President’s Forum and WSML 2012

SYMSTRAT 03: Enterprise Sales Conversations for Virtualization

Todd Zambrovitz with guest appearance by Kevin Fiedler

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Course Introduction

The “Virtualization journey” represents a continuum for our customers that spans numerous considerations. This course hones in on the opportunities presented by customer challenges as their organizations move through the phases of this journey. Today you will have the opportunity to apply the tools and knowledge necessary to learn and practice having value-driven discussions focused on Accelerating Business Critical Virtualization and Securing Virtualization and Cloud Infrastructures.

Staging a Virtualization Conversation

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Extend Virtualization Benefits to Tier 1 Applications

Build Private Cloud Services from Existing Infrastructure

Protect the Virtual Fabric with Security and Compliance

You Can Trust

Physical Virtual

Cost EfficiencyIT Production

Quality of ServiceBusiness Production

Business AgilityIT as a Service ITaaS

Cloud

Cloud

Transformations: Business Technology IT Skills and Process

1. Recognize how the IT trend conversation flows into related solution conversations.

2. Learn where to find and how to use key conversation tools and resources.

3. Gain competency by practicing relevant conversations with your peers.

4. Leverage experience and knowledge gained to train sales teams and deliver targeted customer value.

Course Objectives

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Course Agenda

President’s Forum and WSML 2012

Set the stage for Solution Conversations – 5 min1

Demonstrate Solution Conversations – 25 min2

Solution Conversation Workshop – 75 min3

Workshop Debrief – 10 min4

Recap and Close – 5 min5

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- Gartner: Hype Cycle for Virtualization, 2011 (July 2011)

…changes how IT is acquired, managed and used…

…has become an enabler of cloud computing…

…will drive more companies to treat IT like a business service…

Virtualization…

President’s Forum and WSML 2012

Engagement

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• Current goals and status?• Where is the slowdown?• What are the biggest risks?

• Impact on cost around storage and infrastructure?• Trends around increasing availability and performance?• Mitigating new security and compliance concerns?

• Aligning goals around protection, storage and high availability standards?

• Challenges in accelerating virtualization of business critical services?

• Avoiding redundant IT process and technologies?

Accelerating IT Consolidation

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Virtualization Solution Conversation Demonstrations

Transforming Business Critical Applications

• Maintaining High Availability of Applications

• Improving Storage Management

• Reducing Application Performance Impact from Backup Operations

• Visibility and Control of Virtual Applications

• Optimized Storage I/O Performance and Availability

• Unified Protection Across Physical and Virtual

Requiring

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Symantec V-Ray

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Transforming Security and Compliance

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• Accelerated Provisioning• Poor Visibility and Control• Mixed Trust Workloads

• Effective High Density Protection

• Intelligent Platform Integrations

• End to End Visibility

Requiring

Symantec V-Ray

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Solution Conversation Workshop Overview

Participant “Solution Kits”

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• Each Participant should have the following: 2-page Virtualization Trend Conversation Guide 2-Page Transforming Business Critical Applications Conversation Guide 2 Page Transforming Security and Compliance Conversation Guide 1-page Spot Accreditation Checklist for Solution Conversations

Please note that you will not be accredited – but may leverage for context 3 Conversation Graphics (two solution / one trend)

Feel free to whiteboard the solution using the paper & pens provided.

Workshop Agenda

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Activity Who Leads Time Supporting Materials

Workshop: choose one of the two Conversations – Study & prepare to present

Table Teams 30 min Conversation Demonstrations, Experience, Solution Kits, blank paper

Break into pairs and present back to each other (play customer when not presenting)

All Table team participants

30 min Solution Kit, blank paper

With the aid of your Table Lead discuss the exercise & Best Practices for Roll-out

Table Lead and all participants

10 min Table Lead Feedback form to capture people’s input

Workshop Instructions• Start by reviewing the “Table Instructions”• Pick a “Table Lead” who will keep the table on track and

conduct a debrief following the exercise• Pick the Solution Conversation from the two demonstrated that

you will learn and role-play to a partner at your table.• Use the overall Trend Conversation Guide as background, and a

way to start the conversation.• Pick a partner at your table to practice and role-play your

Solution Conversation• Keep to time per the agenda and Table Instructions• After practicing the Solution Conversation with your partner,

provide feedback to your Table Lead per their guidance

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Note to keep this slide up as groups

go to their workshop

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Wrap-up

Rolling this out to your Teams

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• Solution Kits can be accessed via the “Cascade Kit”– All Conversation Guides and Supporting Slides included

• Additional Content in the Cascade Kit will include:– Manager Guidance & Next Steps – how to Accredit your teams

– Accreditation ChecklistFY13 Sales Conversation Materials

(for additional information and resources click on the Trend blow)

Mobile Cloud Virtualization Threat Landscape Information Explosion

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Redefining Mobile Protection

Conversation GuideConversation Slides

Building Resilient Private Clouds

Conversation GuideConversation Slides

Business Critical Virtualization

Conversation GuideConversation Slides

Malicious Insider Conversation GuideConversation Slides

Better Backup for All Conversation GuideConversation Slides

Securing Public Clouds Conversation

GuideConversation Slices

Security Solution for Virtualization

Conversation GuideConversation Slides

Advanced Targeted Threats

Conversation GuideConversation Slides

Information Governance

Conversation GuideConversation Slides

Solution Accreditation FormManager Guidance for Accrediting their Teams

Accreditation Tracking Spreadsheet

Matrix of all Trend and Solution Conversation

material is on the SCORE Strategic

Trends homepage; linked to Cascade Kit

Closing Comments

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You should now be able to:

1. Recognize how the trend conversation flows into related solution conversations.

2. Know where to find and how to use key conversation tools and resources.

3. Speak more competently about the solutions based on practicing the conversation with your peers.

4. Leverage experience and knowledge gained to train sales teams and deliver targeted customer value.

Thank you!

Copyright © 2012 Symantec Corporation. All rights reserved. Symantec and the Symantec Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners.

This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied, are disclaimed to the maximum extent allowed by law. The information in this document is subject to change without notice.

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End of Presentation

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President’s Forum and WSML 2012

From static physical infrastructure…

To consolidated dynamic workloads…

To pooled IT resources consumed as a

service.

The Great Transformation

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