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Oportunidades de Crecimiento

en un Mercado en Evolucin
Erik Linner. Veritas Country Manager

Agenda
Beyond the Transition
Finding Growth Opportunities in an Evolving Marketplace
Working together to Accelerate Growth

2016 IN REVIEW

18

YOY increase in new


deals

37

YOY increase in new GSP


bookings

50

Managed service partners


who grew

FINISHING STRONG
5% Q4 YOY growth in new business
26% Q4 YOY growth in appliances
5% Q1 YOY growth in new business

FINISHING STRONG

Done with transition


Focused on growth
Poised for progress

FINDING GROWTH OPPORTUNITIES IN AN EVOLVING MARKET

Where will growth come from?


Where do our biggest opportunities lie?
How will we take advantage?

BIG MARKET CHANGES


Cloud Shift Will Affect $1 Trillion in IT Spending by 2020
--Gartner
95% of Enterprises Use Cloud Technology
--Rightscale
AWS Generated $7.88B in revenue in 2015
--Forbes
Public Cloud spending will grow from $70B to $141B by 2019
--Forbes

BIG RISKS AND CHALLENGES

74%

23%

Manage Multiple Clouds

Manage 4+ Clouds

BIG RISKS AND CHALLENGES

Lack of
Visibility

Fragmented
Data

Regulatory
Challenges

BIG RISKS AND CHALLENGES


Why do these airline computer failures keep happening?

Complexity in the data center gets out of hand.

BIG OPPORTUNITIES
A D D I N G VA L U E I N A C L O U D F I R S T W O R L D
Software driven
Technology agnostic
Manage information, not infrastructure

PA R T N E R O P P O R T U N I T I E S
LEAD THE
MARKET

STRENGTHEN
THE CORE

SHIFT THE
MARKET

OPPORTUNITY #1
STRENGTHEN THE CORE

Do more with
NetBackup

OPPORTUNITY #2
LEAD THE MARKET

Bring Data Protection,


Business Resiliency,
and Information Agility
to the Cloud

Enterprise Data
Management Platform
Third-party
integration
SHIFT THE MARKET

OPPORTUNITY #3

PARTNER OPPORTUNITIES
STRENGTHEN THE CORE
Backup-as-a-Service (BaaS)

Cloud friendly licensing


New enterprise and commercial
programs

PARTNER OPPORTUNITIES
LEAD THE MARKET
Orchestrate and move workloads

Gain new visibility and insights


Solve governance in the cloud

AMERICAS FY17 CHANNEL SALES


S T R AT E G I C B U S I N E S S P R I O R I T I E S

Consistent Channel
Engagement

Healthy
Business

Consistent engagement of partners by field


Field | Channel
Co-authored Plans
and channel
Teaming Plans
Active engagement of Field with
Partners; QBRs

Develop & manage a healthy pipeline for


Pipeline
to Plan
exercise
currentGap
and future
quarters
with all staff
Focused Marketing investment
Monitoring Opportunity
Registration and Margin
Builder

New Routes to
Success
Exploit and explore underutilized
New Leverage
distribution
routes toinmarket
Develop partnerships for Managed
Services
Prioritization of our cloud transition

Enablement of
New Offerings
Enable partner on new offerings; expand
Enable
our
channel
onexpertise
our
breadth of
partner
Veritas
new offerings.
Expand IA and II capabilities
across territories

FIELD CHANNEL COVERAGE AND ALIGNMENT


.

Aligned to
Districts

Focuses on the right partners, in the right account, doing the right things

Collaborates to identify the territory go-to partners


Works with managed partner reps in territory who are actively engaged in
accounts or prospecting

Pipeline
Driven

Proactive focus is 100% on building incremental pipeline


Assist Field and Channel Marketing
Engaged with partner reps on strategic VPDF spend

Facilitates
Engagement

Work with partner to identify target customers


Align field and partner around identified customer targets
Manage Pipeline

Focused on
Partners

M A N A G E D PA R T N E R S C O V E R A G E A N D A L I G N M E N T
.

Align to partner executives and understand partners business and


goals
Build partner plans to grow business
Field and territory planning with PTAMs and/or DMs
Create Marketing strategy to support key initiatives

Partner
Enablement

Work with partners and field to identify education gaps/needs


Align TSS and enablement resources to address gap

Pipeline

Work with partner to identify target customers


Align field and partner around identified customer targets
Manage Pipeline

Partner
Management

IN CLOSING
Pipeline
Focus

Loyal
Partnerships

Consistent Engagement

New Technologies

Opportunity
Consumption
Shifts

for Veritas & Partners

Rewards for Growth

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