veritas managed enterprise vault sales presentation

The future is bright for Veritas™ Managed Enterprise Vault™

Presenter’s Name HerePresenter’s Title Here

Value Managed Enterprise Vault (MEV)

MEV provides the information stability and predictability that customers need in order to:

• Access their data whenever they need it

• Minimize information risk by making archives available and searchable

• Protect their business by bridging IT, legal and business needs.

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

Managed Enterprise Vault provides:

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

proactively identify issues

Proactive Monitoring and Management

• 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?

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Focused and committed leadership support

Robust compensation model

More competitive pricing model

Tremendous market potential


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

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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 forward1. A strong, new organizational

structure

2. New compensation model• 100% compensation for all

segments – dollar:dollar matching

• Multi-year credit up to three years to help you retire quota more quickly

3. More competitive pricing model• More aggressive MSRP

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

http://syminfo.ges.symantec.com/nam/blogs/brett-shirk/docs/2015/IM_Sales_Leadership_Org_Charts.pdf

http://syminfo.ges.symantec.com/nam/blogs/brett-shirk/docs/2015/IM_Sales_Leadership_Org_Charts.pdf

Old vs. New Pricing

Previous Price Model Current Price Model

License type Managed Enterprise Vault Service No change

Buying programs Annual subscription No change

Meter Per Enterprise Vault or Discovery Accelerator Server No change

Base MSRP $54,000 per server $50,000 base price (includes 1 EV server)

Price Curves None (linear pricing per server) $30,000 per additional EV/DA server(s)

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 lower price for additional servers

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Previous Price Model

Current Price Model

EV/DA Servers 5 5

MSRP $270,000 $170,000

MSRP/Server $54,000 $34,000


Total opportunity FY15 to FY16 93% YOY growth

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Software spend on EV = $130MOutsourcing spend for EV = $130M17% 41% 21% 21%

Hardware Personnel Software Outsourcing

15% of customers prefer a direct relationship$60M x 15% = $9M15

Indirect Direct

Buying Preference (Symantec 2013)

MBS and MEV are strategic out-tasking$130M x 46% = $60M

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

~$9M opportunity for MEV

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.

ServiceXRG, 2014


What it means to you• Updated compensation model

increases sales opportunities • Helps protect and grow your

Enterprise Vault license opportunities

• Helps you retire quota faster (multi-year comp credit up to 3 years)

• Helps deepen trusted advisor status with customer

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

• Combats competitive threats


What it means to Veritas• Increased wallet share• Improves customer satisfaction• Higher renewal rates• Aligns with industry trends,

customer trends, and competitive landscape


What means to customers to engage MEV• Lower operating costs • Increased value from MEV

investment• IT freed to focus on core

strategic objectives• Improved operational

performance


Seizing the opportunity

Customers face data accessibility challenges:

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Inaccessible data

Lack of transparency

Conflicting priorities

Usage and adoption gaps


Opportunity identifiers Lack of operational transparency;

No clear service level agreements

Lack of skilled resources – staffing challenges – conflicting priorities

Large number of support issues / calls

High level of SE support required

Customer running EOSL version of software

Limited feature adoption

Unhappy Enterprise Vault customers

Competitive displacement risk / opportunity


Who are your potential customers?

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Title Role Market Segment Reports toCIO/VP of IT Key Buyer • Large Enterprise

• EnterpriseCIO or CEO

Sr. IT Architect Key Buyer / Key Influencer

• Large Enterprise• Enterprise

SR. VP, Data Center Operations

Director of IT, Storage

Key Buyer / Key Influencer

• Large Enterprise• Enterprise• Government• Mixed Verticals

CIO or CISO, depending on the size of the organization

Messaging Admin

Key Influencer • Large Enterprise• Enterprise

Director of IT

Can be sold through partner even though not on published channel price list

We work with partners to help drive their services attached to MEV, onboarding, upgrades, etc.

Opportunity Registration program


How we partner with customers

Customer Owned

Infrastructure Management Hardware and OS maintenance Network management

MEV with Customer Assist

Assessment/Transformation Assess existing Enterprise

Vault environment Transform environment

to be managed remotely

Planning and Administration Capacity planning Enterprise Vault roadmap awareness Policy assistance and oversight

MEV

Monitoring Monitoring of archiving tasks Application availability Resource utilization

Incident Response Troubleshooting of Enterprise

Vault incidents Root cause analysis of high

severity incidents

Incident Management Resource coordination Expedited access to Veritas

backline support

Change Management Enterprise Vault patches

and upgrades Update archive policies Add/delete mailboxes

Reporting/Account Management Incremental reports/reviews Escalation management


Handling customer objections

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MEV versus… Competitive Position MEV Response

Global outsourcers (IBM, HP, Perot/Dell)

• Large providers include managed backup as part of their service

• Often include hardware and software as part of a service

• Many EV customers do not want to surrender control of all IT

• Global outsourcers often lack EV expertise

• Including hardware and software actually increased customer costs

VAR/consultants • VARs offer similar service but include hardware, software and implementation

• MEV will work with vendors to transition service after implementation

Customer • Customer can administer EV for less than MEV

• Few customers have access to the depth and breadth of technical expertise MEV offers

• SLAs guarantee satisfaction with service


Partner participation• Managed Enterprise Vault 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 MEV, including onboarding, upgrades, etc.

• Opportunity Registration program


Additional resources

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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]

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veritas managed enterprise vault sales presentation

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