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Mid-Atlantic/Great Lakes/Strategic Accounts

This presentation provides an overview of the Mid-Atlantic/Great Lakes territory, covering Kentucky, Ohio, and Michigan. It highlights the strengths, weaknesses, opportunities, threats, recent wins, and losses in selling and supporting Veritas HA products in this region.

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Mid-Atlantic/Great Lakes/Strategic Accounts

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  1. Mid-Atlantic/Great Lakes/Strategic Accounts Scott Kanter Worldwide SE – Product Operations Interlock [HA] VERITAS Worldwide Backup Exec & NetBackup Pro SE Conference February 26 - March 1, 2002

  2. Overview of Territory Please describe the territory or territories you are covering in your presentation. Covering Kentucky, Ohio and Michigan. Representing –Above and Strategic Accounts. Rust Belt – Lots of Manufacturing, especially Automotive. GM, Ford, Honda, Toyota, and Chrysler to name a few. Culture – Lag behind the rest of the country 1 year to 18 months. Other Vendors – IBM and EMC dominate (LEXMARK (old IBM) is in Lexington KY). Customers – Located Everywhere, even in the hills of Kentucky – I can drive 4 hours South and 3 hours North.

  3. Strengths What about [Product Area] do you feel are strengths in your territory? Identify what has contributed to their success. Strong Products – NetBackup, VCS and Storage Foundation. Everything else is spotty. Reason – Cross Platform protection. Resellers – Very few that can drive business. The products are just to technical for them. Partnerships – HP/Compaq, StorageTek and ADIC on the OEM side.

  4. Weaknesses Please describe the weaknesses in your region for selling and supporting [HA] —Identify issues that prevent you from selling these products or cause customer dissatisfaction Relationships – IBM and IBM are very Strong here, so HACMP and MCService Guard is also very. Features – Customers want realtime virtual clustering like V-Motion. Cluster Features with SFOR9i among various platforms. Channel – The Channel is undereducated on the HA product set. OEM’s do most the pushing.

  5. Opportunities Please describe the opportunities within your territory to increase revenue for [Product Area]. New Features – We are seeing consolidation everywhere. Windows to VmWare and UNIX to large LPARS. We need to better price model that fits that mold. Platforms – SUSE is getting a lot of hype because of Novell’s eDirectory. We need to make sure our solution has a eDirectory Agent. Sun is also pushing x86 hard. Linux is also getting a lot of exposure. Customers are unsure what benefits VERITAS offers above 10g.

  6. Threats Please describe the Threats in your region – trends that may adversely affect sales of [Product Area] Products – VMOTION, VMOTION, VMOTION. This is really cool and customers are buying it. Oracle 10g is confusing the market. Economy – Still sluggish spending – the economy has gotten worse. Customers – Customer’s have a lot more time on their hands to test, POC and eval. OEM’s – IBM, HP and EMC are strong competitors.

  7. Wins Please profile 3 recent WINS for [Product Area] in your territory – Who was the competition? Why did we win? • Children’s Hospital – Large Peoplesoft implementation on HPUX. RAC 9i and VCS (Scott Kanter). • Thomson Learning – Large SQL DR setup. GCM, VCS on Windows (Scott Kanter). • Xerox Order to Cash - DBE/AC 3.5 on Oracle 9i RAC with Oracle Financials - added new nodes this year for production rollout to begin Jan 2005(Ed Ritzel) • -Xerox Global Services- SF-CFS and SFORAC with Documentum app in parallel mode allowing flexible scalability. This config also includes VVR on CVM over async link from Rochester NY to Charlotte NC. Also use windows clustering and SFW to reduce training and support costs (Ed Ritzel). • -Bausch & Lomb - upgrades for SPFS-HA w/ Peoplesoft 2 4-node clusters w/ VxVM mirroring across Metro sites (Ed Ritzel) • Global operations consolidating into 2 sites and will add nodes as each location across the Globe is consolidated (Ed Ritzel). • Paychex Inc. - Not won or lost yet but depends greatly on Itanium support on HP/UX (ed Ritzel).

  8. Losses Please profile 3 recent LOSSES for [Product Area] in your territory – Who won the business? Why? • Lexmark International – No-one yet. Not looking good. Cost is viewed as a TAX to SUN. • Pharmaceutical Co - We recently lost an opportunity at company due to the lack of SRDF/A support.  I believe this will be a problem moving forward.  As I understand it, support for Asynch. SRDF is not planned until the end of 05.  • Genworth – Lack of support on Linux may cost deal.

  9. Top 10 Please list, in priority order, the top 10 enhancements to [Product Area] that you would like to see over the next 12-18 months, and why:

  10. Top 10 Please list, in priority order, the top 10 enhancements to [Product Area] that you would like to see over the next 12-18 months, and why:

  11. Top 10 Please list, in priority order, the top 10 enhancements to [Product Area] that you would like to see over the next 12-18 months, and why:

  12. Top 10 Please list, in priority order, the top 10 enhancements to [Product Area] that you would like to see over the next 12-18 months, and why:

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