Symantec IT Priorities Guide

Customer IT Priorities
Customer Business Priorities
High Growth Opportunities
Confidence in a connected world.
THE YELLOW BOOK
EMEA 2013 PLANNING
FOR SPECIALIZED PARTNERS FEBRUARY 2013 EDITION
SYMANTEC PROPRIETARY/CONFIDENTIAL – Only for Symantec’s and our SPP Specialized Partner’s internal usage. This documentation may neither be distributed to
nor its contents used in its whole, parts or excerpts towards third parties by SPP Specialized Partner. Copyright © 2013 Symantec Corporation. All rights reserved.
APPLIANCES
Cross-sell
STORAGE
Security Management
BUSINESS CONTINUITY
Manufacturing
CONSUMERIzATION
ENERGY
Public Sector
Energy
Banking
TelecomVirtualization
Threat Landscape Big Data
Information Explosion
Mobile
Cloud
Opportunities
START HERE

| INTRODUCTION | Customer IT Priorities | Customer Business Priorities | High Growth Opportunities | References | Glossary |
2
EMEA 2013 EXECUTIVE SUMMARY
2013 Market Opportunities
Technology drivers
Mobility: Enterprise App Store, Device User Authentication,
File Sync Share
Security Management: Security Operation Center, Data Loss Prevention,
Managed Security Services
Datacenter Transformation: Integrated Backup Appliance, Application
Availability, Backup as a Service
Cloud: Identity Management, Cloud Security Services
2013 – 2016
Consumerization of IT, IT-ization of consumer: ‘Bring your Own
Everything’ ‘Personal Cloud’
Internet of Things: explosion of new devices, ‘Verticalization’
of security solutions
Big Data: explosion of storage and analytics
Mobile Devices
Mobile Devices Apps Data
Why Symantec?
Symantec enables people,
businesses and countries
to protect and manage
their digital information
so they can focus their
time and energy achieving
their aspirations.

3
Table of Contents
Customer IT Priorities 
FY14 EMEA SPEND ON IT
SYMANTEC OFFERINGs
- Mobility
- INFORMATION MANAGEMENT
- Security Management
- Cloud
Customer Business Priorities: Vertical markets
Business and IT Projects per Vertical
EMEA Infrastructure IT Spending per Vertical
- Telecoms/Communications Service Providers
- Banking
- Public Sector
- Manufacturing
- Energy
Top High Growth Opportunities
Top High Growth Opportunities with Symantec
- Up-sell NetBackup Appliance
- Cross-sell Enterprise Vault
- Cross-sell Encryption
References
Glossary

4
FY14 EMEA Spend on IT
Symantec Offerings
- MOBILITY
- INFORMATION MANAGEMENT
- SECURITY MANAGEMENT
- CLOUD
customerIT
Priorities
4

5
FY14 EMEA Spend on IT
Source: 2013 Forecast EMEA Spend on IT, Symantec
TOTAL IT SPEND
$674Bn
TOTAL SW SPEND
$127Bn
TOTAL INFRASTRUCTURESW SPEND
$33Bn
SYMANTEC TOTAL
OPPORTUNITY
$9.4Bn

6
SYMANTEC OFFERINGS
INFORMATION
SECURITY Managed Security Services
Symantec™ Data Loss Prevention
Mail and Web Security Solutions
Symantec™ O3
Symantec™ Control Compliance Suite
Symantec™ Critical System Protection
Trust Services
CURRENT OFFERING
Security Compliance
Managed Security Services
Authentication Services
HIGH GROWTH OPPORTUNITIESCORE BUSINESS
Mail and
Web Security
Market
USER
PRODUCTIVITY
AND
PROTECTION
Norton 360™
Norton™ Mobile Security
Norton Data Services
Symantec™ Endpoint Protection
Enterprise Mobility Solutions
Endpoint Encryption Solutions
User Authentication Solutions
CURRENT OFFERING
Endpoint Encryption
Personal Cloud
(Sync Share)
Mobile AppStore
Endpoint
Security
Market
INFORMATION
MANAGEMENT
AVAILABILITY
AND SCALABILITY
Symantec™ Storage Foundation HA
Symantec™ NetBackup™
Symantec™ Enterprise Vault™/eDiscovery
Symantec™ Backup Exec™
Symantec™ Backup Exec.cloud
CURRENT OFFERING
Backup Appliances
Hosted Backup
E-Discovery
Backup and
Recovery
Market

7
Mobility
MOBILE INITIATIVES
SIGNIFICANTLY
IMPACTING
IT RESOURCES
Rank mobility in their
top three IT risks41%
IT’S ABOUT AGILITY
· Security
· Backup
· Reducing cost and complexity
Workforce
effectiveness
Reduce time to
accomplish tasks
Efficiency
59% Running
line-of-business
applications
71% Discussing
custom mobile
applications
66% Discussing
a corporate
‘app store’
71%
66%
59%
MOBILE DEVICES
NOW CRITICAL
BUSINESS TOOLS
IT PRIORITIES:
Say mobile computing
is somewhat to
extremely challenging
½
Organizations are increasingly aware of the
improvements mobility can make to business
processes and productivity. They’re also aware
that security solutions need to be put in place
to safely bring those benefits to life.
Source: State of Mobility Survey (2012)

