UNITEVIRTUAL AND PHYSICAL

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vOne Promotion PlaybookSymantec™ Backup Exec™

65%* off for your customers, up to 20%** extra margin for you.

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Introducing the vOne Promotion

the vone promotion is designed to help you open up conversations with customers who have partially virtualized, or are considering virtualization.

the promotion enables you to offer a significant price discount on an all-in-one backup solution for both virtual and physical environments: symantec™ Backup exec™ V-ray edition. use it to build on your position as a trusted advisor and extend your presence in the virtual backup market.

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use this playBook to:

Understand the promotion and the opportunity

Plan how you will launch the promotion to your customers and prospects

Enable your team with sales tools and assets

Generate demand with our promo-in-a-box assets

65%* off for your customers, up to 20%** extra margin for you.

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1. What is the promotion?

vone Bundle (V-ray plus): customers with a mixed virtual and physical environment can save up to 65% off the mrsp on Backup exec 2012 V-ray edition and receive a discounted Backup exec agent for applications and Databases.* the bundle includes standard prices for 1 year maintenance for V-ray edition and agent for applications and Databases.

V-ray edition: customers with a primarily virtual environment can save up to 65% off the mrsp on Backup exec 2012 V-ray edition, including standard prices for 1 year maintenance.

2. What is the market opportunity?

iDc1 estimates that by 2014 for the first time more storage capacity will be shipped to virtualized x86 environments than capacity shipped to non-virtualized environments.

iDc2 predicts that in addition to the hardware and software for virtual infrastructure, the virtualization services market will grow from $20 billion in 2011 to over $30 billion by 2016, representing a five year cagr of 9.6%. Within this:

– storage systems integration services is expected to grow with a five-year cagr of 12%

– software support services represent the fastest-growing segment at 24.5% cagr

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see the available skus for both promotions

1 iDc: “Worldwide storage and Virtualized x86 environments 2011–2015 forecast” (november 2011)

2 iDc: “Worldwide Virtualization services 2012–2016 forecast” (september 2012)

3 iDc: “Worldwide Data protection and recovery software 2012–2016 forecast and 2011 Vendor shares.” July 2012

4 market share analysis: enterprise Distributed system Backup/recovery market, Worldwide, 2011–gartner, 30 may, 2012

symantec has had virtualization backup capabilities built into Backup exec since 2008, and is a Vmware® global partner. Both iDc3 and gartner4 rank symantec as the market share leader for backup and recovery software based on revenue, with more than 2x the market share of the nearest competitor and over 15% market share in emea.

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learn more about the benefits of symantec Backup exec V-ray edition

***magic Quadrant for enterprise Backup/recovery, gartner, June 2012

3. What are the benefits for SMB customers?

• competitive price with 65% off the msrp*

• single backup solution for both virtual and physical environments

• helps to enable recovery at the system, Vm, disk (virtual or physical), application, file, folder and granular application data level for physical and virtual environments

• global deduplication across all backup jobs – reduce storage by up to 90% and improve network performance

• unmatched visibility across the network and applications with V-ray technology

• easy to purchase and deploy – licensed per hypervisor socket

• supports advanced hypervisor features – with both Vmware® and hyper-V®

• enables bare-metal disaster recovery, and “no-hardware disaster recovery” via physical to virtual conversion

• Backup from the world number one leader in data protection***

4. Why run the promotion?

• gain up to 20% more margin** through margin Builder

• capitalize on the growing virtualization market – close more deals and make more margin

• reinforce your position as a trusted advisor with extensive knowledge of our virtual offering and our new product features

• simplify your offering with a single vendor for virtual and physical backups and reduce the costs of managing multiple vendors

• safeguard future revenue with an all-in-one solution which can adapt to your customers’ changing business needs

• up-sell backup to existing customers and new prospects that are virtualizing

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1. What promotional SKUs are available?

