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Altiris IT Management Suite 7.0 Sales Enablement Training

Altiris IT Management Suite 7.0 Sales Enablement Training. Presenter’s Name Here. Presenter’s Title Here. Agenda. ITMS Overview. 1. Messaging and Target Market. 2. Sales Plays. 3. Cross-sell Opportunities. 4. Licensing, Pricing, Entitlement. 5. Symantec Enterprise Security Solutions.

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Altiris IT Management Suite 7.0 Sales Enablement Training

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  1. Altiris IT Management Suite 7.0Sales Enablement Training Presenter’s Name Here Presenter’s Title Here

  2. Agenda ITMS Overview 1 Messaging and Target Market 2 Sales Plays 3 Cross-sell Opportunities 4 Licensing, Pricing, Entitlement 5

  3. Symantec Enterprise Security Solutions • Symantec Protection Suite • Control Compliance Suite • Data Loss Prevention Suite • Altiris IT Management Suite Protect theInfrastructure Develop and Enforce IT Policies Protect the Information Manage Systems 3 Altiris IT Management Suite – Sales Enablement

  4. Altiris IT Management Suite Client Management ServerManagement IT Asset Management Service Desk Altiris IT Management Suite – Sales Enablement

  5. Altiris IT Management Suite 7.0 Components Wise Package Studio Suite 8.0 Symantec ServiceDesk 7.0 Client Management Suite 7.0 SP 2 Server Management Suite 7.0 SP 2 Asset Management Suite 7.0 Symantec Workflow 7.0 • Email Notification/Processing • Automation Rules Deliver Inventory (Clients) Deployment Solution for Clients Barcode Software Management Asset Management Solution Deployment Solution for Servers CMDB Solution Software Management pcAnywhere Solution Inventory (Servers) Real-Time System Manager Real-Time System Manager Monitor Patch Management (Servers) Patch Management (Clients) Symantec Management Platform SP4

  6. Intelligently Integrate Capabilities… Avoid calls or requests entirely with best practice self service delivered via the Service Catalog Self Service (Service Catalog) Increased Service, Efficiency and Savings Automate human and system interactions; eliminate latency, errors and omissions Process Automation(Workflow Engine) Policy Enforcement (Policy Engine) Detect and remediate automatically, with no human involvement Task Automation (Task Engine) Perform multiple remote management tasks simultaneously Remote Management(Remote Services) Avoid desk side visits with one to one remote management capabilities Altiris IT Management Suite – Sales Enablement

  7. IT Management Suite 7.0Overview Suite Name: Altiris™ IT Management Suite 7.0 from Symantec(formerly Altiris Total Management Suite) Abbreviation: ITMS Components:Altiris Client Management Suite Symantec ServiceDesk SEP ICAltiris Server Management Suite Symantec WorkflowAltiris Asset Management Suite Wise Package Studio - Suite Market Landscape Launch Overview Market Size: $4.0 billion in 2008 to$5.5 billion in 2013 Market Growth: 6.8% CAGR Market Share: SYMC = 7.3% MSFT (#1) = 14% #1 Competition: Microsoft through Enterprise Agreements* GA: March 1, 2009 Launch: April 12, 2009 Where: Vision | Las Vegas Altiris IT Management Suite – Sales Enablement * Additional details in the speaker notes.

  8. What’s New in IT Management Suite? • New products in one comprehensive suite • Client Management Suite 7 • Asset Management Suite 7 • Server Management Suite 7 • ServiceDesk 7 • Workflow 7 • Process automation • Symantec Workflow automates business processes not just IT tasks • Intelligent software management • Substantial cost savings from license management • Windows 7 migration support • Automated, reliable migrations Altiris IT Management Suite – Sales Enablement

  9. Key Messages Theme: Redefining IT lifecycle management and automation Benefits • Comprehensive Suite • Brings all Altiris suites to version 7 under a new name • Compelling sales plays and common scenarios • Windows 7 Migration • License Compliance • IT Automation • Employee onboarding/termination • Software request • Patch management • Enhanced Effectiveness • Delivers unique value to the business through faster deployments, increased security and enhanced service • Reduced Costs • Closes technology gaps to maximize technology investments and mitigate risks • Integrated Management • Improves manageability amidst increasing information and infrastructure sprawl Market Messages Altiris IT Management Suite – Sales Enablement

  10. Target Market • Mid-size businesses to mid-size enterprises • Sweet spot: 500+ clients and servers • Look for companies with: • High level of complexity • Large number of IT assets • Large number of assets in remote locations • Appropriate for all verticals, but especially: • Federal • SLED • Financial • Healthcare Altiris IT Management Suite – Sales Enablement

  11. Decision Makers/Influencers VP of IT Desktop Operations Server Operations Asset Mgmt Groups Dsktp Engineering Mgr Dsktp Engineer Client Engineer Dsktp Services Mgr Infrastructure Solutions System/IT Admin IT Manager IT Ops Director IT Ops Manager Server Engineering Mgr Server Engineer Data Center Analyst Server Administrator Datacenter Manager Asset Manager Help Desk Manager IT Support Specialist IT Director Desktop Services & Support Change Manager Enterprise Sales: start high at VP of IT Mid-size organizations: can start at functional level

  12. Market Drivers and Opportunities

  13. Sales Plays

  14. Windows 7 Migration • Key Opportunities • Migration Assessment • Migration Automation • License Renewal • Competitive Displacement • Chief Competition • Microsoft Deployment Toolkit 2010 • - Collection of loose tools for migration projects only • Why Symantec • Migration technology since 1999 • Over 300 million systems deployed and migrated • Integrated tools with ongoing management Top 3 Qualifying Questions When are you migrating to Windows 7? How are you migrating to Windows 7? Are you ready for Windows 7 (HW and apps)?