8
Mobility
A series of surveys suggest that
tablets are accelerating the
adoption of the mobile internet:
Two-thirds of companies expect
to allow tablets on their networks
within a year1
Consumer interest in tablets is even
greater outside of the US
Users are moving beyond web surfing,
email, games, video, and applications
to content creation
Tablets are additive to the broader
computing market
Apps DataMobile Devices Apps DataMobile Devices
Apps Data
Company Controls Personal Device
Personally-ownedCompany-owned
Managed
(DeviceCentric)
Unmanaged
(AppCentric)
Company Controls Relevant App Data Only
Company Controls Standard Device
Company Owned – Unmanaged
BYOD
Source: Symantec
BYOD adoption map
1
Source: Morgan Stanley “Tablet Demand and Disruption, Mobile Users Come of Age” February 2011

9
44%
Mobile computing
43%
Server virtualization
43%
Budget shortfalls
41%
Public cloud
65% Increasingnumberof
businesscriticalapps
51%
Growth of data
North America
Region
Latin America
Region
6.15
7.17
Europe, The Middle
East and Africa
6.68
7.81
Asia Pacific
and Japan
INFORMATION Management
What’s driving Datacenter complexity?
Symantec research (State of Datacenter 2012) cites a number of reasons
for datacenter complexity. Sixty-five percent of companies attribute it to an
increase in business-critical applications, while others point at data volume
growth, mobile computing, server virtualization, and cloud computing, as
well as inadequate budgets.
As a result, costs often rise. In fact, over half of those surveyed cited cost
as a major consequence.
“We may be saving money with virtualization, but the more I talk about
going to the cloud, that’s an expense.” says the chief of IT operations at
a healthcare organization. “You may alleviate expense in one area, but
you may increase it in another.”
Other impacts include reduced agility (stated by 39% of respondents); longer
lead times for storage migration (39%) and provisioning storage (38%);
longer time to find information (37%); security breaches (35%); lost or
misplaced data (35%); downtime (35%); and compliance incidents (34%).
Source: Symantec State of the Datacenter (2012)
REGIONS OF DATACENTER COMPLEXITY THE DRIVERS OF INCREASING COMPLEXITY

10
INFORMATION Management
Simplification: The “Appliance-ization” of the Datacenter
The growing interest in integrated appliance solutions for datacenters is strongest in the area
of storage and is having a significant impact on the storage market. A decade ago, there were
numerous ISVs and storage software pure-plays participating in the general storage market.
Today, within the storage software markets, there are only a handful of major players. Natural
market behaviors of consolidation, maturation, and convergence contributed to this trend.
However, what was once a broad range of distinct stand-alone software is being replaced by
bundled data management features, and provided in the form of an integrated appliance.
Market shifts across many storage segments, including backup, archive, storage virtualization,
and unification of block, file, and object storage are influencing a changing storage vendor
landscape. It is also an important part of an even broader market shift, with the convergence
of compute, storage, and networking that is driving a realignment of server, network, and
storage supplier ecosystems. Symantec is uniquely positioned to provide scalable integrated
appliances, leveraging proven software technology with ease of implementation.

11
Security will continue to become a boardroom
discussion for organizations of all sizes
as cyber threats receive increased media
coverage. As a result, executives will go to their
IT departments for reassurance that they are
taking the right steps to protect the business
whilst continuing to place more scrutiny around
IT budgets.
Many IT departments are struggling to respond
to this increased awareness; in fact they
struggle to answer these questions internally
within the IT department. If you were to ask
a senior IT leader what their biggest challenge
to security is, they will most likely tell you
that there is a lack of visibility across their
entire infrastructure.
Many organizations own a large and complex
collection of different security technologies
and controls that they have built up organically
over the years as new threats and capabilities
have emerged. With each of these products
working in isolation and speaking their own
unique language, IT departments find it
hard to see the bigger picture required to
understand the effectiveness of their overall
security infrastructure.
Symantec provides security management
that not only consolidates all IT management
information but also helps IT departments
to display it in a way that the business can
understand. This enables IT departments to
not only show the state of security but also
demonstrate the value that the investment
in security brings to the business.
As customers become more mature in the
way they manage IT and security, they will
look to deploy new solutions that provide
even greater value to the business, such
as risk management. They will strive for
efficiency within the IT department so that
more resources can be allocated to supporting
business growth and innovation.
Security Management
Symantec Protection Center
Mobile Dashboard

12
REACTIVE
MANUAL
People based,
following doctrine
and doing their best
to “Put Out Fires”
TOOLS
BASED
Applying tools
technologies
piecemeal to
assist people
INTEGRATED
PICTURE
Loosely integrated with
focus on interoperability
and standards based
data exchange for IA
situational awareness
DYNAMIC DEFENSE
Predictive and agile, the
enterprise instantiates
policy, illuminates events
and helps the operators
find, fix and target for
response
RESILIENT ENTERPRISE
Predictive mission focused,
isolates and contains damage,
secures supply chains and
protects key critical
infrastructures to operate
through cyber attack
TOWARDS
CYBER-RESILIENCE
RISKMANAGEMENT
AGILITY / SPEED OF ACTION
CURRENT
STATE ?
DESIRED
STATE ?
Security Management

