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40,000 IT Resellers & Counting More

People & Organisations + Needs & Wants

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How do you STAND OUT in the CROWDED mkt ?

Vineet SoodDirector - Channels

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Does it have FORCE MULTIPLIER’s ?

Dem

and

Side

Do Dooni Char5

ENGAGEMENT MODELS

1980s 2010+1990s 2000s

Strategicimpact

Businessimpact

Costimpact

Cost

Reduction

Core / Non Core

Business

Engagement

FORCE MUTLPLIER 1ENGAGEMENT MODELS

Do Dooni Char

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FORCE MULTIPLIER 1 - Engagement Models

Copyright © 2009 Symantec Corporation. All rights reserved. 7

Cost Impact

Transformation Alignment

2010+1990s 2000s

Strategicimpact

Businessimpact

Costimpact

FORCE MUTLPLIER 1ENGAGEMENT MODELS

Do Dooni Char

Engagement Model Symantec Value Mapping

IT Cost Reduction

Reduced hardware and software costs• Reclaim under-utilized storage, consolidate servers with n+1

clustering• Avoid buying expensive host/array software from competitors

Data Center Consolidation

Centralization• One management tool across all platforms and storage arrays• Server migration between UNIX and Linux OS• Improved productivity and reduced downtime

Tiered Storage Strategy Spread data across multiple tiers• Migrate entire applications• Information lifecycle management

Backup & Recovery Tiered Protection• Reduce costs and risk by aligning data protection costs with business

Disaster Recovery Initiative• Integrated storage and HA layer that reduces downtime during site

failovers• Automated DR testing

Comprehensive Security • One stop Solution for all Security needs

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New Form Factor -- Hosted Solutions

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ALLIANCES

Firm

Counterparts

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ALLIANCES

Code Sharing

Symantec Partner Reference Program for ISODA Members Partner Reference Program for Special Members

Dial - Wipro

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PARTNERSHIPS

PARTNERSHIPS

Ven

dor M

arke

t Gro

wth

& M

argi

n(C

AGR)

5%

10%

15%

25%

20%

0%

+30%

Franchises

Vendor Relative Revenue Share

S TRATEGIC SIGNIFICANT P ROFITABLE

• Allows you to adopt one of 3 Engagement Model.

• Align you to customers business Model

• Is a Catalyst to your growth.

•Market Share and Growth Figures

• Sales Enabler & High Services Drag

• Contribution in your revenue pie.

FORCE MULTIPLIER 3PARTNERSHIPS

Do Dooni Char

FORCE MULTIPLIER 3

Do Dooni Char17

FORCE MULTIPLIER 4SPECIALISATIONS

Adopt Specialization Strategy

Differentiateyour Business

MaximizeOpportunities

AccelerateProfitability

FORCE MULTIPLIER 4SPECIALISATIONS

Do Dooni Char

Enhanced Partner Program

Specialisations – the cornerstone of the Program

Security

Solution SpecialisationsMarket Segment Specialisation

Storage

FORCE MULTIPLIER 4

Do Dooni Char

Do Dooni Char

Engagement Model

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