 50% of costs covered by Symantec (MDF or PMF) • 50 % covered by Sun (reimbursement via PGF) – chosen marketing activities by the partner must be approved by Sun and Symantec locally to receive funding.
Channel led Sun / Symantec EMEA Campaign
Partner Support
• Deliverables from partners – Commit to fund the campaign incl. event (100% reimbursement) – Deliver logo, company abstract, brief description of value add/offerings, signing contract with agency – Submit database contacts
• should be db from partners (to avoid channel conflict) • GEMs/Countries to decide to include any Symantec/Sun contacts • consult partners to buy additional data / start nurturing own contact db esp. in context of new Sun coverage model
– Speaker for event / webcast – Follow up on generated leads
Channel led Sun / Symantec EMEA Campaign
Partner benefits
• What's in for a partner:
– Deliverables:
• • Demand Gen: Electronic Direct Mail (EDM), Direct Mail (optional), Telemarketing, Roadshow in a Box) Solution Battle Card
•
• •
Telemarketing Script
Customer Event presentation positioning and messaging document
•
•
banner ads
webcast
– Supporting
•
• •
Messaging: Copy Blocks, Training, Sales Tools, Communication Plan
centralized organized using single agency across EMEA everything Sun/Symantec and partner branded
•
• •
all promotion materials and marketing documents will be provided in local language (EFIGS tbd.
execution done centrally for all e-and tele activities, set up of landing pages etc. utilizing Symantec's and Sun's partner reimbursement programmes: PGF & PMF
Channel led Sun / Symantec EMEA Campaign
Open Archive
•Sun
– matching campaign:
• Open Storage (09-ST-12)
•
Symantec
–
matching campaign:
•
– matching products
• Sun Storage 7x10 • Sun Fire X2270,X4x70, X4275 Server (Intel) • Sun Fire 4x40 (AMD)
Data Center Optimization Symantec Enterprise Vault 8
–
matching products
•
http://sun.symantec.com/open-archive-mid-market
Channel led Sun / Symantec EMEA Campaign
Data Protection in Virtualized Environments
•Sun
– matching campaign:
• Datacenter Efficiency and Virtualization (07-SY-10)
•
Symantec
–
matching campaign:
•
Data Center Optimization Symantec Net Backup 6.5
– matching products
• Sun Blade X627x (Intel)
–
matching products
•
• Sun Blade X6450 (Intel) • Sun Fire 4600M2 (AMD) • Sun Fire 6x40 (AMD) • Sun Storage 7x10
http://sun.symantec.com/virtualization
Channel led Sun / Symantec EMEA Campaign
Example of what some European countries are doing with their partners:
• Austria
– Bacher, Data Protection, event on Sep 24
•
•
Landing Page: http://sun.symantec.com/austria/bacher-systems
Status Sep, 14: 30 registrations
• Spain
– Sistel, DP, eShot & Telemarketing (October) • Landing Page: • Finalizing planing Business Integration, DP, eShot & Telemarketing (October) • Landing Page: • Finalizing planing Cards Engineering, DP, eShot & Telemarketing (October) • Landing Page:
–
–
• Switzerland
– Tradeware, OA, eShot + telemarketing
•
• • •
Landing Page: http://sun.symantec.com/switzerland/tradeware
eShot End of September/early October tbd Landing Page: http://sun.symantec.com/switzerland/infoniqa eShot End of September/early October tbd
– Infoniqa, OA, eShot & Telemarketing
Channel led Sun / Symantec EMEA Campaign
• SEE REGION: Emerging Region: Latest Status • Selected countries to launch this campaign next Q
– – – – – – Russia (Moscow) Turkey Greece Middle East South Africa Israel
Latest status: Identify the targeted channel partners in region country by 25th September (2-3 partners per country) Joint campaigns with channel partners in October Theme: Data Protection
Channel led Sun / Symantec EMEA Campaign
Messaging Open Archive Campaign
• Key customer pain points
• Customers need a cost-effective solution to store corporate email, files, and other data (cut costs) • Customers need to be able to access and recover all archived, secure data (grow revenue) • Customers need a simplified data management system (mitigate risk)
• Key messages
