President’s Forum and WSML 2012

INDSTRAT 02 Mobile Market Dynamics

Brian Duckering, Deborah Clark, Evan Quinn“A Day in the Life of Mobile”

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Course Introduction

The rapid and constant evolution of the Mobile space results in an ever changing set of business challenges. How can you harness this changing landscape to drive new opportunities? In this course you will experience how to have solution-based conversations for ““Bring Your Own Device” (BYOD) and “Critical Data Protection” and walk away armed with the tools and knowledge necessary to practice these conversations.

Devices

Corporate-Owned Personally-Owned

Man

aged

Unm

anag

ed

Future Devices

2010177M Corp PCs

300M Smartphones15M Tablets

2014246M Corp PCs

293M Personal PCs819M Smartphones

116M Tablets

Consumerization is Driving Disruption

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Embracing the Personally-Owned & Unmanaged – “BYOD”

Relevent Devices

Today

Full

Cont

rol

Info

/App

Acc

ess

Onl

y

TraditionalFocus

EvolvingFocus

Data Sources:  Gartner, & IDC

1. Recognize how the IT trend conversation flows into related solution conversations.

2. Learn where to find and how to use key conversation tools and resources.

3. Gain competency by practicing relevant conversations with your peers.

4. Leverage experience and knowledge gained to train sales teams and deliver targeted customer value.

Course Objectives

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Course Agenda

President’s Forum and WSML 2012

Set the stage for Solution Conversations – 5 min1

Demonstrate Solution Conversations – 25 min2

Solution Conversation Workshop – 75 min3

Workshop Debrief – 10 min4

Recap and Close – 5 min5

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Mobile Solution Conversation Demonstrations

Bring Your Own Devices (BYOD)

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Device Management

SMM & Athena

Data Loss Prevention

DLP for Mobile

DeviceSecurity

Mobile Security

Secure Content Management

Norton Zone

App Security & Management

Nukona

Enterprise ManagementSCCM & SMP

Enterprise & Cloud Access Control O3 & mPKI

BYOD

Corporate Owned

Critical Data Protection

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Device Management

SMM & Athena

Data Loss Prevention

DLP for Mobile

DeviceSecurity

Mobile Security

Secure Content Management

Norton Zone

App Security & Management

Nukona

Enterprise ManagementSCCM & SMP

Enterprise & Cloud Access Control O3 & mPKI

BYOD

Corporate Owned

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Solution Conversation Workshop Overview

Participant “Solution Kits”

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• Each Participant should have the following: 2-page Mobile Trend Conversation Guide 2-Page Consumerization: BYOD/BYOA Conversation Guide 2 Page Critical Data Protection Conversation Guide 1-page Spot Accreditation Checklist for Solution Conversations

Please note that you will not be accredited – but may leverage for context 3 Conversation Graphics (two solution / one trend)

Feel free to whiteboard the solution using the paper & pens provided.

Workshop Agenda

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Activity Who Leads Time Supporting Materials

Workshop: choose one of the two Conversations – Study & prepare to present

Table Teams 30 min Conversation Demonstrations, Experience, Solution Kits, blank paper

Break into pairs and present back to each other (play customer when not presenting)

All Table team participants

30 min Solution Kit, blank paper

With the aid of your Table Lead discuss the exercise & Best Practices for Roll-out

Table Lead and all participants

15 min Table Lead Feedback form to capture people’s input

Workshop Instructions• Start by reviewing the “Table Instructions”.• Pick a “Table Lead” who will keep the table on track and

conduct a debrief following the exercise.• Pick the Solution Conversation from the two demonstrated that

you will learn and role-play to a partner at your table.• Use the overall Trend Conversation Guide as background, and a

way to start the conversation.• Pick a partner at your table to practice and role-play your

Solution Conversation.• Keep to time per the agenda and Table Instructions.• After practicing the Solution Conversation with your partner,

provide feedback to your Table Lead per their guidance.

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Note to keep this slide up as groups

go to their workshop

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Wrap-up

Rolling this out to your Teams

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• Solution Kits can be accessed via the “Cascade Kit”– All Conversation Guides and Supporting Slides included

• Additional Content in the Cascade Kit will include:– Manager Guidance & Next Steps – how to Accredit your teams

– Accreditation ChecklistFY13 Sales Conversation Materials

(for additional information and resources click on the Trend below)

Mobile Cloud Virtualization Threat Landscape Information Explosion

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Overall Trend Conversation GuideConversation Slides

Redefining Mobile Protection

Conversation GuideConversation Slides

Building Resilient Private Clouds

Conversation GuideConversation Slides

Business Critical Virtualization

Conversation GuideConversation Slides

Malicious Insider Conversation GuideConversation Slides

Better Backup for All Conversation GuideConversation Slides

Securing Public Clouds Conversation

GuideConversation Slices

Security Solution for Virtualization

Conversation GuideConversation Slides

Advanced Targeted Threats

Conversation GuideConversation Slides

Information Governance

Conversation GuideConversation Slides

Solution Accreditation FormManager Guidance for Accrediting their Teams

Accreditation Tracking Spreadsheet

Matrix of all Trend and Solution Conversation

material is on the SCORE Strategic

Trends homepage; linked to Cascade Kit

Closing Comments

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You should now be able to:

1. Recognize how the trend conversation flows into related solution conversations.

2. Know where to find and how to use key conversation tools and resources.

3. Speak more competently about the solutions based on practicing the conversation with your peers.

4. Leverage experience and knowledge gained to train sales teams and deliver targeted customer value.

Thank you!

Copyright © 2012 Symantec Corporation. All rights reserved. Symantec and the Symantec Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners.

This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied, are disclaimed to the maximum extent allowed by law. The information in this document is subject to change without notice.

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End of Presentation

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