13
Cloud
While the move to the cloud often yields operational efficiencies and
business agility, it must not increase your customer’s availability or
security vulnerabilities. Enterprises must remain protected.
Cloud outages and cloud breaches can be avoided with an approach that
aligns with IT investment strategy. Three patterns of successful cloud
deployments have emerged: consuming cloud services directly, building
cloud services, and extending existing IT to leverage other third-party
cloud services. These models differ in key success factors, required skills,
vendor capabilities, and investment priorities.
Whether your customers want to consume services directly, build their
own cloud for internal operations or external reach, or extend into
third-party clouds safely and efficiently, Symantec delivers a path to a
protected cloud that can help them be more confident.
Top cloud services
discussed
Email management or
security cloud backup
or storage security
management
93%
of organizations are
at least discussing
cloud services
Source: Symantec, State of Cloud Survey (2012)

14
PRIVATE
CLOUD
One Login with
Strong Credentials
Identity-based
Access Control
Application Visibility
and Audit
Information
Protection
O3
Cloud
Symantec O3 : The new Cloud
control point

15
Business and IT Projects per Vertical
EMEA Infrastructure IT Spending per Vertical
- Telecoms/Communications Service Providers
- Banking
- Public Sector
- Government
- DefenCe
- Healthcare
- Manufacturing
- Energy
customerbusiness
PrioritiesVerticalmarkets
15

16
Business and IT Projects per Vertical
Telecom
Cloud and network
convergence
New cloud and mobile
services
Reducing churn
Finance
Infrastructure
resilience
Mobility for the
workforce
Operational risk
Public Sector
Shared services
implementation
Cyber risk mitigation
Operational efficiency
Manufacturing
Security on the
plant floor
Intelligent automation
Ecosystem productivity
Energy
Securing production
operations
Smart meter rollouts
Data privacy and
regulatory compliance
58% of new IT investments in 2013 will involve direct
participation by line of business executives
Source: IDC CIO Agenda Top 10 Predictions 2013

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29%
Other Verticals
25%
Manufacturing
20%
Finance
19%
Public Sector
7%
Telecommunications
EMEA Infrastructure IT Spending per Vertical
Source: IDC Vertical Markets Sizing for Symantec, 2013

18
Telecoms / Communications Service Providers
The telecommunications industry is becoming a battlefield. All manner of new players are entering the
marketplace, and some of these are already using the existing network resources of Communication Service
Providers (CSPs) to generate new income streams. As a result, the competition for customers and revenue
is more complex and price sensitive than ever before.
Security and information protection will become a major priority for companies of all sizes, as the industry
moves towards service-enabling initiatives for cloud, mobile and machine-to-machine (M2M) communication.
But the greatest impact will be to SMBs who lack the resources to deal with information protection issues
internally. As a result, there is increasing evidence that many SMB customers would rather purchase cloud
and mobile services than try to solve these information protection challenges themselves.
CSPs have an advantage over many other players in the market. They run networks, have a huge customer
base and are seen as very trustworthy in their core business. This presents CSPs with the ideal opportunity
to expand their network-related services and turn the necessity of security and information protection for
their customers into an avenue for additional revenue and growth.
THEIR FOCUS:
To increase revenue with new cloud
and mobile services.
YOUR OPPORTUNITY:
Solutions to build and sell information
protection services with confidence.

19
Telecoms / Communications Service Providers
Key Trends
Decline in traditional business, such as voice and fixed line services
Strong competition with OTT players (e.g. Netflix) and web-based
service providers (e.g. Skype)
Reduction of TCO in IT and Network Operations (all-IP, virtualization)
Investments in promising service enabling initiatives
The convergence of forces impacts CSPs: Cloud, Mobile, Social, Big Data
Internet of Things – The next internet revolution
Opportunities
Customer Priorities
and Concerns
Solutions Added Value
Explore new revenue
opportunities
Information Protection
as a Service
Increase Average Revenue Per User
(ARPU) for customers with cloud and
mobile services
Exploit new generation
mobile network access
(4G/LTE)
LTE infrastructure protection
Build trusted and efficient network
infrastructures for your customers’ future
high bandwidth, low latency services
Manage the explosion
of connected devices/
machines
Secure M2M services
Become a key player in the upcoming
M2M ecosystem and increase revenue
Adapt to cloud
business models
Consume/resell, build or
extend to cloud
Reduce time to market, reduce cost and
tailor offerings to customers’ businesses
Optimize the customer
experience
Scalable, protected platforms
with self-care portals
Increase lifecycle value and reduce churn