–With the Sun and Symantec Open Archive solution, mid-sized companies can: • Cut storage costs by up to 90%* • Reduce production and backup storage by up to 80% • Enable IT to focus on more strategic projects • Provide improved search and discovery of archived information • Leverage pretested configurations for faster implementation at a lower cost • Easily access and use older, existing information to guide them through revenue-generating activities
Channel led Sun / Symantec EMEA Campaign
Open Archive- example of an agenda
9.00 9.20 9.30
10.00
Registration & Coffee Welcome A Day in the Life of an Email Symantec – pls add name, Titel
Cut Storage Costs and Reduce Complexity with emaillifecycle solution Sun Symantec Coffee Break How you can optimize and achieve your email infrastructure with practical steps Symantec Bringing Sun and Symantec together to solve customer problems Partner Sun Symantec – pls add name, Titel Customer on stage/Sun-Symantec or Partner talking about real customer project Partner Wrap up Lunch/networking
11.00 11.15
11.45
12.15
12.45 13.00
Channel led Sun / Symantec EMEA Campaign
Messaging Data Protection in Virtualized Environments
• Key customer pain points
• • • • Inadequate hardware utilization Requirement for fast and reliable Data backup/disaster recovery Increasing operational costs Inadequate knowledge of how to take advantage of virtualization
• Key messages
• Sun, Symantec, and VMware have joined forces to design a consolidated virtualization solution with data protection that decreases your operational, data management, and backup costs by maximizing the utilization of your physical or virtual IT infrastructure—helping you to achieve faster ROI
• With a pre-tested, proven reference architecture, the solution offers an easily integrated method for datacenters to cut costs and complexity from their infrastructures. The Data Protection for Virtualized Environments solution:
– Decreases your customer’s operational, data management, and backup costs – Increases utilization of their IT infrastructure
– Ensures their data is protected, whether in a physical or virtual environment
Channel led Sun / Symantec EMEA Campaign
Data Protection in Virtualized Environments – example of agenda
9.00
9.30 9.45
Registration & Coffee
Welcome Sun and Virtualisation Sun – pls add name, Titel
10.30 Data Protection for Virtualised Environments – From Physical to Virtual Symantec 11.15 Coffee Break 11.45 Bringing Sun and Symantec together to solve customer problems Partner Sun Symantec – pls add name, Titel
12.15 Customer on stage/Sun-Symantec or Partner talking about real customer project Partner 12.45 Wrap up 13.00 Lunch/networking
Channel led Sun / Symantec EMEA Campaign
CTA's – modify for your local region
• Call to Action for attendees/respondents
– LEARN MORE • Sales Contact • White Papers – Sun and Symantec EMAIL AND DATA Archiving Health Check (OA) – TRY AND BUY – TRADE IN
Channel led Sun / Symantec EMEA Campaign
Partner Packages
• Base package
– incl. Emails send out branded with Partner Logo (3 emails, 48h reminder, thank-you-email in EFIGSD languages) – Flash Banner (in EFIGSD Language) – report out of all activities
850 €
• Telemarketing Follow Up Calls
– to call 250 contacts for lead generation and/or driving registrations for webcast/event
1,315 € 2,930 €
• Event
– for 30 participants, assumed catering costs of 35EUR in Sun/Smantec/partner offices – 3 Swingo banners, Namebadges, printed agenda, feedback form, solution battle card in EFIGSD languages
• Webcast
– set up for each live and recorded webcast
450 €
315 €
• Telemarketing Lead Qualification
– to call 30 contacts
Channel led Sun / Symantec EMEA Campaign
Partner Packages
• Add On (only optional)
– Direct Mail 1,375.00 €
• Print costs for 1.000 units in EFIGSD languages • 4 pager, landscape format, size open 420 x 105 mm, size closed 210 x 105 mm paper 250 g/m², incl. envelope • Mailing costs on request (stampage differs by region)
– Reminder Calls
1,598.33 €
• Reminder calls (500 contacts) to all registered customers 4 days before the event, to reduce no show rate