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Bienvenidos al VISION 2004 Partner Summit

Bienvenidos al VISION 2004 Partner Summit. Margarita Sanz Enterprise Channel Manager Iberia. El pasado 24 de Marzo. Agenda . 13:00 Bienvenida e Introducción – Margarita Sanz 13:10 EMEA Channel Recap – Iain Buchan 13:30 Utility Computing: Making it Real & Resources for you – Karen Ancell

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Bienvenidos al VISION 2004 Partner Summit

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  1. Bienvenidos al VISION 2004 Partner Summit Margarita Sanz Enterprise Channel Manager Iberia

  2. El pasado 24 de Marzo....

  3. Agenda • 13:00 Bienvenida e Introducción – Margarita Sanz • 13:10 EMEA Channel Recap – Iain Buchan • 13:30 Utility Computing: Making it Real & Resources for you – Karen Ancell • 13:45 Panel de Preguntas • 13:50 Entrega de Premios y Cierre

  4. Partnership. NOW VERITAS Business Partner Summit 2004

  5. IAIN BUCHANDirector, EMEA PartnersVERITAS Software Corporation

  6. Partnership. NOW. Leadership. NOW.

  7. About you? • Are you a management, sales or technical role? • Which geographies do you sell into? • Which platform is your #1 revenue contributor? • Windows • HP-UX • Solaris • AIX • Linux • Storage • Which area is #1 ? • Server • Storage • Software • Services

  8. “Thank You ForA Great 2003” Gary Bloom CEO Edinburgh 11/1/03

  9. Record Revenues – Every Quarter Year on Year 2003 Multiple Qtr on Qtr Growth (10+) $1.77Bn +18% DSO reduced 2004 Goal $2.0+ Billion Q104 v Q103 EMEA +49%

  10. Impressive… Compared To Anyone

  11. Moving Forward

  12. Situation AnalysisGartner Storage Hype Cycle (VERITAS Core) Source: Gartner, 2003

  13. VERITASVolumeManager VERITASNetBackup &Backup Exec VERITASFileSystem VERITASClusterServer VERITASi3 Situation AnalysisEMEA Product Portfolio (Mid-2003) Emerging Early Mainstream Mainstream Decline Storage Central VERITASDistributedVolumeManager VERITASSANPointControl VERITASVolumeReplicator VERITASOpForce VERITASServiceManager

  14. If any company relies only on Horizon 1 products, they potentially risk becoming the next Sybase!! Why New Technology is Critical Horizon 1 Horizon 2 Horizon 3

  15. How much headroom?Available vs. Addressable Market • VxVM example • Total Market includes Windows, UNIX, Mainframe, AS400 volume managers • Available Market excludes segments in which VERITAS cannot play e.g Mainframe VM • Addressable Market is a targeted segment of the Available market, which VERITAS can penetrate without rip and replace Total Market Available Market (100%) Addressable Market Target (20% or 50%) Mainstream Target: 50% Available Market ShareEarly Mainstream Target: 20% Available Market Share

  16. VERITASVolumeManager VERITASNetBackup &Backup Exec VERITASFileSystem VERITASClusterServer VERITASi3 Situation AnalysisWhere does UTILITY fit? Emerging Early Mainstream Mainstream Decline Storage Central VERITASDistributedVolumeManager VERITASSANPointControl VERITASVolumeReplicator VERITASOpForce VERITASServiceManager

  17. Customer Goal: Solve a Problem Customer Need: Complete Solution Vendor Goal: Segment Share Strategy: Show ROI/Cost Saving Skills: Customer Intimacy Style: Consultative Customer Goal: Standardization Customer Need: Make a Safe Choice Vendor Goal: Market Share Strategy: Gorilla Power Skills: Closing Deals Style: Trusted Advisor/Authority Technology AdoptionPhase Attributes Emerging Early Mainstream Mainstream Decline Customer Goal: Competitive Advantage Customer Need: Potential of Technology Vendor Goal: Validate Technology Strategy: Demo the Technology Skills: Technology Proficiency Style: Evangelism

  18. Investing in our Business Partner Practice

  19. EMEA 2003 (Gartner) • Following is a summary of the report: • The Unix server market declined 4.1% to $3.9bnThe Windows server market grew by 12% to $3.8bnThe Linux server market grew by 39.7% to $817m • HP is the number one Unix vendor with $1.3bn in revenue, a decline by 3.2%Sun is number two at $1.2bn, a decline by 14.7%IBM is number three with $977m in sales, an increase of 5%

  20. Balanced Model

  21. Windows Backup Market The Growth in Remote Agents • However…. • Overall Backup Exec revenue is growing, and product mix is changing • Remote agents enable distant Windows servers to be backed up to a central Backup Exec server • The number of remote agents being shipped is growing steadily….. * Data is figurative, and not to scale

