the enhanced symantec tm partner program your guide to...

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Confidence in a connected world. Confidence in a connected world.

The enhanced SymantecTM Partner Program

Your guide to SpecializationSDifferentiate your business, maximize opportunities and accelerate profitability.

PARTNERNET.SYMANTEC.COM

Symantec Software Limited 350 Brook Drive Green Park Reading Berkshire RG2 6UH United Kingdom

SYmantec Specialization guide foreword bY JaSon elliS

Why have we changed our partner program? Quite simply, to take greater advantage of new market opportunities and to enable our channel partners to enjoy more predictable, profitable growth.

Trends such as virtualization, mobility and cloud computing are driving our customers to adopt new technologies and transform their systems. Industry figures reflect this. In 2010, the market for mobile security jumped 58%1 and by 2013 endpoint security sales are forecast to shoot up to $10 billion2.

This is creating exciting new opportunities and entry points for Symantec storage and security solutions. As businesses adopt these new technologies, they increasingly look for the reassurance of proven expertise.

Specialization is the new cornerstone of the enhanced Symantec Partner Program.

Becoming a Symantec Specialist allows you to develop your existing strengths and clearly promote this expertise to the marketplace.

We promise to support you every step of the way. All we ask for is your commitment to maintain and develop your expertise, and to ensure that your customers receive the very best solutions available from Symantec as they move with the technology trends.

In return, we will help you to differentiate your business, maximize new sales opportunities and accelerate your profitability.

Read on to learn about the enhanced benefits of being a Symantec Specialist.

Jason Ellis

EMEA Channel Vice President

32

contentS

Foreword by Jason Ellis 3

Partnering Vision and Strategy 4

The enhanced Symantec Partner Program 5

Symantec Partner Program levels and requirements 6

Maintaining your program status 7

The enhanced benefits of Specialization 8

Solution Specializations in detail 10

Master Specializations in detail 14

Introducing SMB Silver 15

How to become a Symantec Specialist 16

5 Steps to Success 17

Regional contact details 18

Useful links 19

1 Infonetics Research.

2 IDC forecast.

The enhanced Symantec Partner Program Your Guide to Specializations

the enhanced SYmantec partner program

The enhanced Symantec Partner Program offers a strategic roadmap to a more profitable future.

The program is based on Specializations, official acknowledgments of expertise in solution areas or market segments, to help you differentiate your business and raise the profile of your service.

Your business can register for multiple Specializations or concentrate on one. If you have deep experience of a solution area, you can become a Master Specialist.

Specialist Partners receive enhanced benefits to help them grow their business and maximize the return on their investment, including extra training, rebate schemes and margin tools.

Platinum, Gold and Silver partner levels are based on your membership of Specializations.

Read on to learn more about the benefits and practicalities of becoming a Specialized Partner.

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our partnering ViSion and StrategY

Our vision is to raise the value of our partnership by ensuring that you have opportunities for business growth, market-leading solutions, and the skills and tools to help you deliver superior value.

To achieve this, we aim to help you differentiate your business through specialization, maximize returns using an expanded range of resources and accelerate your profits through a streamlined sales cycle.

Your Guide to SpecializationsThe enhanced Symantec Partner Program

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partner program leVelS and requirementS

As of 3 November 2011, partner levels – whether Platinum, Gold or Silver – are based on the attainment of Specializations: official acknowledgments of expertise in one or more identified high-growth storage or security solution areas.

Symantec Specializations are designed to help you to build on your core competencies and to align your business closely with the needs of your customers. Through specialization you can differentiate your business offering, maximize revenue opportunities and accelerate your profitability.

Below is a quick summary of the program levels and associated requirements under the enhanced Symantec Partner Program:

requirementS countrY platinum gold SilVer

Number of Solution Specializations (excludes Small Business)

Tier 1 3 2 1

Tier 2 2 1 1

Tier 3 2 1 1

Closed Opportunity Registration Revenue (Net to Symantec, annually)

Tier 1 $500,000 $150,000 None

Tier 2 $300,000 $100,000 None

Tier 3 $200,000 $80,000 None

United Kingdom Austria, Belgium, France, Germany, Italy, Luxembourg, Netherlands, Norway, Saudi Arabia, South Africa, Spain, Sweden, Switzerland, United Arab EmiratesAll other EMEA Countries

maintaining Your program StatuS

In order to maintain your status and to continue to enjoy the enhanced program benefits you will need to ensure you meet the Specialization requirements.