ITEM DESCRIPTION PROGRAM TYPE SKU

SYMANTEC BACKUP EXEC 2012 PROMO V-RAY PLUS

Win 2 to 6 cores per cpu BnDl stD lic express BanD s Basic 12 months exp 21274743

Win 2 to 6 cores per cpu BnDl stD lic express BanD s essential 12 months exp 21274759

Win 8 plus cores per cpu BnDl stD lic express BanD s Basic 12 months exp 21274751

Win 8 plus cores per cpu BnDl stD lic express BanD s essential 12 months exp 21274741

Win 2 to 6 cores per cpu BnDl stD lic acaD BanD s Basic 12 months acD 21274740

Win 2 to 6 cores per cpu BnDl stD lic acaD BanD s essential 12 months acD 21274737

Win 8 plus cores per cpu BnDl stD lic acaD BanD s Basic 12 months acD 21274742

Win 8 plus cores per cpu BnDl stD lic acaD BanD s essential 12 months acD 21274754

Win 2 to 6 cores per cpu BnDl stD lic goV BanD s Basic 12 months goV 21274750

Win 2 to 6 cores per cpu BnDl stD lic goV BanD s essential 12 months goV 21274766

Win 8 plus cores per cpu BnDl stD lic goV BanD s Basic 12 months goV 21274748

Win 8 plus cores per cpu BnDl stD lic goV BanD s essential 12 months goV 21274738

SYMANTEC BACKUP EXEC 2012 PROMO V-RAY EDITION

Win 2 to 6 cores per cpu BnDl stD lic express BanD s Basic 12 months exp 21274753

Win 2 to 6 cores per cpu BnDl stD lic express BanD s essential 12 months exp 21274763

Win 8 plus cores per cpu BnDl stD lic express BanD s Basic 12 months exp 21274747

Win 8 plus cores per cpu BnDl stD lic express BanD s essential 12 months exp 21274739

Win 2 to 6 cores per cpu BnDl stD lic acaD BanD s Basic 12 months acD 21274732

Win 2 to 6 cores per cpu BnDl stD lic acaD BanD s essential 12 months acD 21274768

Win 8 plus cores per cpu BnDl stD lic acaD BanD s Basic 12 months acD 21274746

Win 8 plus cores per cpu BnDl stD lic acaD BanD s essential 12 months acD 21274745

Win 2 to 6 cores per cpu BnDl stD lic goV BanD s Basic 12 months goV 21274757

Win 2 to 6 cores per cpu BnDl stD lic goV BanD s essential 12 months goV 21274765

Win 8 plus cores per cpu BnDl stD lic goV BanD s Basic 12 months goV 21274755

Win 8 plus cores per cpu BnDl stD lic goV BanD s essential 12 months goV 21274769

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2. Which customers should you target?

use the quick guide below to identify which customers and prospects you should target with the promotion available.

mixeD Virtual anD physical enVironment:

organization size: >10 employees

solution: Backup exec 2012 V-ray edition (for virtual), plus agent for applications and Databases (for physical)

customer offer: vone promo bundle (V-ray plus) – 65% discount plus discounted agent*

preDominantly Virtual enVironment:

organization size: >50 employees

solution: Backup exec 2012 V-ray edition

customer offer: V-ray edition promo – 65% discount*

Hint: don’t be too specific with job roles.

remember that the individual who looks after virtual backup within an organization may not be the same individual who looks after the physical backup. try contacting the virtualization owner within the organization. in smaller organizations, there may be one it manager to manage both virtual and physical backup, and in some cases it may be the business owner who makes decisions about backup providers.

3. What are the promotion details?

View the full terms and conditions for the customer promotions and the terms and conditions for margin Builder using the below links:

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Frequently Asked Questions:

Why is Symantec offering these promotions?

the vone promotion was devised in late 2012 to:

1. align symantec’s Backup exec V-ray edition with the market price

2. leverage our competitive advantage – offering physical and virtual backup in a single solution

3. help build a stronger virtual brand

By driving vOne am I simply giving away needless discount?

no! there is only a 9% difference between the old margin Builder promo and the new vone campaign.

Can I sell additional years of maintenance for the promotion bundles?

yes, one year’s maintenance is included in each promo bundle, and you can sell up to 3 years in total. add additional maintenance by selecting one or two “12 months initial maintenance” skus (essential or Basic) for each V-ray edition promo sku; or “initial maintenance” skus for both the V-ray edition and the agent for applications and Databases for each vone bundle you are selling.