  22. 2004 EMEA Channel Update • Controlled growth of the partner base with improved mapping • Introduction of multiple new products in both channels • Continued investment in people (locally and centrally) • Investment in the Partner Support Group • Investment in Customer Care

  23. 2004 EMEA Channel Update • VPP – Adding greater value • Certification (HA, DP, BE) • 5 levels of training cost options • Support Renewals for all certified partners • Rebates to Rebates By Objective • MDF to ADF • Non Certified Discounts reduced

  24. In Summary IT IS ALL ABOUT Recognising and Protecting your investment, to drive incremental revenue

  25. Many Thanks for your Attention, and Support Have a great 2004 !

  26. Karen AncellDirector of Regional Marketing - EMEA

  27. Utility ComputingMaking It Real

  28. What Is It?

  29. Why TalkAbout It?

  30. LESS $ Different Customer SegmentsWhat Do They Have In Common? They Would AllRather Spend on IT

  31. How can we play? Availability, Performance, Automation Get More Out Of Existing Infrastructure Align Business Needs With IT Resources

  32. Where Do You Start?

  33. Availability Performance Probably Not Here… Application Server Storage Automation Automation Availability

  34. Utility ComputingGrowing the Sale

  35. How Do You MarketA “Model”?

  36. StorageFoundation 4.0 VERITASCluster Server 4.0 NetBackup 5.0 Desktop/Laptop Option Data Lifecycle Manager 5.0 Storage Foundation for Networks 3.5 Volume Replicator 4.0 CommandCentral Service 3.5 VERITAS i3 You Market Products June 2003 October 2003 November 2003 February 2004 April 2004

  37. … And Solutions Compliance Application Performance Management SME Enterprise Data Protection

  38. To The Right Audiences Utility Computing – PR and AR Solution Messages In Business Publications Product Proof Points In Technical Publications

  39. Software For Utility Computing

  40. Partnership. NOW‘How can we help’

  41. part·ner·shipn. . A relationship between individuals or groups that is characterized by mutual cooperation and responsibility, as for the achievement of a specified goal: We’re in this together..

  42. VERITAS’ Commitment to you.. • Work collaboratively with you to fully leverage VERITAS’ value within your solution portfolio • Deliver the sales marketing tools, programs, training and technical support that enable you to maximize business opportunity with VERITAS worldwide

  43. It’s good to talk..

  44. Listening to your needs.. How well does VERITAS meet these needs (where 1 is not at all and 5 is with excellence)

  45. Nice people to do business with.. • Partner Portal • User friendly • Speed of processing • You can place your orders on line • Reduces risk of error vs. manual order entry process • No Hard Copy PO required • Every step of Order can be tracked via unique web confirm no/order date/PO NO etc • Shipping Details available - eg AWB linked to courier page to confirm delivery details • Self service Reporting functionality • New improved versions with added functionality will be released this year, that will include: • One point of entry for ordering and marketing information • Business Approval Form support • Improved interface • Lead routing and tracking

  46. Helping you be all you can be.. • Why train your sales and technical personnel? • Increase your productivity • Increase your sales value • Increase your customer satisfaction • Decrease your sales cycle • Range of different methods to suit all • Local Sales and pre-sales sessions on Enterprise and Commercial products and solutions • E-learning Technical Courses + Sales Programs • Virtual Academy • In-depth Technical Classroom Training for Partners • Contact: VES at emeatraining@veritas.com

  47. 13 eLearning courses created since May 2003 VERITAS Solutions and HA Overview VERITAS Cluster Server APM SRM VERITAS Volume Replicator Indepth for Oracle Indepth for SQL Foundation Suite Storage Foundation for Networks Indepth for J2EE Currently available recorded lessons: i3 for Web Applications Presale presentations i3 for Oracle Applications Presale presentations i3 for PeopleSoft Presale presentations i3 for SAP Presale presentations Instructor Led courses Negotiation Skills Messaging Skills Strategies and Tactics of Technical Selling (STOTS) Certification & Technical courses 2003 Results Product Training

  48. Latest Training Offerings - Enterprise • Value Pass • Unlimited training for fixed fee per person • Education Pack • 3 or 5 day training vouchers • Contains additional elearning CDs • Corporate Savings Pass • 30 or 50 days of training • New Courses • APM, NBU 5.0, VCS 4.0 • Virtual Academy • Remote elearning (see demo at VERITAS stand) Partners receive their discount

  49. Latest Training Offerings - Commercial • Backup Exec 9.x • New e-Learning courses • Free NFR training CDs for Channel • 3 Day Instructor Led course • Certification • Storage Central • New elearning courses • Sales Overview & End User • Free NFR training CDs for Channel

  50. Sharing information.. • VERTIAS ARCHITECT NETWORK • Online Technical Community • The latest technology information from the industry leader and its experts • Immediate access to brand-new deeply technical content and product information • Access to premium content like book previews with FREE sample chapters • Advise on how to learn about the products from experts at VERITAS Education • And soon to come... a virtual place where experts can meet and talk online.

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