20
Next Generation Network
Protection Services
SYMANTEC OFFERINGS
CSP TARGET
MARKETS
Enterprises
SMB
Consumers
M2M
Information Protection as a Service
Secure M2M Services
TELCO CHANNEL BUSINESS MODEL
SOLUTION INTEGRATION
(Symantec Sell-Through Solutions)
TELCO NETWORK
SERVICES PLATFORM
(Symantec Sell-To Solutions)
Telco Platform Protection
OSS/BSS/Network Operations
Next Generation
Network Protection
4G/LTE Infrastructure
Protection
USER PRODUCTIVITY
PROTECTION
INFORMATION CONTROL
SECURITY
INFORMATION AVAILABILITY,
PERFORMANCE SCALABILITY
TelecomS / Communications Service Providers
Symantec CSP Vertical Solution Focus 2013

21
Banking
As part of core transformation projects, many banks are consolidating their application portfolio.
To achieve this successfully and increase operational efficiency, the selection of resilient,
hardware vendor agnostic infrastructure will be key.
As consumers continue to embrace online, mobile and social channels, both IT and business
departments will need to address new challenges relating to data privacy and access security.
They will also need to develop secure transactions using non-traditional methods such as mobile,
to remain competitive against new entrants.
The adoption of tablets in the bank as an alternative - or complement - to standard desktops
will transform the way IT delivers applications to various departments. The need for Enterprise
AppStores is emerging, and securing access to these apps from any device should be considered
as the number one priority before implementation.
The recent turmoil about Libor will bring tighter regulations and compliance to anti-fraud
regulations, forcing financial institutions to retain more data about their employees, and their
communications with third parties.
THEIR FOCUS:
To enable banking through the use of
enterprise applications and new devices,
amongst customers and employees.
YOUR OPPORTUNITY:
To meet associated data privacy and security
needs. Work closely with Financial Services
Application Vendors.

22
Top Banking Vendor Headquarters Banking Solutions
Fiserv USA Core Banking
Sungard UK Financial Services
Swift Belgium Interbank Transfer
Experian Ireland IT Services, Risk Management
TCS India IT Services and Applications
Infosys India IT Services
Temenos Switzerland Core Banking, Payments
Oracle US Core Banking
Misys UK Core Banking
Murex France Trading, Risk Management
SAP Germany Core Banking
Sopra Banking Software France Core Banking
Wincor Nixdorf Germany ATM, Payments
Banking
Financial Services Application Vendors Opportunities
Customer Priorities
and Concerns
As part of core banking
transformation, need
to ensure end-to-end
business continuity
Business Continuity
platform for Banking
Applications – end-to-end
application availability
Managing server and
storage SLA on various
databases and systems
(Unix, Linux® Windows®)
Securing mobile adoption
in the bank
Corporate Mobile AppStore
Securing applications
for both corporate and
personal devices
Libor, MiFID, Basel III data
retention compliance
Email/IM/File Archiving
On-premise or cloud
archiving to ensure faster
e-discovery processes

23
PUBLIC SECTOR: GOVERNMENT
Social, economic and political tensions will continue to impact governments’ spending strategies, eroding
their ability to provide the same level of services to citizens and businesses, and further reinforcing the
adoption of a “do less with less” approach.
In IT, governments will have little capacity to embark on new developments, and will need to focus on
solutions that can both demonstrate clear efficiency savings and ensure the security of critical assets
and information.
The Symantec Internet Security Threat Report (ISTR)1
show that cyber attacks against citizens and
governments are intensifying at a dramatic rate. Landmark cases show that the risks to governments
and national critical infrastructures are real and can be highly damaging. At the same time, compliance
needs will drive further adoption of security and data protection measures for government agencies.
According to many industry analysts, cloud computing, shared services and BYOD “are happening in
government”. However, the adoption will be slower and with much more caution than in the Private Sector.
Notably, the percentage of cloud spend against the total IT spend in the Public Sector in EMEA is a low one-
digit figure. Security continues to be the main inhibitor to both BYOD and cloud adoption. This presents
security and cloud vendors, as well as Systems Integrators, with the opportunity and responsibility to
educate IT/business decision makers on the best way to implement and secure cloud solutions.
Smart City is a growing subject of discussion and already being implemented by municipalities of all sizes.
Cities have a vested interest in attracting new businesses and citizens to the area. As a result, visionary
administrators are investing in improvements to infrastructure such as energy, utilities and intelligent
transportation; incidentally all are closely linked to carbon footprint compliance. Successful initiatives will
rely on multiple disciplines including security, backup, critical infrastructure protection, disaster recovery
and data loss prevention.
THEIR FOCUS:
Efficiency savings critical asset security.
YOUR OPPORTUNITY:
Cloud education and implementation and
solutions around infrastructure protection
and data loss prevention.
1
Symantec Internet Security Threat Report: Volume 17 Published April 2012. www.symantec.com/threatreport