How do I calculate how many licenses are needed?

Both the V-ray edition promo and the vone promo bundle are licensed per occupied socket on the virtual host. count these and order one per socket.

What’s included in the promotion bundles?

each V-ray edition promo license contains: x1 Backup exec 2012 media server license; x1 agent for applications and Databases (to protect an unlimited number of virtual guests); x1 agent for Vmware and hyper-V; and x1 Deduplication option; plus one year’s essential/Basic maintenance for each of these elements.

each vone promo bundle license contains: x1 Backup exec 2012 media server license; x1 agent for applications and Databases (to protect an unlimited number of virtual guests); x1 agent for Vmware and hyper-V; x1 Deduplication option; and x1 agent for applications and Databases (to protect one instance of an application or Database on a physical sever); plus one year’s essential/Basic maintenance for each of these elements.

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1. register for one of our Backup exec webinars. our webinar page lists all available smB webinars, to help you with your symantec sales.

2. attend a live 30 minute webinar run by symantec’s smB partner sales team to learn how to:

• step up to greater rewards with the new smB specialization program

• earn more margin with margin Builder and smB licensing programs

• select the best available Backup exec 2012 licensing options for your customers

• maximize profitability with partnernet and the opportunity registration rebate program

3. hear from our smB technical sales specialists as they deliver demonstrations of the features and benefits of Backup exec 2012.

4. take the sse Backup exec accreditation, to gain the full knowledge and understanding needed to sell symantec Backup exec. use the accreditation to demonstrate your expertise to customers and prospects. and don’t forget, gaining accreditations can help you on your way to achieving an smB specialization – giving you even more partner benefits.

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1. Sales Training

use these resources to get up to speed on symantec’s entire Backup exec portfolio, so you are well equipped to start selling the vone promotional sku.

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2. Sales Tools and Collateral

use the following links to aid you in your sales efforts:

aDDitional information

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1. View our discussion guide, to help you open up conversations with customers and prospects.

3. only have 2 minutes with a customer or prospect? use our quick pitch guide to help you communicate the most important information.

2. Download our sales presentation and use it when you visit customers and prospects to discuss the benefits of Backup exec V-ray edition and the promotion available to them.

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3. Sales Support

any questions? firstly, check to see if your question is answered here:

frequently asked Questions

if your question isn’t answered, speak to your local pre-sales support, marketing manager or sales account manager for further information.

4. Register your deals in Margin Builder

once you’ve closed a deal, register it using margin Builder to claim up to 20%** additional margin.

registering a Deal is simple:

1. log the deal at marginbuilder.com

2. check your email for your Deal iD

3. pass it on to your distributor to claim your extra margin

if you’re not yet an smB specialist partner, you can claim up to 10%. you can use margin Builder to claim extra margin on a range of eligible products.

Notes: symantec will provide sufficient discount to its authorized distribution partners. any actual pricing will ultimately be as agreed between the distributor and the partner.

for larger deals over 5000 eur, 6565 usD or 4190 gBp sterling go to opportunity registration via partnernet.

symantec is helping to increase the per deal profitability through opportunity registration, to give you more predictability and better cash flow.

as the rebate is earned per transaction and generally paid within 30 days, it can give you even greater advantage over your competitors.

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GENERATE DEMAND

1. What is Symantec doing to help?

symantec has undertaken pr activity to generate awareness for the vone promotion. We’ve developed campaign messaging, and a full campaign schedule to help our partners generate demand for the promotion. We’ve done this groundwork to help you to open up conversations.

2. What end-user promotional assets are available?

in addition to symantec’s own activity, a series of co-brandable campaign assets have been developed to help you target customers and prospects, and generate demand.

Web copy – to use on your website. create a dedicated page, where you can drive traffic to capture leads.

Online banner – add to your website or newsletter to drive traffic to your dedicated promotion page.

Customer Flyer – to use when you visit prospects. you can also host it on your website as a download and link to it from emails.

Customer Datasheet – host it on your site, link to it from emails or use it as a leave-behind.

Email – add your logo and personalize it with your own text. link to the flyer, datasheet and your own website.

to download these assets and start using them, visit the smB hot topics site, where you will find all available smB marketing assets.

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