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Stop Buying Storage Call Program

Stop Buying Storage Call Program. Marketing Team: Scott Kosciuk, Carol Siebenmorgen, & Patty Christofferson Beaverton, June 9 &10, 2009. Call Program Overview. Objectives

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Stop Buying Storage Call Program

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  1. Stop Buying Storage Call Program Marketing Team: Scott Kosciuk, Carol Siebenmorgen, & Patty Christofferson Beaverton, June 9 &10, 2009

  2. Call Program Overview • Objectives • Generate new storage management and data protection business by addressing our customer’s topical IT and business pain-points with a solution-based message • Increase account penetration within existing install base, while expanding Symantec’s share into your white space • Position Symantec more as strategic advisor, rather than a point-product provider

  3. Call Program Details • Timing: • SBS Program/Messaging Overview Training: Tuesday, June 9 • Call Blitz Kick-Off: Wednesday, June 10 • SBS ISO Program will run from June 10-September 30 • Focus: • Highlighting how our solutions can help organizations reduce costs by putting off storage hardware purchases by optimizing the current storage resources. • Stop Buying Storage message • CommandCentral Storage • Storage Foundation • NetBackup / NBU PureDisk • Enterprise Vault

  4. Metrics • SBS Kick-Off Call Blitz Day (At the End of the Day) • Enterprise - 25 New Opportunities w/$500K in Pipeline (Opportunity Value) • SLED - 15 New Opportunities w/$150K in Pipeline (Opportunity Value) • Total: 40 New Opportunities w/$650K in Pipeline (Opportunity Value) • SBS Call Program (Complete Results - including Kick-Off Call Blitz Day) • Enterprise • 130 New Opportunities w/$4M in Pipeline (Opportunity Value) • 70 Closed Opportunities w/$1.5M in Opportunity Value • SLED • 80 New Opportunities w/$1.75M in Pipeline (Opportunity Value) • 25 Closed Opportunities w/$525K in Opportunity Value • Total • 210 New Opportunities w/$5.75M in Pipeline (Opportunity Value) • 95 Closed Opportunities w/$2.025M in Opportunity Value 4

  5. Opportunity and Reward Tracking • Opportunities Eligible for Program Rewards must: • Be created in SFDC between June 10 – September 30 • Include one of the following codes in the SFDC Promotion field: • Enterprise Reps = SBSE • ISO Named = SBSISO • Public Sector Reps = SBSPS SBSE

  6. Tools & Resources • Internal resources: go.symantec.com/sbscallblitz • Call Blitz Tool Kit • Competitive Resources • Specific Product Links/Resources • External resources: go.symantec.com/stopbuyingstorage • Stop Buying Storage archived webcast series • 3 minute Flash tour • IT Budget Strategy in a Down Economy white paper • Gartner video on Five Key Storage Technologies to Reduce Storage Cost

  7. Regional Marketing Activities • Direct Marketing • 100,000 promotional HTMLs sent to customers and prospects promoting the SBS message • Advertising • Banner ad placements in technology, keywordtargeted, editorial and vertical publications • 6.3 M Impressions/39k clicks • Online Demand Generation • Sponsorship of Storage Magazine online issue (http://media.techtarget.com/Syndication/STORAGE/StoragemagazineMay2009.pdf) • Online Resource Centers and Newsletter promotions • Webcast Series (4 part representing pillars of core messages) • Events • Storage Decisions, Luncheon speaking session on SBS • Executive Roundable, SF, 36 attendees including NASA, Wells Fargo Bank, McKesson Corp, AT & T, Charles Schwab Bank

  8. Metrics & Prizes • Three Contest Groups • Enterprise, ISO Named, and Public Sector • Top Performer – End of Day • Most # of Identified Opportunities (total) • Flip UltraHD Camcorder

  9. Metrics & Prizes (con’t) • End of Q2 Pipeline Prize: • Total $ Value of Pipeline (qualifying products/solutions) by Sept. 30 • (one for each group: Ent, ISO Named, SLED) • Apple iPod touch 16 GB • End of Q2 Closed Business Prize: • Largest Closed Single Deal(qualifying products/solutions) •  (one for each group: Ent, ISO Named, SLED) • Kindle: Amazon's 6" Wireless Reading Device

  10. End Of Quarter GRAND PRIZES! • Grand Prize: • Total $ Value of Closed Business  • (one for each group: Ent, ISO Named, and SLED) Nikon D5000 12.3 MP DX Digital SLR Camera!

  11. The Schedule • Tuesday, June 9: • 2:00 – 2:15 Call Program overview • 2:15 – 2:45 Stop Buying Storage messaging overview • 2:45 – 3:00 Q&A • Wednesday, June 10: • 8:00 – 8:30 Breakfast available • 8:30 – 12:30 Call Blitz • 12:30 Lunch and end-of-day prizes awarded

  12. QUESTIONS? & QUESTIONS ANSWERS

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