Symantec routinely tracks all partner activity within the program, and may periodically adjust partners’ levels to recognise achievement and performance against these requirements.

Where you are at risk of losing membership of one or more Specializations, we will extend a 90-day grace period within which you will be required to comply with the Specialization requirements, so that you can maintain your current benefits. Should you not regain compliance following the grace period, you would lose the Specialization membership.

Registered

Silver

Gold

PlatinumWith increasing Specializations partners add value and gain competitive advantage

Inve

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B

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Specializations count towards your program levelwith the introduction of the Specialization program we can now See a Significant change in both SYmantec and the marketplace. increaSed interactionS with SYmantec’S technical expertS haVe giVen uS the confidence to inVeSt upfront in each new opportunitY, not onlY in SYmantec’S Specialization program, but alSo in additional Staff and training.

Sèan M. O’Brien, Managing Director, DVV Solutions Limited

SYmantec inVeStS in uS and SpendS a lot of time with uS in eVerY countrY where we do buSineSS. it ShareS our riSkS and ShareS our ambitionS. i perSonallY think that SYmantec iS a perfect partner.

Peter Trans, Managing Director, ATEA


maximize Your opportunitieS

enablement toolkitDownload our comprehensive collection of product tools, documentation and other resources to help your sales. This toolkit is also an effective tool to prepare you for Symantec’s accreditation exams.

Symbrain for partners This interactive tool guides you through the process of finding solutions for a wide range of business problems, enabling you to identify cross-sell and upsell opportunities.

24/7 technical SupportMulti-lingual technical support is available online and via telephone 24/7 to help you resolve any pre-sales issues.

Services delivery resource kitsLearn how to deliver world-class consulting services with the help of the SDRK, containing best practice guides, example documentation, training and tools.

collaboration toolsLearn from the experiences of other Specialist Partners to solve issues, share business ideas, best practice implementation and exchange technical information through Symantec Connect.

Specialized communicationsReceive updates and news in dedicated communications, specific to your Specialization.

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the enhanced benefitS of Specialization

There is an extensive range of enhanced benefits available to Specialist Partners1 that enable you to develop your skills, extend your market reach and provide better support to your customers.

accelerate Your profitabilitY

opportunity registration rebate program

Earn attractive rebates when identifying, developing and closing incremental sales opportunities2 on qualifying products and services.

opportunity teaming plans

Protect your investment with Opportunity Teaming Plans, available on partner–led opportunities and only to Specialist Partners.

margin builder

Receive up to 20% additional upfront margin on eligible small business solution sales3 registered through www.marginbuilder.com

additional discount

Additional discounts may be made available (via Distribution Partners) on qualifying products.

partner marketing Support centre (pmSc)

The PMSC Team is on hand to help you to make the most of the marketing tools, programs, promotions and enablement offerings available to you.

marketing development funds

Use Marketing Development Funds to promote your business and generate demand through tools such as Campaign Creator, our self-service marketing asset generator.

Symplus rewards

Earn extra rewards in the Symplus Incentive Program on a range of training and sales-based activities.

promotions

Take advantage of promotions that help you drive new business and close more deals.

additional benefitS for maSter SpecialiStS

master Specialists are entitled to benefits beyond partner-level and Solution Specialization entitlements. See page 14 to learn more.

differentiate Your buSineSS

Specialist certificate and logoPublish your expertise on your website, business cards and collateral for existing and prospective customers to see.

promotion on the partner locatorGain priority listing as a Specialist within the Partner Locator pages of the Symantec website.

industry-leading Software Benefit from Symantec NFR software licences to build your solution expertise. You can also pass on free evaluation software for the latest security and management solutions to your customers.

1 Specialization benefits may be subject to additional requirements and acceptance of terms and conditions. Visit PartnerNet for more information: partnernet.symantec.com

2 Standard ORR program rules apply.

3 Symantec will provide sufficient discount to the authorized Distributor to enable them to provide you with an additional recommended 20% discount on closed deals approved via this Margin Builder Tool. Any actual pricing will ultimately be as agreed between the authorized Distributor and you.


SecuritY SpecializationS

enterprise Security

Protect enterprises from sophisticated threats as an Enterprise Security Specialist. Provide solutions addressing the growing complexity of internal and external IT threats.

Required accreditations Minimum 2 individuals EACH with the following accreditations:

Sales SSE SPS Enterprise Edition plus SEP or SSIM or SMG or SNAC or Web Gateway

Technical Sales SSE+ SEP plus SSIM or SMG or SNAC or Web Gateway

Technical STS SEP plus SSIM or SMG or SNAC

endpoint management

Keep your customers’ client and server assets safe as an Endpoint Management Specialist. Provide solutions that reduce complexity while improving visibility and control.