24
PUBLIC SECTOR: GOVERNMENT
Key Trends
The rising cost of sophisticated and
increasingly targeted attacks on complex,
heterogeneous infrastructure
Protecting Information and Critical
Infrastructure from damaging cyber
and cyber warfare attacks
Explosion of data
Cloud adoption – private, public and some
hybrid – to meet cost efficiency needs
BYOD/BYOT – managing and securing
devices and leveraging capabilities
offered by mobility
Smart City, to ease urban congestion
(Intelligent Transportation + M2M)
and energy efficiency (Smart Grid)
Increased use of Intelligence
Threat Reports
EU and national governments to favour
SME cloud vendors to boost economy
EU to endorse cloud regulations
and CSP certification
Opportunities
Customer Priorities and Concerns Solutions Added Value
Security and agile device management
for BYOD adoption
User/App/Device Management Protection Solutions – manage
devices and their security
Help customers with
device management design
and implementation
Security, data portability and data
sovereignty for private cloud adoption
O3 – maintain control of employee use of cloud systems
EV.cloud – archive emails in a secure cloud environment
BE.cloud – back up data to the cloud
Provide reassurance to
IT and business decision
makers about their data
and applications
Protect government data
in critical departments
User Authentication – ensure only authorized users have access
to resources
Data Loss Prevention – identify data spills of confidential
information and monitor for inappropriate access
Security Information Manager – detect and correlate suspicious
traffic patterns within the infrastructure
Encryption – render data unreadable by unauthorized users
Assist customers in
identifying what assets
are important to their
business, where the data
is held and how to enforce
access policy
Manage disruption of activity by
politically motivated attackers
Managed Security Services – monitor networks to detect
intrusion attempts
Critical System Protection – harden vital services against attack
Endpoint Protection – block files with low reputation or
prevalence – Powered by Insight technology
Design and implement
robust threat mitigation
strategies to protect
against current and
future threats
Secure critical country infrastructure
Control Compliance Suite – consolidate and analyze
security information to understand risk exposure
Critical System Protection – harden vital services
against attack
Help customers
understand and manage
the security risks found on
their infrastructure

25
PUBLIC SECTOR: DEFENCE
Even while geo-political tensions deepen and global threats such as terrorism and cyber warfare intensify
and become more sophisticated, Ministries of Defence (MoDs) will remain under pressure to achieve cost
efficiency. Nevertheless, securing information and protecting assets and citizens are key priorities and
governments will continue to ring-fence budgets and invest in these vital areas.
MoDs will also focus on compliance, in order to align to allied States in their approaches to military
operations, information security and the management of big data. MoDs will need to be able to process,
store and retrieve large amounts of data with constant availability and flawless reliability for real-time
situational awareness purposes.
Private cloud adoption will continue, creating a critical need for security, backup and recovery. And the need
for mobile capabilities will increase, especially in the military, operational and disaster relief spaces. MoDs
will need to ensure that communication is secure by protecting networks and managing identity and access.
Encryption plays a vital role in ensuring mobile data is protected, but MoDs also need to improve cyber
knowledge across organizations and refine and strengthen processes and tools to prevent malicious insider
attacks designed to smuggle classified information out of legitimate premises.
THEIR FOCUS:
Increased cost efficiency and compliance
while protecting assets.
YOUR OPPORTUNITY:
Solutions around private cloud, mobile
capabilities, big data and encryption.

26
PUBLIC SECTOR: DEFENCE
Key Trends
Political tensions and global threats will escalate the importance of cyber
security solutions
Private cloud adoption will increase the need for security, backup and recovery
The adoption of mobile working will drive the need for identity management
and network security
Data on the move is increasing the risk of data loss and targeted attacks
Big data management continues to be a concern
Opportunities
Security and agile device management
for BYOD adoption
User/App/Device Management Protection Solutions – manage devices
and their security
Help customers with device management design and implementation
Secure critical resident data
User Authentication – ensure only authorized users have access to resources
Data Loss Prevention – identify where data is held and secure access
Encryption – render data unreadable by unauthorized users
Assist customers in identifying what assets are important to their
business, where the data is held and how to enforce access policy
Manage disruption of activity by
politically motivated attackers
Managed Security Services – monitor networks to detect intrusion attempts
Critical System Protection – harden vital services against attack
Endpoint Protection – rapidly detect malware incursions
Design and implement robust threat mitigation strategies to protect
against current and future threats
Secure critical country infrastructure
Control Compliance Suite – consolidate and analyze security information
to understand risk exposure
System Recovery – superior backup and disaster recovery for Windows® servers
Help customers understand and manage the security risks found on
their infrastructure

27
PUBLIC SECTOR: HEALTHCARE
Healthcare Vendor IT Security Requirement Storage Server Infrastructure
McKesson Protecting offices
Leading ISV with more than 20
applications, need for high availability
Cerner Device Security Application Availability
AGFA Healthcare Access Control PACS Storage
CSC Security Services, Telemedecine eHealth, Mobile Health
GE Healthcare Device Security Imaging Systems Protection
Siemens Medical Device Security and Compliance eHealth solutions for hospitals, PACS
The Healthcare Provider ecosystem
Security opportunity
As healthcare organizations learn more about potential
security threats, many are already implementing data
protection and data loss prevention initiatives. Mobile
devices and consumer connectivity will also create
new security challenges for CIOs as wired and wireless
connected remote patient and personal health monitoring
devices will collect and send clinical data.
Storage management opportunity
The provider community will continue to transform –
moving away from a reliance on paper based processes
and records and embracing electronic records – signalling
changes in the approach to IT infrastructure and
specifically storage. The amount of storage required in
support of legacy and new healthcare applications will
continue to increase, for both documents and images with
widespread EMR (Electronic Medical Records) adoption.

