veritas managed backup services sales presentation

The future is bright for Veritas™ Managed Backup ServicesPresenter’s Name HerePresenter’s Title Here

Veritas Managed Backup Services (MBS)MBS provides the information backup stability and predictability to protect your customer’s data, business, and reputation.

Copyright © 2015 Veritas Technologies LLC. All rights reserved. 2

• 24/7 monitoring• Real-time incident remediation• Regular reports to validate outcomes and

proactively identify issues

Proactive Monitoring and Management

Veritas Managed Backup Services provide:

3

• Faster issue resolution• Services based on industry best practices• Capacity and upgrade planning• Optimal use of all solution features

World class expertise

Improved business outcomes

• SLAs established and enforced• 24/7 escalation and event management• Access to real-time reports and metrics for

maximum transparency• Predictable quality and costs

Copyright © 2015 Veritas Technologies LLC. All rights reserved.

What’s new/different now? • Focused and committed

leadership support

• Robust compensation model

• More competitive pricing model

• New multi-year contract with Symantec IT

• Tremendous market potential

4 Copyright © 2015 Veritas Technologies LLC. All rights reserved.

A study released … by research and consulting firm MarketsAndMarkets predicted the demand for managed services will jump drastically in the next five years, with the global market slated to grow from $101.2 billion in 2014 to $193.3 billion in 2019. 1

5

1 Lindsey O’Donnell, “Cloud, Mobility, Big Data Key To Growth In Managed Services Space,” CRN, January 8, 2015 http://www.crn.com/news/managed-services/300075301/cloud-mobility-big-data-key-to-growth-in-managed-services-space.htm Copyright © 2015 Veritas Technologies LLC. All rights reserved.

http://www.crn.com/news/managed-services/300075301/cloud-mobility-big-data-key-to-growth-in-managed-services-space.htm

http://www.crn.com/news/managed-services/300075301/cloud-mobility-big-data-key-to-growth-in-managed-services-space.htm

The Path ForwardNew and strong organizational structure – <add link to org charts>

New compensation model• 100% compensation for all

segments – dollar:dollar matching• Multi-year credit up to 3 years to

help you retire your quota more quickly

More competitive pricing model• More aggressive MSRP


Old vs. New Pricing

Previous Price Model Current Price Model

License type Annual subscription No change

Buying programs None No change

Meter Per client No change

Base MSRP $125,000 – base service (100 clients)

No base SKU; requires 200 client minimum purchase

Price Curves $360/client after first 100$450/client – first 500 clients$300/client – next 500 clients$225/client – after 1000 clients

Route to market Direct, channel partner No change

Channel discount 5% No change

Published to channel No No change (significant presales effort to vet opportunities)


More scalable pricing with price tiers

100 200 500 1000 2000 3000 4000 5000$0

$200

$400

$600

$800

$1,000

$1,200

$1,400

$1,600

$1,800

$2,000

Manage Backup Services pricing

Previous MSRPCurrent MSRP

clients

$ in

thou

sand

s

8

Entry price $125k MSRP

Entry price $90k MSRP


Comparisons prove the benefits

9

Previous Price Model

Current Price Model

Clients 2000 2000

MSRP $809,000 $600,000

MSRP/client $405 $30026% lower MSRP than previous

price model


Growth right out of the gateNewly inked deal to take on all backup functions for Symantec IT = 10,000 clients

MBS represents a major growth opportunity

• Projected Bookings indicate 90% year-over-year growth for FY15-16


Total opportunity

11

Software spend on NBU = $1.37BOutsourcing spend for NBU = $1.37B

MBS is strategic out-tasking$1.37B x 46% = $626M

15% of customers prefer a direct relationship$626M x 15% = $94M

17 41 21 21

Hardware Personnel Software Outsourcing

15

Indirect Direct ~$94M opportunity for MBS

IT Spending (Gartner 2013)Gartner 2013 research showed that companies spend nearly equal on software as they do on outsourcing. As an outsource IT function, MEV has an opportunity for growth.