Sales SSE CMS/SMS plus AMS or ITMS

Technical Sales SSE+ CMS/SMS plus AMS

Technical STS CMS plus SMP

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Solution SpecializationS in detail

Specializations demonstrate security and storage expertise, strengthening your position in the market and helping you to grow your customer base. Adding Specializations to your portfolio can help you differentiate your business, maximize opportunities and accelerate profitability.

To attain a Specialization, partners must show the highest levels of commitment and capability within a specific solution area. Each Solution Specialization requires a combination of sales, pre-sales and technical accreditations (see below), plus an approved business plan and the successful completion of a field assessment

encryption

Help address stringent privacy and compliance regulations your customers face as an Encryption Specialist. Provide solutions that meet challenges of data protection and reporting.


Sales SSE 2 of the following: Symantec Encryption Solutions for File Transfers, for Endpoints or for Email

Technical Sales SSE+ PGP Encryption Solutions

Technical STS PGP Universal Server

data loss prevention

Ensure your customers’ internal, confidential data stays safe as a Data Loss Prevention (DLP) Specialist. Provide solutions to discover, monitor and protect information.


Sales SSE Data Loss Prevention

Technical Sales SSE+ Data Loss Prevention

Technical STS Data Loss Prevention

it compliance

Help customers achieve compliance capability as an IT Compliance Specialist. Provide integrated data management solutions to enable compliance with IT policies and government regulations.


Sales SSE Control Compliance Suite

Technical Sales SSE+ Control Compliance Suite

Technical STS Control Compliance Suite

The move to Windows® 7, virtual desktops and other key trends are driving significant growth in this area.

A major growth opportunity. The encryption market is expected to reach $1.7 billion in annual sales by 2013.

IDC forecast

A market that looks set to grow and grow, with endpoint sales alone forecast to reach $10 billion

by 2013.

IDC forecast


1312

Storage SpecializationS

data protection

Optimize your customers’ backup and recovery as a Data Protection Specialist. Provide solutions to protect the value and integrity of critical business information.


Sales SSE NetBackup

Technical Sales SSE+ NetBackup

Technical STS NetBackup

archiving and ediscovery

Help customers control the cost of managing information as an Archiving & eDiscovery Specialist. Provide solutions that solve the challenges created by information volume and requirements.


Sales SSE Enterprise Vault

Technical Sales SSE+ Enterprise Vault

Technical STS Enterprise Vault

Storage management

Reduce your customers’ capital costs and risks for storage as a Storage Management Specialist. Provide in-depth knowledge and solutions to increase storage utilization.


Sales SSE Storage Foundation

Technical Sales SSE+ Storage Foundation

Technical STS Storage Foundation

A mature, multi-billion dollar market. Symantec’s NetBackup has the largest global market share at 26%; and when combined with Backup Exec, that’s 40% market share.

The archiving market is set to reach $1.23 billion1 by 2013. Symantec’s Enterprise Vault solution presents an excellent opportunity.

1 IDC forecast

high availability

Keep your customers’ data and applications continuously available as a High Availability Specialist. Provide solutions that cross operating systems, applications, hardware components and data centres.


Sales SSE VERITAS Cluster Server

Technical Sales SSE+ VERITAS Cluster Server

Technical STS VERITAS Cluster Server

market Segment SpecializationS

Smb Specialization

Grow trust as the security and backup expert for customers as a SMB Specialist1. Deliver enterprise-class solutions that help protect environments.

Top performing SMB Specialists may also be eligible for promotion into the new SMB Silver Partner level and the additional financial entitlements this brings. For more on SMB Silver, go to page 15.

Required accreditations Minimum 2 accreditations: at least 1 for the Symantec security solutions and at least 1 for the Symantec backup solutions below. Multiple accreditations can be held by one individual.

3 One SSE or SSE+ or STS certification from Symantec’s Endpoint Protection/Suites Family; plus

3 One SSE or SSE+ or STS certification from Symantec’s Backup Family

Required revenue Minimum revenue of $10K USD on qualifying small business sales transacted annually.

1 As of November 3 2011, Symantec has rebranded the current Small Business Specialization as ‘SMB Specialization’ – this will not change the benefits you enjoy under this Specialization.


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maSter SpecializationS in detail

Master Specialization recognizes and promotes a qualified Symantec Partner’s advanced consulting, technical and service capabilities in a Specialist solution area.