28
PUBLIC SECTOR: HEALTHCARE
OPPORTUNITIES
Identity and Access
Management
Risk Management
Single Sign On
Strong Authentication
HIS
Hospital Information System
High Availability
Security Event Management
User Authentication
Desktop Virtualization
Maintain secure 24x7 operation of critical
hospital IT systems
EMR
Electronic Medical Record
Data Loss Prevention
Encryption
Security Compliance
Prevent loss of healthcare data without
impacting clinical workflows. Protect
against malware and automate processes
to meet compliance needs, as well as
privacy requirements
PACS
Picture Archiving and
Communication System
Backup Deduplication
Storage Management
Archiving
Augment providers’ PACS infrastructure
and provide business continuity in the
event of a disruption or disaster. Contribute
to lower storage cost capabilities

29
Manufacturing
Manufacturing will remain a significant driver of innovation, increased productivity and export
sales. New technologies and markets will drive manufacturers to adopt new business models
to ensure that their products thrive in the 21st century.
There will be increased integration of IT systems – from enterprise accounting and ERP
systems to industrial production systems – to support flexible, adaptive practices required by
manufacturers. As these systems become interconnected, information security risk will spread
throughout the organization. Risks that were previously considered as non-critical may increase
in severity when systems are closely associated.
In line with this evolution, the industry will need to deploy the correct security architecture and
risk management processes to maintain integrity and availability, as well as protect valuable
intellectual property. This presents opportunities for those able to facilitate these changes and
secure the processes of the modern production line.
THEIR FOCUS:
Interconnecting IT and industrial
production systems.
YOUR OPPORTUNITY:
Solutions around managing the
associated risk.

30
Manufacturing
Key Trends
Closer integration between enterprise and production systems
Adoption of cloud systems to reduce costs and improve flexibility
M2M communication to speed up the manufacturing process
Financially motivated attackers seek to compromise valuable intellectual property
Politically motivated attackers seek to disrupt operation or affect production
Opportunities
Maintain production schedules Business Continuity Assist customers to assure application uptime and reduced time to recovery
Protect intellectual property Data Loss Prevention, Encryption Help customer to manage access to highly valuable data
Manage IT and production risks Managed Security, Risk Management Systems Enable customers to prioritize risks and secure networks
Secure cloud adoption Cloud Access Brokerage, Hosted Data Solutions Help customers to control access to cloud services, secure compliant storage
Secure M2M communication Embedded Solutions Assure authenticity and integrity of machine communications for customers

31
Energy
Smart Grid and Oil Gas
Energy utilities are in transition. Increased competition, globalization, regulatory changes as well as the
pressure to move to renewable energies have all forced radical change within the industry.
Smart Grids seek to improve operational efficiency and increase the flexibility of energy distribution control
systems by digitizing them through the use of internet communication technologies. As a result, power
generation, distribution and the end consumer’s active control are are being altered significantly. In fact,
the current transformation to Smart Grids is the most radical change for the industry in 100 years.
The impact of digitizing production systems will be felt in other industries also, such as the oil gas sector.
And the need to control costs while increasing production will drive new investments in IT and technology.
The convergence of information technology and operational technology holds both opportunities and risks.
Industries that rely on IT to deliver essential goods and services to businesses and the public will feel the
immediate impact of any failures or outages.
Safeguarding these critical systems and the sensitive data that they contain requires security to be
implemented from the beginning.
Not only do systems need protecting from attack and their availability assured, but data such as valuable
oil gas exploration data or confidential information generated by electricity meters, also needs protecting
against loss or attempts of fraud. The recent Shamoon attacks against the oil gas industry in the Middle
East and security breaches in SCADA vendor networks underline how vulnerable the energy sector can be
to sophisticated attackers.
THEIR FOCUS:
The transition towards Smart Grids
and ‘The Digital Oilfield’.
YOUR OPPORTUNITY:
Solutions to protect critical infrastructure
and sensitive information in transition.

32
Energy
Key Trends
Transition from legacy electricity grid architectures to Smart Grids
Transition to ‘The Digital Oilfield’ to increase operational efficiency
Convergence of Enterprise IT with OT (Operational Technology/SCADA)
Deployment of embedded systems and M2M communication
Politically motivated attacks against critical infrastructures
Big Data – exploration and real-time data for dynamic Grid management
Opportunities
Protection and security for the energy industry
Customer Priorities
and Concerns
Meet regulatory compliance
IT GRC with Control
Compliance Suite
Increase brand reputation, drive down
cost to demonstrate compliance and
reduce risk of fines for customers
Protect critical infrastructure
and information
Critical System
Protection, Encryption
Enable customers to prioritize risks,
protect company value and gain
competitive advantage
Deploy Smart Meters
and embedded systems
Scalable and trusted
Device Authentication
with MPKI
Gain customer confidence,
prevent fraud and secure industrial
supply chains
Ensure reliability of IT
and OT
Disaster Recovery,
High Availability
with SF/HA
Guarantee application uptime and
continuity of essential energy services
for consumers and the industry
Manage the explosion of
sensitive information
Information Protection
with Deduplication,
Data Loss Prevention
Deliver secure, highly available and
cost efficient storage management
infrastructure
Securing Operations
Security and management in the SCADA
and ICS control center
Managing the Data Explosion
Protection and management for data
generated by SCADA and AMI networks
Embedding Security with the Data
Trust information from anywhere, from
anyone, from any device
Managing Smart Endpoints
and embedded systems
Protection for all smart devices

