Small Business Specialization

1. Small Business Specialization Channel Programs Office - EMEA Symantec’s Small Business Specialization

2. Small Business Specialization Symantec’s partnering vision around the Small Business Specialization is simple: Symantec’s Small Business Specialization Deliver market-leading Small Business solutions that help customers to secure, back up and manage their information (Small Business market opportunity). Specialization will enable Partners to differentiate themselves and be recognised as a Small Business Solution Expert by Symantec Provide increased profitability on qualifying transactions with the introduction of Small Business Margin Builder tool Enable you to deliver superior value in all aspects of the Customer Sales Cycle (pre – and post-sales support) Give you access to exclusive tools & resources to help grow your business.

3. Small Business Specialization Requirements • Qualifying Products • Symantec Endpoint Protection (SEP) • Symantec Protection Suite (SPS) • Symantec Back-up Exec (BE) • Symantec System Recovery* (SSR) • *Formerly Backup Exec System Recovery Revenue 10K PartnerNet = Member Capability = Accredited Small Business Specialized! Click here to learn more... Symantec’s Small Business Specialization

4. Small Business Specialization - Improved BENEFITS! • NEW! Small Business Margin Builder Tool! An online tool to register applicable transactions and potentially earn an Additional 10% Margin* • Extended! 50 Free Internal Use Licences: Access to 50 FREE Internal Use Licences across a range of selected Small Business products for use on internal production environments. • NEW! Technical Support: Receive a number of 24x7 priority Technical Support incidents at no charge. • NEW! Campaign Creator: Generate customisable co-branded Small Business email marketing campaigns with this easy to use online marketing tool (available on PartnerNet) • New! Partner Support Centre for Marketing: provides outbound / inbound proactive marketing support for our partners & help you make the most of Campaign Creator. * Symantec will provide sufficient discount to its authorised distribution partner(s) to enable them to offer you an additional recommended 10% discount. Any actual pricing will ultimately be as agreed between the distributor and you. Symantec’s Small Business Specialization

5. Small Business Specialization - Benefits continued! • Symplus: Join Symplus and be rewarded every time you sell products from our Small Business product portfolio, promote our solutions or take trainings on our products. • Partner Support Centre for Marketing: provides outbound / inbound proactive marketing support for our partners & help you make the most of Campaign Creator. • Partner Service: Gain access to the Partner Service team cover non-technical pre- and post-sales queries via phone & email (available in English, French, Spanish, German & Italian). • Enablement tools: access our e-book which contains a host of sales & marketing enablement tools and materials. Symantec’s Small Business Specialization

6. Small Business Margin Builder Tool - 5 simple steps to an Additional 10% Margin* View our 60 second animated video! • Identify an opportunity on qualifying Security and Backup products(excludes renewals) • Register the deal on Small Business Margin Builder tool (located in Small Business Specialization page of PartnerNet) • Deals are auto-validated and approval can be instant and on-screen in less than 2 minutes! • For eligible deals, the Small Business Specialization partner will be issued with a Deal-ID via email for an Additional 10% Margin* • Pass your Deal-ID to your Distribution Partner to claim your Additional 10% Margin* * Symantec will provide sufficient discount to its authorised distribution partner(s) to enable them to offer you an additional recommended 10% discount. Any actual pricing will ultimately be as agreed between the distributor and you. Symantec’s Small Business Specialization

7. Symantec’s expectation of Small Business Specialization Members • Strive to grow your Symantec Small Business revenues by 20% • Position the complete portfolio of Symantec products and sell both Back-up and Security solutions - ideally all staff are accredited on Symantec’s Small Business Solutions. • Increase closure rate for sub 2K opportunities on Small Business renewals beyond 85% • Increase share of reseller wallet – Symantec front of mind • Propose Competitive Upgrade SKUsin all competitive environments Symantec’s Small Business Specialization

8. Call to Action • Gain the necessary product accreditations required to become a member of the Small Business Specialization program. • Once complete, eligible Partners will be given access on PartnerNet to Small Business Specialization. • Upon becoming a member, access the Margin Builder tool and start accelerating your profitability! Symantec’s Small Business Specialization

9. Thank you! Symantec’s Small Business Specialization

10. Appendix Symantec’s Small Business Specialization

11. Requirements Revenue • $10K transacted in last 4 fiscal quarters¹ • Sales of Symantec Endpoint Protection/Suites (SEP/SPS) & Symantec Backup Exec (BE/SSR ²) • Transactions in the Symantec transactional licensing programs for relevant price bands³ Capability • 1 SSE/SSE+/STS accreditation from Symantec’s Endpoint Protection family & Symantec’s Backup Exec Family (2 in total) • SEP family includes SPS, BE family includes Symantec System Recovery¹ (details) • Multiple accreditations can be held by one individual Registered on PartnerNet • Partner Program member: Registered/Silver/Silver Corporate/Gold/ Platinum. ¹ Revenue target attainment is measured in USD per Symantec fiscal policy for the previous 12 month period. Small Business Specialization revenue requirement is based on partner revenue of a value greater than $10K (USD) net to Symantec as calculated using Symantec Exchange rates, where applicable. ² Formerly Symantec Backup Exec System Recovery ³Express, government & Academic Licensing Programs for Bands S, A, B, C & D only. JumpBack Symantec’s Small Business Specialization

12. Qualifying Accreditations 1 accreditation required in the SEP family and 1 in the BE family (2 in total): SEP family: • SSE: Symantec Endpoint Protection / Symantec Endpoint Protection Small Business Edition • SSE: Symantec Protection Suite (All) • SSE+: Symantec Endpoint Protection / Symantec Endpoint Protection Small Business Edition • STS: Symantec Endpoint Protection (All) PLUS BE family: • SSE: Symantec Backup Exec / Symantec System Recovery¹ • SSE+: Symantec Backup Exec / Symantec System Recovery¹for Windows Servers & Symantec System Recovery • STS: Symantec Backup Exec / Symantec System Recovery¹ ¹Formerly Symantec Backup Exec System Recovery Jump Back Symantec’s Small Business Specialization

13. Small Business – what’s the opportunity? Small & Medium sized businesses - spending more than ever before... • An average of $51K a year and two thirds of IT staff time on Security, Back-up/Recovery & related activities. Source: Zacks Equity Research http://finance.yahoo.com/news/Symantec-Focus-on-SMB-zacks-2349744465.html?x=0&.v=1 Independent Research Report: “From which sources or channels does your firm typically purchase security technologies or hosted services?” • 51% answered - “Direct from a Specialized security hardware or software vendor.” Source: The State Of SMB IT Security And Emerging Trends: 2009 To 2010,” Forrester Research, Inc., January, 2010 Base: 950 North American and European SMB IT security sourcing and services decision-makers. Jump Back Symantec’s Small Business Specialization