Veritas Managed Enterprise Vault Sales Presentation

The future is bright for
Veritas™ Managed Enterprise Vault™
Presenter’s Name Here
Presenter’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:
3
• 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?
4
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
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

The path forward
1. 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.

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
8
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
9
Software spend on EV = $130M
Outsourcing spend for EV = $130M
17% 41% 21% 21%
Hardware Personnel Software Outsourcing
15% of customers prefer a direct relationship
$60M x 15% = $9M
85 15
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:
13
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?
15
Title Role Market Segment Reports to
CIO/VP of IT Key Buyer • Large Enterprise
• Enterprise
CIO 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
17
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
19
For quoting assistance please contact your assigned
regional Service Sales team member or send an
email to mev_sales@symantec.com.
More information including sales collateral,
presentations, FAQ, competitor battle cards, industry
comparison chart and price list can be found on
Sales Central .

Thank you!
VERITAS PROPRIETARY/CONFIDENTIAL – INTERNAL USE ONLY
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Veritas Managed Enterprise Vault Sales Presentation

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