33
Top High Growth Opportunities with Symantec
- up-sell NetBackup Appliance
- Cross-sell Enterprise Vault
- Cross-sell Encryption
TopHighGrowth
Opportunities
33

34
Top High Growth Opportunities with Symantec
Higher Revenue Generation.
Faster Deal Closure.
Deeper Customer Relationships.
Higher Customer Satisfaction.
Symantec recently conducted a detailed sales analysis of current customer
buying behaviors and identified several opportunities that correlate to higher
revenue generation, faster deal closure, deeper customer relationships and
higher customer satisfaction.
The top cross-sell and up-sell opportunities outlined take advantage of a
customers’ propensity to purchase solutions that solve their business problems;
are in high demand; and typically align to new or emerging technologies.
Use this information to focus your selling efforts, maximize opportunities, and
accelerate potential incremental revenue while also better positioning your
business to enter new markets by building skills complementary to those you
may already posses.
MAXIMIZE YOUR OPPORTUNITIES
Up-sell NetBackup Appliance
Symantec NetBackup Appliances are an excellent up-sell for
existing Symantec NetBackup customers looking to consolidate
disk space or leverage cloud solutions
Cross-sell Enterprise Vault
If you sell Symantec Backup Exec, Symantec NetBackup or
Veritas Storage Foundation High Availability, why not expand
the offering to include Symantec Enterprise Vault
Cross-sell Encryption
If you sell Endpoint Management, Compliance or Endpoint
Security Management solutions, introduce Symantec
Encryption solutions
For more high growth opportunities go to PartnerNet

35
Up-sell Netbackup Appliance
The Opportunity
Most IT departments know how many terabytes a database is consuming. Fewer can describe why the
application is experiencing a particular level of growth, how much data is redundant, and how much is
retained that is not core to the business – and this means opportunities for you. Help your customers
streamline IT operations and raise their backup strategies to a higher level. This up-sell opportunity
enables you to be the trusted advisor to your customers by up selling NetBackup Appliances to
customers already running NetBackup 6.x and 7.x software.
Target Customer
Backup Administrator
Director of IT/Storage
Target Company Size
Medium to very large enterprise organizations
500 employees and greater (could reduce down to 250 employees depending
on region and country)
IT Size
Greater than 20TB of primary data
Product
Customers currently using NetBackup software for backup and data protection
NetBackup 6.x: End of Support was 3rd October 2012
NetBackup 7.0 or 7.1: new feature and functionality is current version
We expect the total worldwide
Purpose Built Backup Appliance
(PBBA) revenue will grow
robustly with a compound
annual growth rate (CAGR)
of 19.4%, totaling nearly $5.9
billion by the close of 2016…
Worldwide Purpose-Built Backup Appliance
2012-2016, Robert Amatruda, IDC.
Download
the full sales kit

36
Up-sell Netbackup Appliance
PARTNER VALUE
Value To Your Bottom Line
There is an estimated $825M addressable market opportunity in 2012 selling to 35,000 existing
NetBackup customers
There are 30,000 new or refreshed media servers per year
Data within IT organizations is growing at 62% CAGR – expect continued growth for data protection
and replication solutions
Sell your customers additional Data Protection Optimization (deduplication and replication) licensing
Stand Apart From The Competition
Lockout Competitors: NetBackup Appliances are one of the fastest growing appliances, and the only
ones that offer dedupe on both the client and the target
NetBackup Appliances offer customers scalability at less cost
A complete data protection solution from a single vendor
Differentiate yourself to customers by becoming a Symantec Data Protection Specialist
Additional Services Opportunities
Consulting and design services
Installation integration services
Help Desk services
$825M
addressable market
opportunity in 2012
Download

37
The Opportunity
It is estimated that up to 70% of data is duplicate and has not been accessed in 90 days. Customers are
experiencing data growth across their email, SharePoint, and file servers. Without the right information
management systems in place, customers will continue to struggle to manage and control this growth.
This cross-sell opportunity enables you to be the trusted advisor to your customers by positioning
Symantec™ Enterprise Vault™ (EV) into your existing Symantec™ Backup Exec™ (BE), NetBackup™ (NBU) or
Storage Foundation (SF) install base.
Target Customer
Target the Director of IT, or similar role, as he/she will oversee and care about
all of these operations (backup, storage, archiving and primary applications)
Enterprise Vault personas - Exchange/Storage/IT Admin, IT Architect,
Director/VP of IT, Legal
For NetBackup or Backup Exec customers – Backup Admin, Director of IT 
For Storage Foundation customers – Windows®/Linux® IT Architect, Director of IT
¹ Gartner 2012 Magic Quadrant for Enterprise Information Archiving Solutions
also purchased
Enterprise Vault.
16%
19% of our NetBackup
customers
23% of our Storage
Foundation
customers
of our Backup
Exec customers
Download