  15. Reduce Costs with Management Average cost for deploying a new PCDeployment, Software Delivery, Patching, Retirement and Packaging $882 $303 Source: Gartner Dec 2005: G00135813 15

  16. 7 Steps to Windows 7 InventoryAsset MgmtCMDB Assess Environment 1 Deployment Solution Build Image 2 Wise Package Studio Prepare Applications 3 Deployment Solution Capture Personality 4 Workflow Assemble & Automate 5 Deployment SolutionSoftware MgmtPatch Mgmt Migrate Systems 6 InventoryServiceDesk Measure & Report 7 Altiris IT Management Suite – Sales Enablement

  17. Windows 7 No Touch Migration Customer Profile Background • Planned OS upgrade and migration of 300,000 endpoints within 18 months • Moving to corporate standard image • Estimated $200-300 migration cost per endpoint • Estimated 5 migrations per technician per night • Global Financial Institution • 300,000+ endpoints • 30+ hardware platforms • 600+ applications • 7 data centers • Previous Products • Ghost / Microsoft ImageX • Previous Migration Rate • 1,000 migrations in 12 months Results • 200% greater efficiency while using less staff • Migrated ~1,800 endpoints in a 24-hour period • Required only 6 technicians per 400 migrations • Process deployed the corporate SOE, then Line of Business software, then specialized “one off” applications

  18. License Compliance & Software Management • Economic Downturn Often Drives Audits • Vendor audit activity has increased more than 25% over the past two years. – Gartner • Too Much Software, Too Much Waste • 20 to 25 % of all software ends up as shelf ware. – Gartner • Key Opportunities • Software Inventory • Contract Analysis • Software Distribution $91,396 • Primary Competition • LANDesk Asset Manager • Smaller tools (ConfigureSoft) • Why Symantec • Integrated inventory and asset management • 60,000 plus commercial software catalog • Integration with packaging and endpoint virtualization • Top 3 Qualifying Questions • Do you suspect you’re spending too much on software? • Have you had a negative vendor software audit? • Of your installed software, do you know what is actually used?

  19. Licensing Harvesting at Whirlpool Customer Profile Background • Needed better understanding of software environment • Unstable software licensing costs • Wanted increased negotiating power with software vendors to save money • World’s largest manufacturer and marketer of major home appliances. • 214 locations in 44 countries • 73,000 employees globally • 31,000 Client Nodes • 1,500 Server Nodes Results • Uninstalled 6,441 unregistered software products • Cost avoidance of over $2 million (US) • Negotiated new Enterprise Agreement with vendor * This customer may not be publicly referenceable

  20. Process Automation • Gartner’s Predictions • More than 60% of the IT operations process automation implementations will support provisioning and configuration management projects. • Automation tools will evolve into IT management process automation applications, providing a foundation technology to support integrated IT service delivery suites. • Key Opportunities • Eliminate unnecessary IT labor • Drag more product across Symantec Portfolio • Use cases: employee on-boarding/termination, software request, patch • Chief Competition • Fractured market – big players on small players • Top 3 Qualifying Questions • How much time does your staff spend on manual repetitive processes? • Can you automatically enforce processes that require audit trails? • Would you like your IT staff to focus on strategic priorities vs. firefighting the same issues? • Why Symantec • Base features in Symantec Management Platform • Requires no coding • Great services opportunity

  21. Drive Service Levels Costs Avoid desk side visits Perform multiple remote management tasks simultaneously Detect and remediate automatically, with no human involvement Automate human and system interactions; eliminate latency, errors and omissions Cost per Transaction Avoid calls or requests entirely Task Automation (Task Engine) Policy Enforcement (Policy Engine) Process Automation(Workflow Engine) Self Service (Service Catalog) Remote Management(Remote Services) Manual, Local Service and Efficiency Altiris IT Management Suite – Sales Enablement

  22. Eliminating Unnecessary IT Labor VPN Certificate Request Manual Effort • Number of requests • 334 requests in 2 months • Estimated Helpdesk Time Spent • 25.05 man weeks per year • Before Automation • User entered request via web site • No error checking, no user verification • Request forwarded to Helpdesk • Worker opened ticket • Found request number and logged into Certificate Server • Approved or Denied request (blindly) • Marked ticket completed • Certificate emailed to end-user with no security attached • Average time to completion – 1.5 days Results • Number of requests • 1,774 requests in 6 months • Estimated Helpdesk Time Spent • 0 Hours • Cost avoided • $85k annually