Buying Preference (Symantec 2013)

46% of enterprises selectively outsource IT management functions (Strategic Out-Tasking)

ServiceXRG, 2014


What it means to you• Updated compensation model opens new and increased

sales opportunities

• Helps you retire your quota more quickly– Multi-year comp credit up to 3 years

• Frees up more selling time—MBS owns the support effort for the environment

• Helps you grow your NetBackup™ license opportunities

• Helps deepen trusted advisor status with customer

• Combats competitive threats through higher customer satisfaction


What it means to Veritas• Increased wallet share

• Higher renewal rates

• Improved customer satisfaction

• Better alignment with industry trends, customer trends, and competitive landscape


What means to customers to engage MBS• Lower operating costs

• Increased value from their investment

• Improved operational performance

• IT freed to focus on core strategic objectives


Seizing the opportunity Customers face multiple challenges:

15

Unprotected data Conflicting priorities

Usage and adoption gapsLack of transparency


Opportunity identifiersLack of operational transparency; no clear service level agreements

Staffing challenges, including skills gaps, conflicting priorities, business hours only coverage

Multiple appliance deployments or multiple remote sites

Compelling events such as failed restores or audits

Large number of support issues or support calls


Opportunity identifiers (continued)High level of SE support required

Customers running EOSL version of software

Limited feature adoption or inability to deploy advanced technologies

Customers unhappy with NetBackup

Competitive displacement risk / opportunity


Who are your potential customers?

Title Role Market Segment Reports to:

CIO/VP of IT Key buyer • Large Enterprise• Enterprise CIO or CEO

Senior IT Architect Key buyer/Key influencer

• Large Enterprise• Enterprise

Sr. VP Datacenter Operations

Director of IT, Servers

Key buyer/Key influencer

• Global 2000• Financial services

VP of IT, Infrastructure

Director of IT, Storage

Key buyer/Key influencer

• Large Enterprise• Enterprise• Government• Mixed verticals

CIO or CISO, depending on size of organization

Backup Admin Key influencer • Large Enterprise• Enterprise Director of IT


How we partner with customers

Customer Owned

Physical Maintenance Daily tape operations Datacenter operations Hardware and OS maintenance

MBS with customer assist

Restore Management Initiation of restores Validation of restore success

Change Management Review and implement requests

Problem Management Issue resolution Root cause analysis

MBS

Monitoring Monitoring for backup failures System availability Checking disk/tape levels

Incident Management Troubleshooting/return of backups System availability Checking disk/tape levels

Planning and Administration Capacity planning (disk/tape) Upgrades (e.g. 7.5.x to 7.6.x) Installation of NetBackup patches

Reporting Reporting portal with user access Daily reports, monthly reviews


Handling customer objections

MBS versus… Competitive Position MBS ResponseGlobal outsourcers (IBM, HP, Perot/Dell)

Large providers include managed backup as part of their serviceOften include hardware and software as part of service

Many NBU customers do not want to surrender control of all ITGlobal outsourcers often lack NBU skillsIncluding hardware and software actually increases customer costs

VAR/consultants VARs offer similar service but

include hardware, software and implementation

MBS will work with vendors to transition service after implementationVARs do not have same level of access to support and engineering as BCSTypically charge additional changes, upgrades, and restore requests

Customer Customer can administer NBU for less than MBS

Few customers have 24x7 coverage to remediate issues as they occurSLAs guarantee satisfaction with serviceReporting provides full visibility and transparency that most customers lack


Partner participation• Managed Backup Services can

be sold through partners even though they’re not published in the channel price list

• We work with partners to help drive their services attached to MBS, including onboarding, upgrades, etc.

• Opportunity Registration program


Additional resources

• For quoting assistance please contact your assigned regional Service Sales team member or send an email to [email protected].

• More information including sales collateral, presentations, FAQ, competitor battle cards, industry comparison chart and price list can be found on Sales Central.


mailto:[email protected]

https://symantec.gosavo.com/CustomPage/View.aspx?id=29339562

veritas managed backup services sales presentation

Technology