Requirements

3 Solution Specializations

3 2 x Authorized Symantec Consultants (per solution)

3 Consulting Review

3 Approved Business Plan

Membership is limited to Specialists who are highly committed to delivering complex consulting services to enterprise customers, as defined and evaluated by Symantec.

additional benefitS for maSter SpecialiStS

Master Specialists are entitled to benefits beyond partner-level and solution Specialization entitlements, including:

• Access to advanced design, deployment and implementation tools with supporting training and documentation

• Solution design and implementation assistance

• The opportunity to contribute to Symantec intellectual property

• Increased promotion and exposure across the Symantec sales community including Master Specialist listing on the Symantec Partner Locator

• A Master Specialist certificate and logo to display on your website, business cards and all sales and marketing material

• Advanced technical support

You can learn more about becoming a master Specialist online at partnernet.symantec.com

perhapS Solution Specialization iSn’t right for You?

Don’t worry. We have also introduced a new partner program level, SMB Silver1, to recognize and reward SMB Specialists1 for taking their Symantec relationship to the next level.

In addition to the benefits available as a SMB Specialized Partner, SMB Silver enables you to earn up to 20% additional upfront margin on deals registered through Margin Builder2, as well as taking advantage of the Opportunity Registration Rebate program. This allows you to truly maximize your revenue potential within this sector.

Visit www.symantec.co.uk/espp_emea to learn more about the new Smb Silver partner level, or talk to your Symantec account manager or regional program representative.

1 As of November 3 2011, Symantec has rebranded the current Small Business Specialization as ‘SMB Specialization’ – this does not change the benefits you enjoy under this Specialization. Obtaining the SMB Specialist status is subject to meeting the program requirements.

² Symantec will provide sufficient discount to the authorized Distributor to enable them to provide you with an additional recommended 20% discount on closed deals approved via this Margin Builder Tool.

the [SYmantec partner] program haS proVen itSelf a great waY to leVerage our inVeStmentS into SYmantec bY protecting the Value we create, while helping uS demonStrate our capabilitieS to the cuStomer. we can better differentiate ourSelVeS in the market, increaSe our profitabilitY and grow our buSineSS on that.

Dirk Martin, Managing Partner, PMCS.


how to become a SYmantec SpecialiSt partner

First, take a look at the Specializations listed on page 10 onwards to identify the ones that align most closely with your business, and take note of the accreditations you need to achieve them.

If you are an existing Symantec Partner, then you may already be well on the way to achieving your chosen Specialization. You can check your current accreditations on your PartnerNet Company Information page.

Next, contact your Symantec Account Manager or Regional Program Representative who will be able to demonstrate to you a calculation of the ROI that your business stands to gain through specialization, and who will also be able to support you on your path to profitability.

For contact details of your local representatives, see page 18.

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5 StepS to SucceSS

determine which Specialization iS beSt Suited to help Your companY reach itS buSineSS obJectiVeS.

attain the required SaleS (SSe), technical SaleS (SSe+) and technical SpecialiSt (StS) accreditationS. theSe differ bY Specialization.

contact SYmantec to arrange Your Specialization field aSSeSSment.

agree to the program termS and conditionS. thiS includeS reporting of SaleS and marketing actiVitY.

complete and Submit a buSineSS plan.

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The enhanced Symantec Partner Program Your Guide to Specializations

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regional contact detailS

africa [email protected]

central europe Germany, Austria, Liechtenstein and Switzerland [email protected]

Poland, Czech Republic and Slovakia [email protected]

mediterranean iberia Andorra, Portugal and Spain [email protected]

mediterranean italY [email protected]

middle eaSt and northern africa [email protected]

netherlandS [email protected]

nordicS Denmark, Estonia, Faroe Islands, Finland, Greenland, Iceland, Latvia, Lithuania, Norway, Svalbard & Jan Mayen Islands and Sweden [email protected]

ruSSia [email protected]

South eaStern europe Hungary, Romania, Greece, Cyprus, Israel, Malta and Turkey [email protected]

uk and ireland [email protected]

weSt Belgium, Luxembourg, France, Monaco, Morocco, Algeria and Tunisia [email protected]

uSeful linkS

SYmantec partnernet: partnernet.symantec.com

margin builder: www.marginbuilder.com

opportunitY regiStration program: partnernet.symantec.com/Partnercontent/Segment/Opportunities.jsp

partner marketing Support centre: [email protected]

SYmpluS rewardS: www.symplus-emea.com


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