  23. Cross-sell Opportunities

  24. Cross-Sell Opportunities • All Symantec products that work on the Symantec Management Platform are good cross-sells for IT Management Suite. • Backup Exec System Recovery 2010 • Symantec Endpoint Protection Mobile Edition 6 • Symantec Mobile Management 7 • Symantec Network Access Control Mobile Edition 6 • Symantec Data Loss Prevention 10 • Symantec Endpoint Encryption 7 • Symantec Endpoint Protection 11 Altiris IT Management Suite – Sales Enablement

  25. Competition

  26. Competition Top Competitors Why ITMS? • Gartner & Forrester: ITMS is market leader in IT Lifecycle Management • Microsoft • System Center Config Mgr • System Center Ops Mgr • System Center Service Mgr (2010) • LANDesk Enterprise Suite • BMC, CA, HP, IBM Differentiators • Integrated client, server, asset, service desk management built on Symantec Mgmt Platform • Integrated process automation • Integration with market-leading Symantec security solutions • Award-winning solutions (Ghost, pcAnywhere, Altiris Client Management Suite) • Symantec reputation and brand strength Altiris IT Management Suite – Sales Enablement

  27. Licensing

  28. Components of Altiris IT Management Suite 7.0 Altiris IT Management Suite – Sales Enablement

  29. IT Management Suite 7.0 Component License Ratios • Notes • Licenses are distributed according to the defined ratios • Client and Server license will be distributed equally, but can only be applied up to the amount of IT Management Suite licenses purchased Altiris IT Management Suite – Sales Enablement

  30. Altiris IT Management Suite 7.0 Licensing Example:1,000 License Purchase • Customer purchases 1,000 licenses of IT Management Suite 7.0 and receives the following: • 1,000 client and server licenses • Licenses can be applied to any mix of clients and servers up to 1,000 • 1 Asset Management Suite license • 1 ServiceDesk core and 5 Analyst licenses (10 Analysts total) • 2 Wise Package Studio Licenses • Unlimited usage of Workflow Solution Altiris IT Management Suite – Sales Enablement

  31. SKUs and Pricing

  32. IT Management Suite SKU and MSRP • Notes • SKUs available in Altiris buying programs only • Migration to Symantec buying programs expected in April 2010 • Licensed per node IT Management Suite – Sales Enablement

  33. Pricing Guidelines • Minimum purchase of 200 licenses required • IT Management Suite should not be sold in place of Server Management Suite • Server Management Suite is designed to only manage servers • MSRP with basic maintenance is $411.00 • IT Management Suite is designed for comprehensive IT management: clients, servers, IT assets, and IT services • Pricing of IT Management Suite is modeled after a mix of clients and servers IT Management Suite – Sales Enablement

  34. Entitlement

  35. Current Altiris Total Management 6 Suite Customer • Customers with current maintenance on Total Management Suite 6 are eligible to a license for license entitlement of Altiris IT Management Suite 7.0. • 1,000 licenses of Total Management Suite can be exchanged for 1,000 licenses of IT Management Suite 7.0 Altiris IT Management Suite – Sales Enablement

  36. Resources and Next Steps

  37. IT Management Suite Resources • SCORE • Datasheet • Customer-facing presentation • Entitlement Presentation • Links to individual product resources (CMS, SMS, Workflow, etc.) • Windows 7 Migration microsite (www.symantec.com/windows7) Altiris IT Management Suite – Sales Enablement

  38. Identify opportunities 1 2 Next Steps Engage with your Endpoint Management Sales Specialist • North America Sales Support Centeraltirissalesinfo@symantec.com888-252-5551, option 1

  39. Presenter’s Name Presenter’s Email Presenter’s Phone

  40. Appendix

  41. Symantec is Windows 7 Migrations Symantec Has the Products and the Expertise • Supports migrations from 2000/XP/Vista to Windows 7 • Proven imaging technology • Supports in-place migrations • Completely automate the migration process • Little or no scripting • Scales to any size • “Altiris Deployment Solution migrates a PC in minutes versus up to six hours with manual process. [Migrations] can be performed remotely [and- use a fraction of the IT resources.” – Financial institution • 300 Million deployments migrations • 10 years of experience • Numerous awards and accolades Easy to Use Touch Free Automated Reliable

  42. …Across Traditional Product Lines Asset Management Suite ServiceDesk • Software license management • IT asset management • ServiceDesk • ITIL best practices • Service Catalog Self Service (Service Catalog) Process Automation(Workflow Engine) Client Management Suite Server Management Suite Altiris IT Management Suite • Configuration management • Patch management • Monitoring and alerting • Remote control • IT process automation • Best practices Policy Enforcement (Policy Engine) Task Automation (Task Engine) • System provisioning • Task-based operations • Simple one to one management Deployment Solution Remote Management(Remote Services) Altiris IT Management Suite – Sales Enablement

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