38
Partner Value
Value To Your Bottom Line
Enterprise Vault’s (EV) average sales price is over $200,000. There are a number of solutions that can be sold
with EV, and this cross-sell opportunity focuses on selling EV into your existing NBU, BE, or SF install base.
Once EV is installed, there are opportunities by expanding the archive footprint and cross selling Data Loss
Prevention, the Clearwell eDiscovery Platform and other Symantec solutions.
Sell the industry leader¹ in integrated content archiving, that enables users to store, manage and discover
unstructured information across the organization. As the industry’s most widely deployed enterprise archiving
solution, Enterprise Vault helps customers deduplicate information at the source to reduce costs, delete
information confidently and discover information efficiently
Differentiate yourself to customers by becoming a Symantec Archiving eDiscovery Specialist
Additional Service Opportunities
Customers planning an email migration project (archive before you migrate and especially after)
Customers who have a non-Symantec archive. Many customers choose to migrate off those solutions and onto
EV or EV.cloud
Attach storage to EV on-premise deals. EV requires a storage target for archived data as well as a SQL server.
It is storage-agnostic and can store multiple platforms including NetApp, Hitachi, EMC, Dell, HP, and even
vendors in the cloud such as ATT, Nirvanix, Rackspace, and Amazon
¹ Gartner 2012 Magic Quadrant for Enterprise Information Archiving Solutions
Enterprise Vault’s average
sales price is over
$200,000
Download

39
The Opportunity
According to the Symantec Global Internet Security Threat Report¹, 1 in 10 people have lost a laptop, smart
phone, or USB drive with corporate information. That same report indicates that 32% of those employees
did not report the loss or theft in a timely fashion. This cross-sell opportunity enables you to be the trusted
advisor to your customers by positioning Symantec Encryption into your existing customers that have
Endpoint Management, Endpoint Protection, Data Loss Prevention (DLP) or Compliance.
Target Customer
Existing Data Loss Prevention and Compliance customers
Chief Information Security Officer
Director of IT or Info Security
Director of Compliance or Privacy

Existing Endpoint Management and Endpoint Protection customers
Director of IT or Info Security
Manager or Director of Desktop Operations
¹ Internet Security Threat Report: Volume 17 Published April 2012
also purchased
Encryption.
14%
12%
20%
of our Endpoint
Protection customers
of our Compliance
customers
30% of our DATA LOSS
PREVENTION customers
of our ENDPOINT
MANAGEMENT customers
Download

40
Partner Value
Value to Your Bottom Line
Selling encryption will increase your revenue while helping your customers address many compliance
and regulatory requirements
$112M potential addressable market to cross-sell encryption
Differentiate yourself to customers by becoming a Symantec Encryption Specialist
Participate in a Services Review and Workshop and access the Encryption Services Delivery Resource
Kit offered to Specialized Partners
 Additional Services Opportunities
Implementation or upgrade services
Policy development
Compliance auditing
¹ Internet Security Threat Report: Volume 17 Published April 2012
$112M
potential addressable
market to cross-sell
encryption
Download

41
Analysys Mason Mobile research www.analysismason.com
Enterprise Storage Group Storage research www.esg.com
Forrester IT research www.forrester.com
Gartner IT research www.gartner.com
IDC IT research www.idc.com
ISF Security best practices www.securityforum.org
Morgan Stanley Telecom research www.morganstanley.com
OECD – Organisation for economic
Cooperation and Development
Economic statistics www.securityforum.org
Pyramid Research IT research www.pyr.com
SNIA – Storage Networking Industry
Association
Storage best practices www.snia.org
WHO – World Health Organization Healthcare research www.who.int
References

42
Glossary
AMI Advanced Metering Infrastructure
APT Advanced Persistent Threats
ARPU Average Revenue Per User
BE Backup Exec
BSS Business Support System
BYOD Bring Your Own Device
BYOT Bring Your Own Technology
CAGR Compound Annual Growth Rate
Churn Attrition rate
CSP Communication Service Provider
DLP Data Loss Prevention
EMR Electronic Medical Record
ERP Enterprise Resource Planning
EV Enterprise Vault
GRC Governance Risk and Compliance
HIS Hospital Information System
IA Information Architecture
ICS Industrial Control Systems
IM Instant Messaging
ISTR Internet Security Threat Report
ISV Independent Software Vendor
LTE Long Term Evolution
M2M Machine to Machine
MoDs Ministery of Defence
MPKI Managed Public Key Infrastructure
NBU NetBackup
OSS Operations Support Systems
OT Operational Technology
OTT Over The Top Player
PACS Picture Archiving and Communication System
SCADA System Control and Data Acquisition
SEP Symantec Endpoint Protection
SF Storage Foundation
SF/HA Storage Foundation High Availability
SLA Service Level Agreement
SME Small and Medium Enterprises
TCO Total Cost of Ownership

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